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

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 workshops at the location of your choice. We conduct in excess of 200 monthly sales training courses 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 course 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: Your Top Lead Generation Tools Could Be in Your Sales Training Process


Are your sales numbers struggling in today's economy? Are your current sales results making you feel frustrated, defeated, or like you have lost your mojo?


It may be time to review the fundamentals. Just like a professional athlete, a professional sales person must always work on strengthening their fundamentals.


Let's start by reviewing your sales process.


Often times we think that the sales process begins when we sit down to make our sales presentation to the prospect. Think again! Once you sit down to meet with the prospect, you are half way through the process.


What is the sales process? It might include, but is not be limited to the following five steps:


1. Identifying your target market
2. Lead generation
3. Sales presentation system (lead qualification and conversion)
4. Customer service
5. Selling additional lines of products or services to existing customers


Let's take a closer look at each step. It can be helpful to create a sales process chart for the purpose of streamlining.


1. Identifying Your Target Market

As a sales professional, the thing that is the most valuable to us is our time. So, identifying our target market can save us a significant amount of hours when it comes to prospecting. It is helpful to know who you are looking for when you begin your lead generation efforts. What are the hot buttons for those that would use your product or service?


You must identify who not only needs your product or service, but who wants it too!

This step of the five step sales process must be complete before you implement any lead generation program.


2. Lead Generation

Early on in my sales career I was taught that the diversity of my lead generation techniques determines sales success. To rely on only one form of lead generation is like using one tool to repair an automobile...slow and ineffective.


There are multiple lead generation techniques which, once you know your target market, can be very inexpensive or free.


Here are some lead generation examples; calls, networking, referrals, direct mail, social networking, and your web site. You will have a clear understanding of which techniques work best for you and your company once you have completed step one of the five step sales process.


This is also the place where you should do some lead generation benchmarking. Understanding where your best leads are coming from enables you to develop a marketing budget with a strong ROI.


3. Sales presentation system (lead qualification and conversion)

The sales process is the big picture from identifying your target market to up selling existing customers.


The sales system includes the steps you go through from the point you have identified and made contact with a prospect until they buy your product or service...you close them.


This is where most sales process training occurs, as it is a very critical component for a company's cash flow. Once step one and step two are in place, this step must be developed and be flawless...develop, practice, drill, rehearse.

If you are just out running and gunning with no real sales system in place for qualifying and converting all the leads you are generating, you will have prospects running you in circles. This is where you can take control of your own destiny.


There are many great sales system books out there. One of my favorites is SPIN Selling by Neil Rackham.


Once you have implemented your sales system, it is important to implement a sales tracking process. Knowing your numbers will help to refine your system.


4. Customer Service

Step number four of the sales and operation process is often underemphasized when it comes to increased revenues.


Customer service impacts revenues in two ways. First, it is always less expensive to keep a customer than it is to develop a new one.


Second, a happy customer is typically your target market, or ideal client. Since birds of a feather flock together, they know other ideal clients just like them. A happy customer is more likely to say good things about your company and your products and services, therefore referring their Ideal Client friends.


Developing a world class customer service experience can be a lead generation machine...it will be one of your best investments.


5. Selling additional lines of products or services to existing customers

This could be considered the consultative sales process step. Here is what I mean by that.

 

There are only three ways to increase revenues.


- Get more customers
- Get more profit per sale
- Sell more to existing customers


The third option is the easiest and most cost effective. Providing additional products or services your customers might need and want can be a big value add for them. They already know and trust you and you can save them time and money.


Some may feel awkward trying to sell more to existing customers. But I am here to tell you there is absolutely nothing wrong with up selling your current customers. Major corporations that we use everyday do it and you probably don't even realize it is happening.


"Would you like to Supersize that today?"


Reviewing all the steps of this sales process can help you to tighten up on your selling fundamentals and uncover a diversity of lead generation techniques that can help you get your business to the next level and help you get your mojo back!


 

Source: David Fingers link

 

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