Open Enrollment Sales Training Seminars:

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

 


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 Workshops - Are You Serious About Increasing Sales?


Most people in sales have a hard time squeezing sales and training into the same sentence, much less implementing training into their sales program. Sales managers usually rely on some kind of weekly pep talk to motivate their team to success, when what they really need is sales training and an opportunity to practice it over and over again. Our Sales Training Programs offer your team a chance to learn and grow in the sales skills they need to achieve the success you all want to see. The Super Bowl champs train and practice every day so that they can be better than everyone else on game day. Your team is no different. Give them the sales training they need, and they will be champs, too.


If you are really serious about achieving your goal to increase sales, then how many contacts do you make with your potential customers? Learn if you are one of the many or one of the few. This number may just surprise you.


With the downward economy of 2008 and 2009, there is a continued cry from small business owners, single office home office entrepreneurs, independent sales professionals or contractors to even C Level executives about the need to increase sales. Yet, discussions I have with clients and the statistics continue to show just the opposite.


The lack of follow-up calls still continues to drive poor revenue. With 80% of all sales being made between the 5th and 12th contacts and only 10% of all salespersons going beyond the third contact, reveals a lot of wasted energy and potentially low hanging fruit on the vine.


Way too many business people expect and hope for a sale to drop on their doorstep or in front of them at a business networking event. Only problem is that only 2% of all sales are made on the first contact. Sales Coaching Tip: Do not confuse networking with "net selling."


Maybe the selling professionals are one of the 25% who secure the second contact and then determine this is not a good fit. Of course, the statistics seem to suggest a lot of people are giving up before they know all the facts. This may also indicate a lack of research by the seller specific to his or her target market. Sales Coaching Tip: Do not confuse selling being simple with selling being hard. Simple it is, hard it may be.


The goal of the second meeting is to make a friend and to be asked back so you can learn more about this potential customer. Sales Coaching Tip: Another word for learning is qualifying.


Possibly this experienced salesperson keeps his or her nose to the grindstone and gets that third contact. This is not the norm given only 12% of people make 3 contacts. Now is the time to start learning about this potential customer's (a.k.a. prospect) needs and to look for these other qualifiers:

  • Is this person the real decision maker?
  • Is there an allocated budget for this purchase?
  • Is there urgency to take action now instead of later?
  • How committed is this person to changing the situation?

Maybe a fourth contact is made to secure even more information and determine where the sales process is going. Now this individual who is the seller is really unique because he or she is one of the 10 who make more than three connections with the prospect.

The fifth contact rolls around and a decision is made to continue with this potential customer. Additional sharing happens and more importantly the relationship continues to grow. Value added communications such as sending of relevant articles provide ways to stay connected.


Finally, the sales happen because the sales professional stuck with it, qualified the client and did not give up. So if you wish to increase sales ask yourself this question:

Are you really serious about business or expecting business to drop in your lap or at your feet?


The answer can be quickly determined by how many contacts you make with each prospect. Are you one of the many, 90%, who make 3 connections with your potential clients or one of the few, 10%, who make 4 or more? Your answer will determine if you are really serious or one of the many hopefuls.


Source: Leanne Hoagland-Smith link

 

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