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 Classes: 5 Tactics For Overcoming Sales Objections


Objections are frustrating for most salespeople. However, there are many well-known ways to overcome them, resulting in more closed sales. Here are five tactics to help you overcome sales objections:


Link the feature (or advantage) to benefits

If you are receiving objections on price, you need to show how your features actually solve a customer's problem or help them reach a goal. On the other hand, if you are getting other objections, customers may understand why your product or service is better, but not necessarily why this solves problems which they are dealing with. You must translate these superior characteristics to customer-satisfying items, which they will then spend money to obtain.


Determine the nature of the objection

Some objections are legitimate reasons why a prospect will not buy from you. Others are simply ways for a potential customer to avoid making a decision at the present time, and yet other objections can serve to hide a true (but unvoiced) concern which needs to be addressed (see next section). When you recognize why the customer is objecting, you will be better prepared to use the right objection handling technique to address the objection.


Ask what other objections may exist

Sometimes, customers will bring up an objection which is only a red herring; their real concern may be with some other issue with your product or service. The best way to find these out is to ask: "In addition to your (price or other) concern, is there anything else which might be preventing you from making the purchase today?" This may be enough to get your customers to reveal their true concerns about why they are not buying.


Practice several different responses to common objections

There will be some objections which you hear more often than others. For these most common objections, you should have several different responses ready; so that you can choose the best one for the customer and circumstances you face in a particular selling situation. If you practice these ahead of time, your response will seem totally natural and effortless, even though in reality you have pre-planned these responses ahead of time.


Prevent objections from occurring early on by not causing them

Often; salespeople can cause objections by assuming that customers will object to certain aspects of their products or services. This can lead to answering objections which the customer is not really that worried about, but which the salesperson brings up. In other instances, salespeople may cause objections by jumping into their presentation too soon, such as before they have built up some initial rapport with the customer. Handling the sales call differently earlier, can prevent many objections from ever occurring.


In short, when you link product or service characteristics to goals customers have, figure out the reason for the objection, discover unresolved concerns, develop several different answers for objections, and prevent yourself from causing objections, it is more likely that your efforts will result in the sale being made.


 

Source: Marc Mays link

 

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