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 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: Web Based Sales Training Seminars - The Consultative Selling Process


In Part I of this three part series on Web Based Sales Training, we started learning the 9 Steps in the Consultative Selling Process. These nine steps are:


#1 Your Opening Statement

#2 Tell Them What You Have and the Benefits

#3 Prove it! (Tell Your Story)

#4 Special Bonuses and Guarantees

#5 The Price

#6 Call to Action - Ask For the Sale!

#7 Answer Questions and Objections

#8 A Further Call to Action - Closing the Sale

#9 Follow-up


In Web Based Sales Training - Part II, it is time take on the "meat" of your sale in steps 4, 5, and 6. The way you present the following information is where the sale is won!

Step #4 Special Bonuses and Guarantees

Step #5 The Price

Step #6 Call to Action - Ask For the Sale!

#4 Special Bonuses and Guarantees


There's nothing like a good old fashioned "Guaranteed or Your Money Back."

Sometimes this makes all the difference for your prospect to take that first step. Reassuring your prospect that they can receive their money back (except for shipping charges), if they are not completely satisfied, helps them weigh the risks and benefits.


You can make your prospect's decision to purchase more attractive by offering to give them special bonuses. Do not be afraid to send them a free ebook, audio, or video of yours that further educates them about overcoming their pain.


This should be an added-value and not a sales pitch for something else. By highlighting your company's guarantee and offering a special bonus, you are just sweetening the pot and hitting an emotional trigger that we all have: Everyone loves a good deal! You are also showing them that if they purchased the product through someone else, they will not receive your special bonus and expertise. So now you are differentiating yourself from the competition (this is known as a unique selling proposition).

You are part of the sale and you want your prospect to know that!


#5 The Price

Every web based sales training program should be educating you on how to properly position your pricing fees.


We never present the price to our prospect first. Why? Because it's too difficult to get them focused on the benefits when a sticker price is bouncing around in their head.

One of the biggest challenges faced by some of our own prospects is the price to purchase a product. In our opinion, the product is very moderately priced, and beats all the competition. But our prospect doesn't see the perceived value of the product yet.

Instead of clouding our prospect's head with the numbers first, we're going to present benefits, testimonials, social proof, guarantees, and then present the offer. This builds the value first, so that by the time you talk about price, they already have an idea of how much they are getting.


Think of it this way: Let's say you need a new car. Your old one is finally on its last legs (or wheels) and you need something that is economical and dependable.


So you walk through the car lot and immediately see a cute little sports car that you LOVE. But you immediately have "sticker shock" when you see the price. You walk away telling yourself you can get another 5,000 miles out of your old car.

But what if instead a salesperson comes along before you see the sticker prices and tells you:


The Benefits - #1 rating for fuel economy, excellent safety features, good resale statistics.

Social proof - the owner of X Baseball team has one of these. Even the owner of this car lot drives this car.


Bonuses - free oil changes for the first year and a 100,000-mile warranty.

After hearing the benefits, guarantees, and social proof from the sales person, you are now able to justify the price. Remember, we need our brains to rationalize our emotional buying decision.


Similarly, with your prospect you want to present all the benefits, guarantees, bonuses, and social proof first, and then tell your prospect the cost of the product.


Your purpose in presenting the price in this format is to give as many options as possible and show the different levels of purchase. Be sure to mention the way you purchase the product yourself and the "highest selling package." More social proof!


Step #6 Call to Action - Ask For the Sale!

Here it is! The secret to our incredible lead conversion rates and the number one thing a web based sales training program should be teaching you.


We ask our prospects for the sale!


You may laugh and think, 'well of course!', but you would be very surprised to learn that most sales professionals forget to ASK for the sale. Instead, they present their offer and assume that their prospect will make the decision to buy.


You may be making this mistake and not even realize it.

 

Your prospect needs prompting from you to make the purchase. You have to invite them to buy the product from you, preferably right now. It may sound silly, but it's true.


And adding this one little line into your consultation can shoot your conversions through the roof.


There are many different ways to ask for the sale, but the most important thing is that you find a way, any way, to ASK!


When you ask your prospect for the sale, you are actually inviting them to ask questions.
Objections will naturally occur as a result. This is an important part of the sales process where your prospect uses your answers to rationalize their reasons for buying.
Acknowledging and addressing their objections will help move the sales process forward.

In reality, every single step you have been taking throughout this entire sales process is a form of asking for the sale. Each step has given you permission to tell your prospect more and more about why they should get the product and how to buy it.


Sometimes it can feel like it is obvious that you have been asking for the sale all along, but to your prospect, you have not really done so in an explicit manner. Wouldn't it be awful to come all this way and lose a sale just because you didn't say, "Hey will you buy my product?"


Don't take that chance! Instead, always, always ask your prospect for the sale. And remember to wait in Golden Silence for their reply.


By phrasing it as a question and waiting, you are going to get feedback about "where" your prospect is and what they are thinking. That's great! Your next job is to listen to their questions and objections so you can learn what stands in the way of making a purchase.


This is still part of the consultative selling process and the information you receive at this stage is extremely important. So after doing most of the talking, it's time to get your listening ears back on.


In "Web Based Sales Training: 9 Steps in the Consultative Selling Process - Part III", we will show you the next three steps in the sequence:


Step #7 Answer Questions and Objections


Step #8 A Further Call to Action - Closing the Sale


Step #9 Follow-up


 

Source: A. Bausley and L. Hanfileti link

 

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