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 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:

Stop Being Negative, Stop Blaming the Economy, It's Time To Get Back To Sales Class


During these challenging times, we all, at one time or another, have used excuses to give blame to why we are not succeeding. Stop dreaming about what else you could be doing besides selling...like opening a coffee shop. Stop being negative... "I no longer have it and I can't sell anymore," and stop blaming the economy... "No one is buying, times are tough and where is my stimulus package?" Instead concentrate on how you can become a better sales professional and get back to selling successfully.


Unfortunately, what we hear and the people we talk to these days are not very positive. It is time to take control of the present and future of your sales profession. You are the only one who can make the necessary changes in order to achieve your goals and dreams and start feeling good again about selling. Over the last year, I have implemented my own success formula that I would like to share with my fellow Sales Animals.


Get back to basics

When times get challenging and difficult we tend to take short cuts and forget the basics. It's easy to get away from what has made us successful sales professionals. We feel pressure to perform at levels we are so use to performing at. So take a few minutes and remember what has made you successful and get back to it. Below are a few reminders:


Prepare for your sales call

Do your research about your prospect.  90% of all sales calls are won or lost before the sales professional sees the customer... Because the call is never planned. There is a reason why "A" students do their homework.


Understand their business. What does my prospect sell or manufacture? 

If possible, use your network to get introduced to the decision maker...nothing like a referral.


Practice, Practice, Practice your sales presentation. Remember successful sales professionals ask great questions, anticipate objections and listen more than they talk.


How can my product or service solve their problem and benefit them?


DON'T BE AFRAID TO CLOSE AND ASK FOR THE ORDER. So many sales professionals do all the right things, but many fail to close. Asking for the order is the toughest part of selling for most sales professionals.  Remember the famous quote by Alec Baldwin in the movie Glenngary Glenn Ross, "Always Be Closing?"


Set Goals

Goal setting is probably the most overlooked and neglected component to selling. Many sales professionals do it during the onset of their sales career, but as time goes on, it becomes less and less of a priority. We just think it is something we know we need to do and assume it is being done automatically...WRONG! We need to look at goal setting as part of the sales success formula and it needs to be done with a systemic approach and reviewed on a continuous basis. From time to time, goals need to be adjusted accordingly. Sometimes our goals are set too high or too low. The only way we know if we have miscalculated is to monitor them.


Know your numbers

How many sales calls per week, month and year do I need to make to make quota?

What are my weekly, monthly and yearly quota numbers?


Activity drives sales...make sure you are doing the right things to generate sales. You
MUST be selfish with your selling time. Look at your past sales successes and what activities made you money and duplicate them.


Understand your commission plan and how you can blow out the plan. You wouldn't believe how many sales professionals don't even know how their commission plan works.


Personal Goals help motivate the sales professional. I feel it is important we know what they are. Visualization is a great way to get you up in the morning and motivate yourself...think about what it would be like making a six-figure income, buying lots of nice toys, going on fabulous vacations, the kind of things we all dream about.


Knowledge

One of my favorite areas of successful selling is learning. I have an appetite to continuously learn and become knowledgeable not only about sales, but about anything to do with business. A question I always ask on a sales interview...What was the last book you read? I usually get the proverbial "Deer in the head lights look"....book I read?
Usually, it is the successful sales professional who needs self-development the least that utilizes it the most. WOW...I wonder why. These days there are so many resources that a sales professional can obtain access to in order to help enhance their sales career. Don't use the excuse I don't have a library card...we now have the internet and Google.     


Read (books, magazines, newspapers, internet)

Use your IPOD not only to listen to music, but to listen to audio books and podcasts.

Sales Blogs  and Sales Communities...

Sales Training Seminars

Sales Conferences

Exercise


I have always been a believer that one must not only be of sound mind but also of sound body. I guess I am lucky because sports and athletics have always been a part of my life. From playing High School and College baseball, to making exercise a part of my life and career, it is has been a big part of my sales success formula. If you don't have some type of exercise program implemented into your sales success formula, I highly recommend that you do. As always, before starting any exercise program check with your doctor first.


Join a gym

Hire a personal trainer

Start running, biking, walking, etc.

Get on the Treadmill, Elliptical or Stairmaster

Weight Lifting

Yoga


Family, Friends and Fun

And finally, let us not forget why we do all these things to be the best sales professionals that we can be. Sometimes we get so lost in trying to be successful that we forget about what is really important in life. Make sure you make time for family and friends. They can be your biggest support system when trying to achieve your goals. The road to success is not always smooth and we all encounter bumps along the way. Having family and friends there when you need them is quite helpful.  Enjoy family vacations, barbecues, Little

League games and holiday get-togethers among other special occasions with your family and friends. Make time to reward yourself and have fun...be it a night out to dinner and a movie, a vacation to the Caribbean or just taking a day off to go to the beach.  Balancing all of these components is a very important part of the sales success formula...so get started today and do what you have always done...sell and succeed like a sales animal!


 

Source: Carmine Marinaro link

 

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