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 Workshops

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

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

Students of a Sales Training Center 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 Management Training: Do You Have Excessive Turnover on Your Sales Team? Sales Training Workshops Are The Answer


Employee costs skyrocket when you are in a high turnover situation. Searching, recruiting, and training of new hires all add up quickly to in many cases thousands of dollars per employee. Add in recruitment firms and you could easily be in the tens of thousands of dollars for 1 new sales representative. And then they have to stick. How do you keep from losing that new sales employee? How can you reduce the overall turnover in your sales department? How can you reduce turnover and reduce these new hire costs in one shot?


As an ex-sales manager who has managed hundreds of sales employees over the years the one thing that new hires want and need when they come on board is training.

As a sales manager recruit after recruit would be in my office during the interview process and ask me about our training programs. They want as much product knowledge as possible. Just about everywhere I have worked in my career has had this point nailed down. Product knowledge will be taught!


Product knowledge is KEY to keeping your sales employees abreast of your company's goods and service.


But if so much money is being spent on product training why does the sales profession in general tend to have such a high turnover? Also if product knowledge was all you needed why don't all college graduates with at least a "C" average make it in sales?


The answer is fairly straight forward. These employees need sales training not just product training.


If you have been a sales manager for a while you have probably figured this out reps need more than product knowledge. You know they also may need more than the daily coaching that you are personally providing. They need a professional outside sales trainer to bring the staff to the next level.


You also know that your VP of Sales has P/L responsibility and at $500/head for an on-site 2 day training session that you can probably shelve your sales training idea for this year. Maybe next year you can get it into the budget.


There is another answer for this year. Your representatives need training. Not just product training they need to learn how the sales process works. The answer is web based sales training. If you have excessive turnover on your sales team use web based sales training to combat the problem.


Web based sales training or e-learning is an economical response to the more formal 1 or 2 days sales training seminars. Also since these types of classes are short in their duration your sales representatives will typically be back on the phones with a renewed sense of energy in under 2 hours per session vs. 2 days. That's a bonus for you and your VP.


Web based sales training courses allow you to furnish ongoing sales training at convenient times for you and your business structure. Also at a cost of less than $50/student vs. $500/student it is an easier sell to your VP. Now your VP of Sales also looks good because they are offering continuous e-learning education on the exact topics that the individual reps need.


Through daily coaching sales managers know which reps need help with opening a call, which need help with probing for needs. Which reps can't pitch properly and which reps just seem to forget to ask for the sale. Your salespeople may not need a 2 day sales seminar. They may be able to get the needed help they desperately want on their one specific area of opportunity.


Check into a web based sales training class when you get the next opportunity. The worst thing that can happen is that your reps learn a proper sales process and they ultimately prosper. If they prosper then you will immediately reduce your turnover and immediately reduce your departments cost just by offering something that every sales representative needs... professional sales training workshops.


 

Source: David A. Peterson link

 

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