Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina Oct. 6th
Denver, Colorado Oct. 11th
Boston, Massachusetts Oct. 24th-25th
Dallas, Texas Oct. 25th

 


Sales Training:

 

Sales Training Courses

Welcome to the Sales Training Center's comprehensive resource site for effective, performance-based sales training and sales development programs. Over the past thirty years, sales professionals and sales managers across the world have benefited from our highly interactive sales training courses. We provide pubic open enrollment and private courses at the location of your choice. We conduct in excess of 200 monthly sales training courses throughout the world.

For free, no obligation information on how we can help you please contact us today.

Students of a Sales Training Center class course will learn to:

  • Communicate more effectively with customers
  • Develop the ability to build positive chemistry and rapport

  • Deal with multi-levels sales structures—users, authorizers, and purchasing agents

  • Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant

  • Recognize basic styles of buyer behavior and determine how to adapt to each style to create positive "chemistry"

  • Analyze what sales people say, reducing the potential for misunderstanding

  • Effectively manage and control anger, conflict and difficult situations

  • Develop active listening skills to focus on what customers are saying

  • Be able to facilitate, guide, and close discussions in one-on-one and group settings

  • Build and give appropriate credit for other peoples ideas and avoid putting others on the defensive

  • Make a positive impact on the quality of teamwork and productivity within the work unit by effectively giving and receiving feedback

  • Sell long-term relationships rather than price

  • Incorporate interviewing skills into the sales process in lieu of pitching products

  • Apply the appropriate sales techniques based on the buyer and behavior type

For free, no obligation information on how we can help you please contact us today.

 

Sales Training: Sales Courses and Selling - The Real Agenda and Intention


What is your agenda when it comes to speaking with a prospect or client?

If we were to ask this question of a number of sales people they would probably be able to articulate that it was to 'make contact' or 'explore common ground' but deep down there could be the feeling that their main aim is to sell or close or agree a deal.


I was speaking to a successful sales person a week or so ago who gave me some very valuable advice - the first thing he said to me is that as a sales person you are 'closing all the way through the conversation'.


For him that mindset was appropriate and valid - even if a little 'old school'. Now there is nothing wrong with 'old school' and please accept that I am not attempting to knock those folk with years of experience, it's just that there are other (and I feel more valuable) ways of entering into and building a customer-salesperson relationship.


I make no secret of the fact that my background is in psychology and education. My interests have always been in the how and what of communication and the way minds are motivated. I also used to believe that I was not a salesperson because I wasn't always trying to close-deals or make cold calls. My narrow perception of what I thought sales was not only an insult to the skills of professional sales people but also based upon a completely false set of assumptions about what the sales person did.


In recent years I have come to recognize that modern philosophies about sales are based around the very things I have always been interested in.


People, their needs, their goals, their challenges and helping them solve them become the WHAT of sales...


Listening, Thinking, Planning and Motivating become the HOW of sales...


The simple fact of the matter is if you're in any business you are in sales. How else do you get your service and product to the consumer?


The typical consumer perspective of the 'stereotyped sales person' is that their aim is to 'sell you stuff'; their motivation is money (commission); their approach is 'persistent, pushy and, as one colleague said to me, "they seem to want to p****s you off."


So back to my question...


What is your agenda when meeting with a client and how do you meet those meeting goals?


Whatever goal or agenda you set as the sales person for the meeting will be the thing that drives you emotionally. It will create an expectation. If that expectation is not in line with the words you are saying your potential client will get the sense of that incongruity - you will appear insincere and inspire lack of trust.


To make that more explicit if, as the sales person, your external philosophy is about 'solving problems' and 'building relationships' but your internal world is about sales targets, quotas and product USP's there will be a tension between what you are saying and what you are really trying to achieve. You will listen only for the opportunity to make the pitch and close the deal.


NOW please accept that I am not saying that goals and targets are not important - of course they are - I am not saying that making sales and earning money isn't the thing you need to do. What I am saying is that these personal and company concerns are perhaps better left at outside of the meeting you are having with your client or prospect.


Perhaps a more useful set of goals for your first meeting with a client would be to:-


MAKE contact


ASK questions


GET information


INTRODUCE the way you work


CO-CREATE the agenda for the NEXT meeting or agree that for now there are no mutual benefits to working together


How do you know if you're about to sabotage the intent meeting?


You'll be speaking more than listening.

You'll be telling more than questioning.

You'll be solving more than exploring.

You'll be thinking 'closing' more than sharing.


How do you think about your meeting goals then?


You inspire honest, direct and open conversation

You accept that the meeting needs to be client-focused

You put your own sales targets to one side

You remain PRESENT with the client and responsive to their questions, needs and time

You will leave the meeting with agreed action points, 'next steps' AND a date for another meeting


 

Source: Dr. Alan Jones link

 

For free, no obligation information on how we can help you please contact us today.