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: Prospecting With Purpose


It's one of the oldest jokes in sales - that when it comes to prospecting there are two types of sales reps, those that hate it and those that lie and say they don't. It doesn't have to be that way. With a simple shift in mind set, your sales team can understand the power of reaching their "No Quota." And, with proven tactics and developed skill sets, they'll not only embrace prospecting, they'll be booking meetings at record rates.


You see, many sales professionals are about as efficient at prospecting as a Hummer is with gas mileage. Your sales reps should be ultra fit at prospecting, qualifying with quality and closing with consistency. As sales professionals, we tend to be highly intuitive. That's not a bad thing. But, it is also a very dangerous dynamic - that's because process and execution are critical toward achieving sales results. Good tactics and developed skill-sets allow your sales reps to maintain purpose.


Prospecting is like running on a treadmill - you've got to develop a conditioning for it. If you're prospecting for two to three hours every fourth Thursday, you won't exhibit fitness or effectiveness. But if you have the right mindset and embrace the "No Quota," you'll prospect with purpose regularly and fitness will follow. Your sales teams need to know how to embrace the "No Quota."


Not only that, but they should have a proven set of tactics to ensure that every mile of prospecting is high octane. You can learn premium approaches that will impress even the most experienced sales reps on your team. And as for overcoming objections?


Sales reps should no longer fumble in fear when they hear standard rebuttals like we've got no time, no money, I'm not the right contact, we don't have a problem, this is a bad week or month, we already have a solution in place, we are already working with someone else, we have an in-house team or the oldest objection of all: send me some information.

When your teams are properly trained, they'll hear those objections, breathe a sigh of relief and conquer the conversation by booking a meeting. "Mr. Customer, that's exactly why I'm calling."


Prospecting with Purpose has the power to push your team toward a full calendar of meetings. Have fun prospecting and building a full pipeline of bona fide opportunities. Prospect with purpose and you'll soon be hitting your number.


 

Source: Kevin Graham link

 

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