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 Seminars

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 seminars. We provide pubic open enrollment and private seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Seminar - Understanding the Sales Structure


The sales structure is the sum total of all the guidelines, procedures, policies and tools your company uses to sell. It is everything about how your company sells except the people themselves.


Sales tools, information system, sales training program, sales compensation program, sales territory plan, sales automation system, sales management support practices, assignments of markets and customers, sales office assistants, these are all major parts of the sales structure.


Now even the best and most efficient sales teams or sales professional can't deliver customers by themselves; they have to be acted upon (using qualifiers, rapport, questions and solutions). An action needs to take place. To implement your sales strategy, you need to structure your company for sales success. This means you should do the following:


Provide the sales force/team with a set of rules and policies for whom to sell to, where to sell to and how to sell to


Create a methodology that allows your sales force/team to maximize their selling potential


Develop and deploy the most appropriate tools to qualify your prospective clients, maximize deal sizes and communicate your sales messages efficiently


Store and share sales information among your sales team/force to ultimately improve their sales knowledge and ability to find and close deals


Create an environment that motivates your sales team/force to succeed


I recommend taking the following steps to improve your existing sales structure or if you are developing a new one:


Take some time to really understand how the different elements of the sales structure contribute to your specific sales structure (without this knowledge and understanding, you will not appreciate the importance of each element of structure or know how to prioritize any necessary improvements)


Analyze how your existing sales structure currently operates - if you have one, then, ask lots of questions on each area of structure to understand how decisions are made, what rules, policies and procedures are currently followed and what actually happens in your company, as opposed to what should happen.


Develop templates and processes for building an improved new sales structure.
Understand that change is often painful, not everyone will like what you propose, and then prioritize the areas, which have the greatest impact on achieving your sales strategy


Developing and understanding the sales structure can sometimes be a full-time job in some organizations. However, for smaller companies, it is a periodic task. These can be expensive changes to make, but if done properly, pay big dividends in terms of improved sales.


"You've got to be success minded. You've got to feel that things are coming your way when you're out selling; otherwise, you won't be able to sell anything." Curtis Carlson


 

Source: Dave Vower link

 

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