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: Why Sales Seminar Methodology & Coaching Are Mandatory


I have recently started a sales training program with a number of people from various companies. If you are not using some kind of sales methodology, along with follow-on coaching, then read on and find the results of using these programs versus not using them.


Why a Sales Methodology & Coaching are Mandatory

Do you have a sales methodology? On the surface, that may sound like a no-brainer question. After all, having a methodology is basic sales - or so you'd think. As it turns out, only about 20 percent of Sales VP's say they have a methodology, says Dave Stein, founder of ES Research Group (ESR).


Think 20 percent is surprisingly low? It gets worse. Stein says when he presses these leaders on whether their sales teams are actually using the methodology, only 10 to 15 percent say the methodology is being actively used by 75 percent or more of their reps. And that's a big problem when it comes to sales training.

 

CSO Insights, another research sales company, reports that more than 50% of sales people take 7 months or longer to become productive, and over 20% of reps take more than a year.

 

Here is an excerpt from a typical sales rep, after a training program.

 

Sales rep: Yeah, that program is great. Really powerful. In fact, the only time it doesn't work is when I don't use it!

 

CSO Insights: That's quite an endorsement. How often would you say you use the principles you learned in the program?

 

Sales rep: Uh, maybe half the time.

 

Think about that for a moment. If it works every time the rep uses it, why wouldn't the rep use it all the time? Does he/she simply not need a win every time? Very unlikely!

Absolutely likely, though, is that the sales rep simply lacks the discipline and/or the positive reinforcement - ongoing coaching - to use the tools every time.

 

There has been no follow-on coaching to reinforce and ingrain the methodology into the reps daily routine. Training without coaching is just a waste of money.

CSO Insights also states that 84.5% of companies that utilize a sales methodology have a noticeable or significant improvement in their sales performance.

 

"The backbone of any training program is the methodology," says Stein. "We want companies to understand that everything connects to this." In ESR's 2006 Sales Training Vendor Guide, Stein makes it clear on page one of the 109-page report how important a methodology is: "The single biggest challenge for companies investing in sales performance improvement today," he writes, "is the adoption of, and compliance with, a well-founded, relevant sales methodology across the organization."

 

Do you Follow the "Flavor of the Month" Approach?

This holistic training philosophy stands in stark contrast to the reality at most sales organizations where if there's a problem with cold-calling results, the organization brings in a cold-calling expert to fix it. Or when the annual sales training meeting is coming up, leaders call the company that recently gave a convincing PowerPoint presentation and schedule them for a couple hours of training.

 

And while training done in this fix-the-symptom-not-the-cause fashion can certainly produce an uptick in performance, ESR's research shows that fewer than 20 percent of companies show a sustainable productivity gain that lasts a year or more. Most have only a 90- to 120-day "blip" in productivity following such training.

 

If you want your training to produce a sustainable improvement in sales that lasts beyond the current quarter, there are no shortcuts. You must start by defining a solid methodology that matches the buying patterns of your customers. And once you embrace this philosophy, you need follow-on coaching to sustain and ingrain the methodology into your sales and marketing team.


Source: Ian Dainty link

 

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