Open Enrollment Sales Training Seminars:

Location  Date
Phoenix, Arizona Sept. 16th
Houston, Texas Sept. 16th-17th
Chicago, Illinois Sept. 20th

 


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 Seminars - 2 Biggest Tele-Prospecting Blunders


There are two blunders that most sales reps make when using the telephone to prospect and sell.  Eliminate them and you’ll increase the odds of getting the prospect to listen.


Blunder #1: How Are You Today?

Think of finger nails being scraped along a blackboard.  It’s grating. Unnerving. It makes you shiver and go all goose bumpy. The same holds true when you speak to a prospect for the first time and say, “How are you today?” (HAYT). They flinch like a spanked puppy.
Contrary to what you might think, this trite little phrase does not build rapport. What it does is alert the prospect that there is a sales rep on the line who “wants to sell them something.”  HAYT immediately puts your prospect on the defensive because he or she has probably received a half a dozen calls today already that began with this phrase, and none of them were people they wanted to talk to.


Don’t take my word for it. Here’s what prospects have said: in a survey of 186 prospect 179 said the ‘detested’ the phrase because they found it a time waster and insincere. (Four said they were ‘okay’ with it and three  (1.6%) liked it).


While HAYT may not necessarily lose you a sale, it doesn’t buy you any points. So why do it? Why start from a negative position. HAYT is something sales reps do as a filler thinking it will endear the prospect to them. It doesn’t so don’t bother doing it. Eliminate it.


Blunder #2: Did I catch You at A Good Time

Nothing will put an end faster to your prospecting call then, “Did I catch you at a good time?’


Why?  Because you are giving the prospect an excellent opportunity to say no. And most of them do. Rarely do you catch prospects at work sitting around doing nothing hoping that a sales rep will call them to sell them something  It’s never a good time. And so they tell you and end the call.


Of course, tele-sales reps will rationalize this phrase by saying it is impolite and presumptuous to carry on with the call if the timing is poor. It’s a fair point. You can annoy the prospect simply by barging on. But there are alternatives.


Source: Jim Domanski link

 

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