Sales Training:

 

Sales Training Workshops

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 workshops. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training workshops throughout the world.

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

Students of a Sales Training Center 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 Workshops - Why the ABCs of Selling Make Pushy Sales People


Many crazy busy sales people live by the ABC paradigm or mentality to achieve the goal to increase sales. This well known selling rule is Always Be Closing. Yet, in my opinion, this is the old way to sell.


The ABC's of closing methodology only reinforces that salespersons are pushy, unethical and just after the sale. These folks see potential customers as additional greenbacks and could care less about their customers. After all, that is why the business has customer service department. Sales Training Coaching Tip: Whose business card does your customer have? If you answered mine, then you are the customer service department.


Fast forward to the late 20th and early 21st centuries. With the impact of technology allowing for a far more crowded marketplace, the wants and needs of the potential customers (prospects) are still very much present along with the need of the salesperson to increase sales. The difference is how to work those potential buyers through the sales process. Sales Training Coaching Tip: Having a proven sales process is necessary to ensure that you as the salesperson understand when and what step to take next.


So what would happen if you switched your role from selling into buying? And in that role switch began to educate your customer by demonstrating value through your words and actions? Do you think that approach may yield far greater results?


Effective sales conversion is far more about effective buying decisions than your sales skills. When you can walk the buying path along side your potential customer you continue to build upon the first sales buying rule:


#1 People buy from people they know and trust.

As you and your prospect or potential customer walk along this buying decision making path you have the continued opportunity to reinforce rule number one and then integrate sales buying rule number two:


#2 People buy first on emotion and then justify that decision with logic or reason.

Human beings are emotional creatures. Just watch any reruns of the original Star Trek television series and listen to Mr. Spock if you doubt me. By recognizing the emotions of your potential new customer can assist you to convert him or her into an actual customer. These emotions help you to leverage the previous two rules and this final one:


#3 People buy on value that is unique to them.

Value is an intangible that is created within each individual. How we as potential buyers determine value is based upon our experiences. For example, I as a buyer of jeans cannot ever see me purchasing jeans that sell for above $30. Nor would I ever purchase a pair of jeans with rips or holes. Sales Training Coaching Tip: The book, Why Choose This Book, is a good reference to understand how we as individuals create value.


These three buying axioms have change the old ABC's of closing to this new one:

 

Assisting Buyers Consistently


By remembering your role is to consistently assist in the buying decision making process allows your prospect to pull you closer to him or her. You will no longer have to push your products or services to secure your goal to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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