Open Enrollment Sales Training Seminars:

Location  Date
Phoenix, Arizona Sept. 16th
Houston, Texas Sept. 16th-17th
Chicago, Illinois Sept. 20th

 


Sales Training:

 

Sales Training Seminars

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 seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Importance of Sales Training vs. Sales Results


I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople.

At first blush, most of you might easily say you don't see a problem with that. You wish your sales managers were more focused on delivering the sales numbers. That's easily understood and probably true in many cases.

So why was my lunch mate so frustrated? Simply put, he believes sales managers should be developing his or her people to the best of their potential. He has an admirable longer-term view that is based on the belief that by developing your people, you get improved performance and better retention and you essentially develop a pool of succession candidates.

Most sales leaders would agree that a sales manager really can jumpstart a sales rep's performance through coaching. Studies reinforce this by showing that above-average coaches deliver 20% more sales. However, it also is true - and a major challenge - that managers generally have the greatest difficulty trying to coach their people.

So as the head of sales, you typically don't oversee the coaching effectiveness of your team. How do you know how good your sales managers are at coaching? How do you know who are your best and worst coaches?

Do you think these are valid concerns, and deserve close attention?

Read my next post for five ways to determine if you have great sales coaches.


Source: Steven Rosen link

 

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