Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina June 2nd
Austin, Texas June 15th
Boston, Massachusetts June 23rd-24th
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th

 


Sales Training:

 

Sales Training Classes

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

Sales Workshops - How Do You Feel About Selling?


During a recent Open Q&A Call I was asked the following question:

As you know, we are doing an in-person presentation to four executives at (company name) next week. That "pitch" is a combination of "demo" (we are showing our creative work via video projection and PowerPoint slides, etc.) and a lot of talking for 60 minutes among several of us on our team. Our primary contact has warned us not to "sell" (meaning don't sell our company and our past glories, etc.).


How do we "close" the sale at the end of this 60 minute presentation when we are told to only discuss the merits of our creative concepts for this one event? I know I need to ask for the business at the end of the pitch - yet I need to do it without "selling." Personally, I think I MUST do some "selling" briefly at the end of this presentation. I must convince the clients that we are the very best choice for this event and tell them WHY that is so.

This question touched a hot button of mine. While I don't feel this individual has any problem with sales or any insecurity about being perceived as a salesperson, there are quite a few salespeople who are not proud of the fact that they sell for a living. This flavored my response to his question, which was:


A salesperson's job is to sell. When a company inquires about the possibility of purchasing another company's products and services, they know the people they are going to talk to are responsible for selling those products and services. This is not hidden or any form of subterfuge. It's how business works - nothing in business happens until someone sells something!


Let's look at sales from the following three perspectives:


1. The Hunter/Hard Closer ("used car salesman"): No one enjoys dealing with this type of salesperson. They are pushy and don't give a hoot about the customer. They only care about accomplishing their own objectives. Are you one of these salespeople? I don't think so!


2. You have invested a lot of your company's valuable time and resources in preparing your proposal for this customer. It would be ridiculous for them to expect you to make that investment and then expect you to not ask for their business. If you're not going to ask for their business, why would you invest all that time and effort? Do they thing your company is some kind of charity?


3. Do you believe your company will do the best job of servicing the prospect's needs? Of course you do! Not making an effort to help them understand why they should choose you would be a disservice to them because they could end up choosing someone who won't do as good a job of servicing their needs.


I wasn't part of the conversation with the individual who "warned you not to sell." However, I am willing to bet a whole bunch of money that what he meant was, "Don't try to give us the hard sell." Nobody likes the hard sell when they are the buyer!


On the other hand, it is perfectly reasonable for you to explain to the prospect the reasons why your company is best suited to manage their project and to politely ask for their business. If you don't do this, who will do it on your company's behalf? No one!


Let's take this to the extreme - what will happen if someone becomes offended because you attempt to make a sale? What will the outcome be? The outcome will be that they won't buy from you.


What will the likely outcome be if you don't attempt to put your best foot forward when talking about your company and its capabilities and if you don't ask for the business? It will most likely be the same outcome - they won't buy from you.


So what have you got to lose by being a professional salesperson and asking for their business? Absolutely nothing!!!


Source: Alan Rigg link

 

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