Sales Training:

 

Sales Training Courses

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 courses. We provide pubic open enrollment and private courses at the location of your choice. We conduct in excess of 200 monthly sales training courses 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 course 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 Course: How to Lead Your Sales Force Through Tough Times?


Given the current financial crisis, it seems that the global economy may be heading for some tough times in 2009. The negative impact for some companies may be even much sooner than that. Oh yes, the future is bleak, and it starts tonight!


Generally, when most companies face tough economic and financial outlooks, here's what they will do to their sales force:


Increase in sales targets with a reduction in sales incentives;


Reduction in reimbursable sales expenses;


Hiring freeze for the sales force (i.e. less people will have to achieve an even higher target with even lesser incentives);


Cuts in sales training budgets


While tough times will definitely call for some belt-tightening measures, such measures will have to be aligned with the strategic objectives of companies. When most companies tighten their budgets, they forget that tough times too, will pass. In fact, tough times are probably the best times to solidify your relationships with current customers and start loosening the grips of your competitors when winning new ones. Companies who are just focused on short-term reduction of costs maybe forgoing their long-term gains.

Here are some brief pointers for companies that want to lead its sales force through bad times, so that it's well-prepared when the good times return:


Tie sales incentives with margins. Since most people will start cutting prices during tough times, tie incentives towards protecting your margins. No point achieving sales targets if margins are too thin


Make an audit of all reimbursable expenses and decide which are the "must haves" vs. the "like to haves". As the boss, you'd probably may have to take the lead in this aspect

Instead of adopting an across-the-board hiring freeze, make your hiring process more stringent, so that you could really hire the best-fit. In fact, you may even get some very high-caliber people at rock-bottom prices in tough times


Since 87% of all sales training may be evaporated within 1 month, you might want to be careful about how you can get the "biggest bang" out of every sales training. If you are paying high licensing fees per sales person for some off-the-shelf sales training, perhaps you can move to a generic one that can be customized to your needs.


Before implementing any changes however, companies would have to communicate the reasons why such changes are necessary, and what's in it for them if they cooperate, in terms of future earnings and career development. One cardinal rule of sales people is that they absolutely HATE to do more work, bearing more pressure and getting paid less. Even with the best communication efforts, some of your sales force members may choose to leave. However, if you don't communicate enough, they will be sitting targets for your competitors to poach.


The Chinese phrase for "crisis" is made of 2 words: "risk q" and "opportunity :". Most of us may just want to reduce costs and avoid risks in tough times, but only the wise can see the opportunities therein. While the sales force may need to trim some fat and get lean during tough times, their ability to win new sales, protect margins and retain currents customers should be further emphasized. This also a great opportunity to capitalize on the mistakes of your competitors, and diminish their influence in the long-term. After all, besides R&D, sales is the only other profit centre you've got.


 

Source: C.J. Ng link

 

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