Open Enrollment Sales Training Seminars:

Location  Date
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th
Atlanta, Georgia Aug. 10th
Dallas, Texas Aug. 16th
Boston, Massachusetts Aug. 17th-18th

 


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: Selling in a Tough Economy - Sales Training Strategies For Sales Managers


Which Salespeople will Thrive and Who will Dive as the Going gets Tough?


Selling in a tough economy will separate those salespeople that "can" and those that "can't".


The fact is, it doesn't really take a great a salesperson to achieve quota in times of double digit market returns. But what should you as a sales leader do when the economy starts to hit the brakes? How do you ensure your sales team achieves their sales targets when the market is flat?


How do you as the sales leader plan to achieve your sales budget when there is so much indecision and fear in the market?


Think about it, do you really know how each of your salespeople are going perform in these troubled times?


Here's a method to most accurately determine how the people in your sales team are likely to perform when the going gets tough.


Step 1:

Review the actual sales of each of your people over the past two sales quarters.

Separate their sales into three camps. Camp one should include those sales where your salespeople actually had to "create the sale." The created sale is one where the salesperson actually developed the sales from start to finish. These are the sales which your company would not have received but for the efforts, creativity and persuasion of the salesperson.


The second camp of sales will include those that on close scrutiny show that not that much effort was required to bring them home. These are the "walk up starts, the easy ones, the lucky ones, the one's where the salesperson happened to be at the right place at the right time, with the right offer.


The third group is comprised of those sales that fall somewhere in-between camp one and two. These are those sales that whist some effort was required to make the sale; there were a number of factors that fell easily into place helping to bring the sale home.


Step 2:

Now simply analyze the percentages. Looking at each individual salesperson determine:


What percent of their sales come from camps one and three? This total will be your best indication of how your salespeople will perform in a slow market.


Now review camp two. During tough economic times the easy sales found in camp two will tend to dry up and you will be relying on those sales your team actually create to meet your team sales target.


When you apply this assessment to each individual within your sales team, you will very quickly work out who amongst the team will be likely to thrive and who will die as sales opportunities shrink.


 

Source: Ian Segail link

 

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