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 Class: Selling Value - Deal Maker or Deal Breaker?


Would you spend $5,000 after just meeting with the vendor for less than 2 minutes? For most buyers beyond laughing out loud, the response would be absolutely Not!


Recently I experienced actual Bait and Switch with a local Northwest Indiana dentist who wanted $5,000 after spending 2 minutes with me within a 90 minute time frame. Before I left, I received two proposals:


$1,500 to clean my teeth due to extensive periodontal disease including antibiotics for the serious infection even though the ad said $60 for first time patients

$3,500 to fix all the problems in my mouth such as repairing 3 cavities, replacing old fillings, etc.


Needless to say, I went back to my dentist who cleaned my teeth for just $250 (I had to go back two times due to the buildup of tartar). He also did not find any periodontal disease and no cavities. Sales Training Coaching Tip: Customers may leave not because they are unhappy with your services, but for reasons such as convenience and time.


After this experience, I then started looking for a new car. As I met with several new car salesmen, I realized they perceive numerous problems with selling cars:


No traffic, showroom or lot

Internet competition

Educated buyers

New sales leads that are not qualified


Cannot close the deal (I truly dislike this phrase close the sale because I personally find it offensive and counterproductive.)


I have yet to receive the real reason being "Selling Value in 30 to 60 minutes." Because what is happening when purchasing a car or any other expensive product or service is similar to what happened to me at the local dentist (beyond the bait and switch). The buyer is exchanging thousands of dollars based upon a short time frame of interaction.
Possibly this is why most sales (90%) are earned between the fourth and twelfth contacts. Sales Training Coaching Tip: Selling value is probably the number one obstacle to overcome for crazy busy sales people.


Selling value is not easy because each person creates value differently. How this (value creation) is done is explained in the book, Why Choose This Book, if you wish to better understand this critical key within the buying decision making process.


Now value is closely related to trust. Since people buy from people they know and trust, being able to demonstrate value helps to further build trust. For example, one dealership in Northwest Indiana I visited had a week long advertisement about 2010 models at very low prices and zero percent interest rates. However in speaking with the new car salesman, he told me that those models were sold weeks ago. When I showed him the ad, he said
"Everyone does it to get traffic, to increase sales." My response was "And that makes it right?" Sales Training Coaching Tip: Bait and switch is still very much alive for some car dealerships much to the disadvantaged of ethical car dealerships.


Value is just as much about the seller as it is about the products and services. Selling yourself as a top performer is happening within every step of the sales process. The value you bring works in tandem with the value of your solution. This is why it is so important to demonstrate your business ethics or positive core values in writing. Sales Training
Coaching Tip: Think selling value as building trust through the demonstration of high business ethics.


When crazy busy sales people fail to recognize how important value selling is within the sales process, then meeting the goal to increase sales will probably continue to allude them.


 

Source: Leanne Hoagland-Smith link

 

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