Open Enrollment Sales Training Seminars:

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

 


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 Workshops - Eliminate Guesswork with Customer Feedback


Recently I had the pleasure of having a conversation with the incomparable Jill Konrath-best-selling author, leading-edge sales strategist, business advisor and CSO of SellingtoBigCompanies.


Today, I want to focus on one thing we discussed, which I have always thought was a very important skill for salespeople to master - the ability to “listen”. I rarely get through any talk I give on selling without badgering the audience on this subject.


To be successful in sales, you have to be a good communicator and you really do need to develop and hone conversation guides to be effective with your prospects and customers. But many salespeople “talk” much more than they “listen”.


How in the world do we expect to learn what our prospects/customers need or want while we’re doing the talking? [Note: This is where I throw in the old line about why God gave us two ears and one mouth - this is probably most important for salespeople].


Many salespeople think that spewing their features and benefits at a prospect is the way to sell. That’s pretty dumb, especially today since a prospect can get all the product junk she needs on-line with one Google search.


Good salespeople seek to learn what the prospect is really looking for, then constantly and continuously asks questions, requests clarification and probe deeper as to where the real pain may be.


Bad salespeople always think they have the answer, when the only person who really has the answer is the prospect. Good salespeople listen, and listen intently for signs and signals that surface what the prospect’s issues really are and then and only then does a good salesperson parrot, rephrase and reiterate to the prospect what her understanding of the issue is and then begin the dance of proposing a viable solution.


Jill had a great suggestion on this subject that should be very obvious but often forgotten.
Oftentimes, salespeople think they know why he or she closed a particular deal. Since the real truth is that the customer is the one who “really” knows the answer, why not just ask the customer? It might just be for a reason that you never even thought of. And you just might want to use that information on your next sales call. At the very least, you’ll have a terrific sound bite that your marketing folks will love!


Source: Michael Green link

 

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