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:

Use These 10 Sales Class Ideas and Never Worry About Your Quota!


Sounds a bit dramatic, huh? Imagine never ever having to worry about the next big deal or the next big pay day? Seems unreachable or unrealistic? The good news is that it's really possible to achieve this utopia of sales success.

It's within your reach.


Below is a list of 10 new practical sales ideas that you can use today to improve your sales next year. Do these ideas work? It's really up to you and what you do with them?
It's up to you and there will be so many factors in your sales success. After reading over this article start with just one new idea and add another idea along the way. If one doesn't work then try another one, but the most important element here is called intention and intention is what rules the universe!


SPEAK WITH THE #1 SALESPERSON AT YOUR COMPANY

In prospecting, you should always go straight to the top. This means that you should start with the business owner and not the office manager. Take this same philosophy and apply it to your sales development strategy. Who is the #1 salesperson at your company? Call them up! Email them! Offer to take them to lunch! Find out what makes them so successful. Remember, all it takes is one good sales tip to turn things around.


COMPILE A LIST OF YOUR 100 TOP PROSPECTS

Who are your top 100 prospects? Do you have a top prospects list readily available? You need to have a printable list of on-demand top prospects. When I say top prospects I mean top prospects. I'm talking about the ones with the most potential. We're talking about the top 100 prospects with the highest sales revenue. The most successful salespeople are those who target the top 20% in their sales territory.


CREATE A COLD CALLING SCRIPT WITH YOUR SALES TEAM

Have each sales team member prepare a one page sales script. This script can include some sales openers, questions, common objections and how to overcome them, voice mail messages and closing questions. It's really amazing how much you can learn from other people if you are willing to accept and try new ideas.


CONTACT SALES PROSPECTS WHO SAID, "NO" TO YOU IN THE LAST FIVE YEARS!

Everyone changes their mind at one time or another. Think about a time when you were not interested in a product or service only to find out years later that changed your mind? Actually, this technique is a great way to warm up your sales call. Many times when you reach out to these prospects (especially if they are top prospects) they will admire your persistence and be open to meeting with you. For this strategy, you can thank all the salespeople in your specific industry (competitors) who have called this prospect and were told by your prospect that they are not interested and then gave up (meaning they never called again). Because now when you call, you are perceived as a survivor who did not give up. They probably won't expect your call and as a result, will be more likely to listen to what you have to say the second, third or fourth time around.


START WRITING THANK YOU NOTES TO PROSPECTS FOR THEIR TIME

Forget about emailing thank you notes. Let's go a little old school for a minute, ok? You will find that your thank you note goes a lot further if it's hand-written rather than digital.


FOLLOW UP WITH YOUR PROSPECT ON A CONSISTENT AND TIMELY BASIS

How many times will you contact a sales prospect to get a sale? I hope that you don't expect a sale on the very first call? Even super star cold calling sensation and mega-cold caller Pop Icon Mr. Cold Call(TM) is not that good. Expect to contact your sales prospect five or more times till you land a sale. Don't be surprised if you might need to make ten contacts or more to solidify a sale. Too much work maybe? Thomas Edison once said,
"Opportunity is missed by most people because it is dressed in overalls and looks like work." I think you will find this famous quote to be true over a time as you follow up consistently with your sales prospects.


LISTEN TO MOTIVATIONAL TAPES IN YOUR CAR

If you're in outside sales then you really should be spending a lot of time in your car (meaning to and from sales appointments). Some salespeople listen to the radio and what is your other option? Try listening to motivational tapes. Think of these tapes as your personal coach to success. Do you want to work on stress? How about being more positive? You can make it happen in your car! Imagine the possibilities?


DON'T TURN DOWN A SALES MEETING -- YOU NEED TO MEET WITH ALL TOP PROSPECTS

Did you just speak with a prospect and decided it wasn't worth your time to meet with them because it didn't sound like they were interested? Well, if this prospect is in your list of top 100 prospects then you just made a big mistake. In sales, the concept of qualifying your sales prospect is always focused on asking question and engaging your prospect in conversation. While this is true, the first step to qualifying a prospect is not when you meet with them and speak with them, but also before you meet with them and pick up the telephone. Anyone on your list of targeted prospects deserve a meeting.


BE POSITIVE ON EVERY PROSPECT INTERACTION

There's nothing more powerful than a positive attitude. Every encounter, every contact and every call with your prospect should be filled with positive energy.


STUDY YOUR PRODUCT OR SERVICE DAILY

Become a doctor of your product or service. Study company pamphlets. Study your website. Even study your competition to see how they communicate their message. The more you know about what you sell always means the more credible you become in front of your sales prospects.


 

Source: D. M. Arenzon link

 

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