Open Enrollment Sales Training Seminars:

Location  Date
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th
Atlanta, Georgia Aug. 10th
Dallas, Texas Aug. 16th
Boston, Massachusetts Aug. 17th-18th

 


Sales Training:

 

Sales Training

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 seminars. We provide pubic open enrollment and private workshops 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 for Professional Services


Are you engaged in selling some sort of professional services such as coaching, consulting, financial, insurance, real estate, etc.? Did you attend sales training with the promise "Do this and they will buy?" Well, how is that working for you?


If your response is not well, then probably that very time consuming and equally expensive sales training program or course was for selling products and not services. Many sales professionals are still engaged in product based marketing and hence their sales actions are focused around telling about price, product and let us not forget proposal. These 3-Ps or what I call the 3-Ps Virus are a definite indicator of someone who is clueless as to how to sell professional services.


Here are my six (6) top recommendations to change sales training for the better and not just for those who sell professional services.


#1 Change - Focus on marketing first and foremost specific to knowledge and skills

Until someone knows about your services, your bank account will continue to register zilch. Great marketing is a very well honed skill set. When you understand how to emotionally connect with your potential customers (a.k.a. prospects) and work from a specific plan of action, you will be much farther ahead of everyone else. Time invested in marketing should be 3 to 1 in time invested in actually selling.


#2 Change - Include understanding who you are as an individual and your specific role as a salesperson


Far too many people truly do not know who they are nor do they know what talents they bring to their roles. Investing the time to:


Understand  your purpose (read the On-Purpose Person by Kevin McCarthy)
Determine your positive core values Describe your vision of the future Calculate your current annual mission moving you closer to that vision Assessing your talents, decision making styles and levels of optimism and pessimism

Will help you know yourself better.


#3 Change - Develop interpersonal skills or what some call soft or people skills

Being successful in business is truly about relating to others. From active listening to higher order thinking ability all are necessary to develop that personal bridge between you and that prospect. Sales Coaching Tip: People buy from people they know and trust especially when the transaction is personal.


#4 Change - Create written plans of actions for both marketing and selling activities

With investing the time to research the marketplace and understand current trends, your marketing and selling actions will be more like spraying and praying. There needs to be a proven goal achievement process included as well.


#5 Change - Work on questions and know the answers to persuade not dissuade

Open ended questions are essential, but do not forget about those necessary closed ended ones. Questions require a response and in some cases an answer from you. What you say should always be persuading your prospect to buy and not dissuading them.


#6 Change - Schedule multiple sessions over a course of time instead of 1 to 5 days of drinking from the fire hydrant


People need time to assimilate what they have learned and then need time to practice what they have learned. Without practice, learning becomes some fact floating around in the head and maybe some day it will come out. The brain only absorbs what the butt will endure. Technology allows for remote teleconferencing that can be reinforced with monthly or even quarterly face to face sales engagements. This approach may also be achieved through executive coaching where you and the coach meet weekly over the phone or even face to face.


The business world of professional services is different than years gone by. There is far more competition and a far more educated marketplace. People are seeking those individuals who can provide value and in some cases will pay more than others who just sell their services. If you wish to increase sales as an organization or individual who provides professional services, then rethink your sales training because the old way is truly the harder way to sell.

   

Source: Leanne Hoagland-Smith link

 

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