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 Training Courses - Is Your Team Infected?


There is a syndrome which can infect individuals or sales teams in the workforce. It happens, most often, to sales people and their sales teams, but can infect people in other lines of work. It is disastrous to productivity. What is this crippling phenomenon? It is "Hares" disease.


No, I did not misspell hare. I am not referring to the over abundance of follicles on the bathroom sink after a shower. The syndrome I'm talking about is named after the Aesop Fable "The Tortoise and the Hare". This disease's main symptom is lack of consistency.

It is very common for sales people and sales teams to make a big push at the end of the month. They want their numbers to look good for bonuses, etc. This is a healthy thing. It injects excitement and enthusiasm into the sales team. The difficult part for the leader is to keep the momentum up after the push. The first week of the new month, everyone who participated in the sales push are suffering from PTPS, or better known as Post Tremendous Push Syndrome. The sales team gave its all and is now putting more contacts and business back in their pipeline. And, yes, feeling good about last month's performance. Left unchecked, it could spiral down into "hare's" disease.


When a sales person becomes infected with "hares" disease, they lack consistency in their performance. They'll work really, really hard for a certain length of time. They're activity is like a jet plane going down the runway, preparing to take off. The pedal is to the medal. They start to get some momentum for career take off, and then, "bam!” they let up. They stop doing what they were doing to generate production. Their jet plane bounces back down on the tarmac and has lost its take off momentum. They're tired. It took so much effort they just can't continue. They take a break to rest up before they start again.
Every time they stop to rest, they lose momentum. Their career never gets enough speed and momentum to take off and get any real results. Just like the hare in the story, they have stopped to take a nap. After a time, they will become discouraged with their lack of progress and quit.


There is a difference between a "rabbit" and a "hare" in this narrative. Every sales team needs a "rabbit". They are the excited, motivated individual that streaks out in front of the pack and makes it happen. They set the pace for the sales team, similar to the rabbit at the dog track. That rabbit always stays in front of the pack, giving the pack or sales team the incentive and the motivation running to keep up.


As a leader of a sales team, there are a few tips to keep your sales team going with consistency, like the tortoise, to get the job done.


1. Know your sales team's numbers. How many contacts does it take to get appoints set? How many of those appointments will turn in to sales? How many sales does it take to reach the sales team goal and individual goals? Keep those numbers in front of the sales team and reward them for their activity in areas which generate results.


2. Watch for the signs in their performance which happens right before they slow down for their "nap". When the signs are there, coach, encourage, and keep incentives in front of them to keep their motivation up. Reward consistency.


3. This syndrome can affect other members of the sales team, especially a sales team without a "rabbit". If your infected "hare" is hindering the performance of the sales team, and step 1 and 2 doesn't work, it may be time to remove them from the sales team. Harsh as that may seem, it may be the only route. The last thing a sales team needs is a group of infected "hares".


It is easy to get frustrated with sales team members who seem to move at a slow plodding pace, but consistency will win every time! This Aesop fable is a reminder, steady performance with a focus on the end result will get the job done!


 

Source: Nan McAdam link

 

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