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: The Major Stages of Sales Interactions


Many things can cause one sale to be different from another. However, there are some steps which are common to nearly every sales effort. Here are five of these major stages which you should take the time to study and master:


Building rapport with your prospect


At first, your primary goal is to win the prospect's attention by demonstrating that you have a serious offering which can help them. You can build rapport by commenting on recent positive happenings within the prospect's company, expressing concern if negative events have happened instead, showing familiarity and in-depth knowledge of the industry, or bringing other items of value to the initial prospect meeting. These should all cause your prospect to be favorably inclined towards you, and to recognize you as a sales professional who is worth consulting with further.


Asking good questions to uncover information


Once you have won your prospect over, the next step is to ask good questions about the prospect and their company. Only by doing so, can you set the stage for suggesting a product or service which is ideal for helping the prospect solve a problem, or meet a goal. Rest assured, if you do not do a good job in this stage, your prospect will let you know (with objections later). Clearly, some efforts must be spent on pre-call planning, so that the questions get to the heart of the prospect's needs in a way which is both highly efficient and effective.


Making your sales presentation


By this point, presenting the appropriate product or service should be relatively easy, provided you have done a good job in the first two steps above. Using the answers from the questions you have asked, you should be able to explain precisely why your product or service is the best answer for the prospect's needs. Ideally, you should have several different presentations already worked up; so that you can easily select the best one and capitalize on the momentum you have built up through the first two stages.


Discovering any remaining gaps in knowledge


It is often said that a good plan is only good until the first problem arises. During your presentation, your prospect will probably have concerns about aspects of your product or solution. Good questions will help you discover what these might be, yet you also must know your presentation so well, that you can focus instead on the signals that a prospect may not completely agree with you. That way, you can clarify any misunderstanding(s), and make a note to ask better questions for similar future prospects.


Addressing any final concerns, or handling objections


After your presentation, you will have the chance to find out if there are still any concerns which have not yet been brought up. Often, you will find the same concerns being brought up, so if you use your pre-call planning wisely, you will have some good responses to address these concerns. By doing so, you will improve your chances of winning the sale significantly.


In short, when you build rapport, ask shrewd questions, make a good sales presentation, discover any gaps in the questions you have asked, and answer any final objections, you have gone through the major steps in most sales. The more you practice these steps, and learn from your past sales calls, the better prepared you will be for future selling opportunities.


 

Source: Marc Mays link

 

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