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:

Sales Training Classes: To Increase Sales Means You Must Go Beyond the Second Contact


Opportunities abound for ambitious and persistent professional sales people. Yet, many fail to take advantage of all these opportunities (a.k.a. leads) to increase sales because they give it a second try and then stop.


25% of sales people make a second contact and stop! (Source: National Sales Executives Association)

Just think of that statistic as 1 out of 4 sales people fail to understand that the marketing skills of building a relationship must come before selling skills. Of course, you cannot sell anything to anyone for the most part without having established a relationships based on trust.


Immediate gratification in sales is probably not the best attitude or belief to embrace. Professional selling requires an incredible investment of time and energy along with some dollars. If you want an immediate, instantaneous monetary reward, then you may find a better career in retail sales from clothing to grocery.


Take a few moments to review all of your recent leads. How many times have you stopped after the second contact? Possibly, you asked them to call you back and the lead never did? Maybe, you sent them some information after the first contact and again, they did not reconnect with you? Then what? You stopped any future contacts because you believed that this was a lost case, another tire kicker, someone who was just wasting my time and consequently your goal to increase sales would not be achieved.


What I find interesting about this statistic is combined with the statistic that 48% of all sales people never follow up with a prospect is that 60% of all sales people never make it to the third contact. Just think about that revealing percentage! One of the most required sales skills is persistence or patience or stubbornness, whatever word makes you feel more comfortable. And the benefit of this failure to follow-up is that you as a professional sales person have even more sales opportunities than you ever thought possible.


Sales Coaching Action Strategy: If you want to increase sales, then take action to ensure that your sales skills go beyond the second contact. Return to those sales leads that you left dying on the vine. Success in sales has as much to do with being persistent as it has to do with the sales skills of fact finding and negotiation.


 

Source: Leanne Hoagland-Smith link

 

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