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: The Consultative Selling Approach


Believe it or not, the best way to make sales is not to talk about how wonderful a product or service is or how great the features are because your prospects and your customers simply aren't interested.


If you really want to be a successful and professional salesperson the best way to achieve that is to master the art of consultative selling.


Consultative selling qualifies and listens to the customer to help them to buy what they need. It focuses on the needs of the customer and how to improve or benefit them in some way. It is the complete opposite to traditional methods of selling because it isn't about what the salesperson wants to sell them; it is about what the customer wants or needs to buy.


It a common fact that most people dislike being sold to but love the feeling and power of buying so the easier we make it for prospects to buy, the easier it is to win them as customers.


People buy from people they trust and who understand their issues. If you can get customers to think about the needs of their business and to really think about current or potential problems or challenges they may face, they start to see you differently and understand the value you can add to them or their business. This leads to long term profitable relationships rather than short term sales.


There are many times when prospects and customers know what their needs are.
However, it is more than likely that they are not only unaware of having any needs for your product but also insist they are perfectly happy with how they are the moment and the last thing they want to do is;

• Change suppliers

• Spend money or increase investment

• Try anything new


Your job is to help your customers and prospect uncover needs they may not already be aware of or to simply consider an alternative to what they are doing now and the way to do this, is through questioning.


Questioning is an important component of consultative selling and the goal is to ask intelligent, high level questions that helps customers to think about their current situation and identify what they are looking for.


Think of consultative selling in terms of a visit to the Doctor. When you visit a Doctor, one of the first things they will do is ask you questions to identify your symptoms (fact finding/uncovering the need). Even if you tell them what you think the symptoms are, they continue to 'probe' and ask more questions to ensure they have a full understanding of your problems.


Once the Doctor has all the critical information they diagnose your problem and provide solutions which may be in the form of a prescription or seeing a specialist (providing a solution and the next steps).


If the Doctor doesn't uncover all the relevant and important information, they will misdiagnose your problem and provide the wrong solution which can be extremely dangerous.


Imagine how you would feel if the Doctor didn't ask you any questions or listen to you but simply started talking and assume they knew what was wrong with you. Would you consider them to be an experienced, trustworthy, professional?


Consultative selling is no different, if you don't uncover the real needs and the real issues of your prospects and customers you run the risk of providing the wrong solution or one that has little to no value to them.


 

Source: Karen Andrews link

 

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