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 Classes

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 classes. We provide pubic open enrollment and private classes at the location of your choice. We conduct in excess of 200 monthly sales training classes 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 workshop 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 Training Classes - Personalities and Improving Sales Performance


Mike Stephens, CEO of HT3 an electronic equipment company, had been riding the wave of 2009 economic depression without any major setback. Now was the time to turbo charge his sales. He was about to visit his main clients in Europe but the volcanic ashes forced him to cancel the trip. Faced with an unexpected pause in his schedule, he decided to use this pause to reassess the strength and weakness of his sales department.

He needed a first class sales force to follow up on his marketing leads, but his sales team was not reactive enough, too much entrenched in their long established sales process. Yearly sales force performance evaluations were supposed to guide the staff towards better results, but in fact sales were sagging. He felt he needed a new approach, but which one?


Mike came across a consulting offer promising to guide him towards improved sales. The approach was to explore what sales style each individual brings to the job, at each stage of the sales cycle. Engineers like Mike are not used to explore personality issues as they relate to management, but the consulting offer, using a variety of cutting edge tools belonging to both Behavioral Sciences and Internet Technology provided also convincing references.


First, the diagnostic of "his sales pains" was established:

The sales position turnover was too high.
The average closing ratio was too long with large disparities among his sales personnel.
The ratio of initial conversation to business meeting with prospects was too low.
The management time spent to coordinate the sales force was too high.
The connection between the marketing department and sales department was inefficient.
Some of the staff was not willing to comply with the discipline of training.
All this had hard financial consequences for HT3.


Second, the dysfunctions of his sales team were examined. Here are a few examples:

Ryan was very good at opening relations, but not at closing deals.
Phil was very confident and assertive, but lacked empathetic outlook and listening skills.

Mark was hesitating to close a sales deal until he had completed his sales presentation, missing at times early buying signals.

John wanted to convince the client with too much data and rarely changed his style to meet the buyer's style.

Paul felt that data presentation was slowing the sale process.
The sales team had a number of internal conflicts and this affected other departments at HT3.


Mike had just started recognizing the fact that his sales force personalities do matter. Here are a few messages for his sales team:


Sales people have to adapt their style to the style of their client. This will eliminate tension and accelerate the sales process.
 

Sales people need training to recognize the range of buyer style; they would be able to broaden their client's basis.


The process of rebuilding the sales team had just begun.


 

Source: Antonella Lo Re link

 

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