Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina Oct. 6th
Denver, Colorado Oct. 11th
Boston, Massachusetts Oct. 24th-25th
Dallas, Texas Oct. 25th

 


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 is Not a Game


In the face of this new economy, one shift has been quite notable-people are not looking to be pitched. With diminished portfolios, declining revenues, market instability, and a lack of discretionary spending in both businesses and individuals, no one is really looking to spend money. Unfortunately, our traditional sales training has taught the sales profession that advocating and manipulating are two of the surest tactics to close the sale. Not in this environment. In reality, these were never really the most effective tactics, they simply seem to be the only one too many salespeople have relied on. However, most people simply do not have the time or interest in playing the sales game of being pitched, pushed, chased, or manipulated. The time to learn a new approach is now before more organizations suffer continued declines in their revenues.


Sales is not a game. Believe it or not, customers resent when they feel like salespeople are putting the sales moves on them. Most customers are aware of all the sales ploys and tricks and they have seen these more than anyone else. These moves reflect what typical salespeople do to try to get people to buy something. In today's economy this is not what people are looking for. They are looking for professionals committed to helping them solve problems or provide valuable information and ideas. Transitioning to becoming a professional resource that solves problems requires focusing on the challenges and issues customers face and helping discovering ways to help them find what they want and they need. There is no time for games here. Customers have real, very real issues and they are looking for professionals willing to help.


Sales is not salesperson centric. Traditional salespeople want to figure out how to get their prospects to buy from them. What the salesperson wants is not important. Learning or memorizing tactics and approaches is sales centric focused on how to get people to do what they want them to. Great sales skills emanate from within someone, whether it be the heart, or spirit, or soul, if one wants to go that deep. Being genuinely interested in being a valued resource is not a behavior or attitude that can be memorized or programmed. It is a core value that exists with the sales professional. When hiring or developing a sales team, egocentric or me-oriented personalities will not work in today's sales environment.


Sales is not about wearing people down. Effective sales results in today's environment is not about chasing deals, fearlessly pitching products, making all the right moves, or relentlessly overcoming objections. In fact, a relationship based, solutions oriented sales process eliminates the need for those tactics. A person who is "such a great salesperson that they could sell ice to Eskimos," is not a role model in today's selling arena. That behavior reflects selling something to someone they don't need. That is not problem solving, that is manipulation. There is no value in manipulative selling today.


Sales is not getting people to buy something. Great sales helps people discover and obtain what they need and want. Effective selling behaviors today are about helping people get what they need in a way that is most beneficial to their business. At the end of the day in a relationship based, solutions oriented sales model, there is no buyer's remorse or trust issues. There are no endless objections to overcome as the process focuses on helping people find what they want or need. The sales professional working the effective side of the street is seen as a credible and trusted resource for helping customers solve their problems.


Sales is not based in the old stereotypes. Nothing is more obvious or more telling than in the interview process when someone sits down and starts making all the old sales moves taught in traditional sales class. Moves and tricks are not today's sales. There is no sincerity, integrity, honesty, or demonstration of character in those charades. Worse, they demonstrate and reinforce the stereotype of the typical sales guy that everyone resents. The new landscape of sales is relationship based, solutions oriented. Anything else that reflects the playing of a game, is counterproductive in today's sales arena. End the perpetual cycle of hiring the same old stereotyped sales "guy" by not hiring the person that behaves with the sales personalities we all dislike.


Sales is not deaf, unaware or ignorant. The three words that best define the great sales model of today are: listen, know, and understand. Salespeople must understand that all information of value is provided by the customer. Effective salespeople have to spend time listening and learning about what their clients need and discover how to help them. The real value is not in the product and service offered. The real value comes from understanding the challenges, the issues, and the frustrations associated with their business or situation and how to be a resource to them. It is the effective application of what was shared and learned in providing a solution that meets those needs that make effective sales behaviors work today.


In today's economy, businesses are not looking to spend money. They have no desire to be relentlessly pitched and sold. However, every business recognizes that they may have to spend money for innovation and solutions that may be critical to their ongoing success.

Many are potentially willing to invest in products, services and programs that make their business better. It is the obligation of the sales professional to uncover what these businesses need, what they are trying to accomplish, what the obstacles are, and how they can find the products and services that will help eliminate those problems.

Salespeople must behave and engage their clients as highly reliable, professional resources. Accomplishing this requires knowing what people need, knowing why it's important to them, and how their needs and issues can be best dealt with. Learn to connect, learn to listen, and learn to solve. It is the most productive approach to effective sales and does not require playing any games.


 

Source: Dave Cooke link

 

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