Open Enrollment Sales Training Seminars:

Location  Date
Los Angeles, California Feb. 3rd-4th
Houston, Texas Feb. 8th-9th
NYC, New York Feb. 24th

 


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 - Why Behaviors Triumph Over Sales Skills


Check out most sales processes and they usually focus on the potential customers (a.k.a. prospects) and the sales skills of the sales professionals. Yet, sales research continues to reveal that the actions from behaviors are the major obstacles in achieving sales targets. 


For example, follow up is a sales skill.  Yet, business research suggests that almost 50% of all leads are not followed up.  So it is the skill that is lacking or the behavior - the application of the skill?


Years ago, my coach David Herdlinger created the KASH Box and since then with his permission I have expanded it into the KASH Box for Sustainable Change. The essence of this model is that Knowledge and Skills are not the obstacle for performance improvement be it in sales, leadership, customer service or management.  Attitudes and Habits are the real culprits preventing people, teams and organizations moving forward.


Too often we confuse learning with performance.  Learning is the acquisition of knowledge while performance is the application of knowledge.


With this understanding of the difference between learning and performance, I realized that sales training departments in organizations were asking the wrong question. Instead of asking do they (the sales people) know it, they should be asking do they (sales professionals) want to do it?


When we begin to look at the Attitudes and Habits, we are looking at the demonstrated behaviors. Most sales professionals know that they need to follow up, they know that very few sales are made on the first contact, they know that they need to listen more than talk.  However, given that sales research suggests anywhere between 50% to 80% of all sales targets are not achieved, then this data confirms that the issue is not sales skills, but rather behaviors.


When the focus is on the technical sales skills be them negotiating, fact finding, asking open ended questions, there is probably little to no emphasis on the behaviors.  Sometimes it seems that there is an apparent assumption that somehow the skill will immediately become a learned behavior. 


Sales training to be effective must look at both developing Knowledge and Skills while providing opportunities to apply (practice) these sales skills and then allow for feedback and additional practice. Many sales training programs be them 5 days to 1 day are like drinking from the fire hydrant. A lot of information given very quickly with little time to digest, practice and very rarely opportunities for feedback.


Sales Training Coaching Tip:  If you want your sales training classes to stick, the look at your curriculum and make sure you have both Knowledge, Attitudes, Skills and Habits.  You will discover not only a lot less redo’s, but a lot more positive return on your sales training dollars.


 

Source: Leanne Hoagland-Smith link

 

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