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: Get More Sales By Defining Your Ideal Customer


So you want to increase sales? That begins within your market research specific to your ideal customer. This ideal customer profile would identify the both demographics and psychographics in great detail because as it has been said "The devil is in the details."


Demographics are defined as the statistical characteristics of a population according to Merriam Webster online dictionary. When applied to the desired customer profile, these characteristics might include:


Role Industry

Size of business in revenue

Number of employees

Geographic location

Years established in business


Sales Training Coaching Tip: The demographics are all external factors.


Now psychographics are the "whys" behind the decision making process allowing you as the salesperson to increase sales. Why will this ideal customer take action? The whys are more unique than the demographics and are much more related to this one word -
Value. How do you as a salesperson sell value?


By answering this question allows you to truly complete the ideal customer profile. Sales Training Coaching Tip: The psychographics are all internal factors.

For example, here are some psychographics:

Status and recognition (which is a measurable talent)

Fulfilling a personal goal or dream

Saving the company money

Forward thinker


By combing the demographics and psychographics, you are create the desired client profile. Depending upon your product or services, you may have several ideal customer profiles. Sales Training Coaching Tip: Do not confuse the psychographics with the needs. Needs are the pressing problems (some obvious and some not so obvious) that may enhance the whys behind the decision making process.


My practice is essentially rooted in closing the individual and organizational performance gaps between where people or organizations currently are and where they want to be.
Therefore my desired corporate customer is:


Forward thinking decision maker who is tired of the "status quo" including facing repetitive problems


$5 to $50 million in revenue


At least 20 employees


Industry manufacturing, health care, education or logistics


Wants sustainable change with high impact


Additionally I have a small business best customer description for my executive coaching clients and one for my youth leadership, Rising Stars. By having a clearly defined ideal customer which includes a very detailed profile, I can quickly focus on those who meet those qualifications instead of playing Captain Wing. Sales Coaching Tip: This profile also helps you answer the question of "What do you do?"


To increase sales does begin with having the clearly articulated ideal customer profile and then sharing it with others. When you invest the time to construct this document from your overall strategic business growth action plan, then you will find it far easier to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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