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 Training Workshop:

Sales Workshop Tips - Deadly Sins of Selling


A wise man once said to his friends, "I am not afraid about good things that I could not do but I am more afraid of the bad things that I consistently do." Looking into the field of selling, there is no doubt that many reference have been written on how to best perform in sales but few have exclusively focused on avoiding sales pitfalls.


While looking back at my over a decade sales experience, I am convinced that most sales persons need to be reminded more than informed. They probably know what to do when selling but they easily forgot what to avoid.


Here are two of my personal pick for the deadliest sins in selling:


1) Thinking that selling is an active flow.

What do I mean by active flow? Active flow means action, particularly closing, is governed by the sales persons more than the prospects. People who think this way have it the other way around. Selling is not what you do to the prospect but it is what the prospects do to you.


For example, when you promote product Z to customers, they said that they want product W. Now, if you adopt the active flow, you probably will use your objection handling skills and what have you to overcome this. That is active.


But a successful sales person will use this and adopt a passive flow. The customers' objection is seen as another demand where they have to come up with a new design or in short, something better to the customers; according to what they want.


It is a passive flow and the customer did something to the sales persons and they respond accordingly. Research has shown that such approach creates higher satisfaction level and longer business term for both parties.


2) Taking sales teaching as sales training.

The main difference between teaching and training in sales is time spend practicing. When a sales person feels adequate with the classroom selling skills, he or she will go out with doubtful competency level. I do not know about you but I am reluctant to allow low competency personnel to work with me.


Take a car mechanic for example. Would you trust the newly purchased BMW to be serviced by incompetence mechanic despite the fact that they charge less? I know I would not.


And that seems to be the norm these days when companies just sent out incomplete trained sales personnel and hoping that they bring in the numbers. It would not happen and if it does, it is short-lived and risky.


 

Source: Nezrul Ghani link

 

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