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 Course: Lessons Learned From A Buyer's Perspective


In the Fall of 2010 I completed the buying process for a new vehicle. And it was an eye opening experience. Why? Because the majority of car salesmen (or women) still sell cars like it was 40 or even 10 years ago when I bought my last car.


Years ago I wrote an article 7 Top Tips to Car Salesman's or Saleswoman's Success and it seems those words are still applicable today. And the other aspect of this process is experiencing "Bait and Switch." What was truly disheartening was one salesperson in a very larger dealership told me everybody engages in false advertising to increase sales.

My response was "And that makes it right?" "No" he responded, but everyone does it to get people through the doors. Sales Training Coaching Tip: The credibility (business ethics) of you and your organization will either make or break a sale.


First I do not believe everyone engages in false advertising to increase sales. With this particular domestic dealership, they were advertising via the local newspaper two 2010 models at under $15,000 with zero percent financing. When I asked about these available vehicles, they had none available at that advertised price and hadn't any of these vehicles for several weeks. (Note: In fair disclosure, this dealership has been known to engage in this type of marketing, however, I believe in giving them a second chance.) Another local dealership of the same domestic manufacturer had removed all of their newspaper advertising specific to 2010 vehicles because they only had one left.


Nor do I believe all car salespersons are unethical. I have had the opportunity to meet several who were quite ethical. Unfortunately, their ability to build a relationship and discover the "whys" behind the buying decision making process were quite weak.

What would happen if a salesperson would approach a prospect with the first goal to make a positive connection? Then to ask this question: "I see you are driving (name the vehicle). What do you like about it?"


After hearing about what the person liked, maybe ask this question: "Beyond what you just shared, is there anything you would change about your current vehicle?"

When these types of questions are asked, the car salesperson is not acting like all those others wanting to put the potential prospect into a car, but is truly demonstrating an understanding of relationship selling or better yet, relationship buying.


Many of today's buyers are better educated than years gone by. This better educated consumer should be viewed as a positive instead of a negative.

So here are some of the lessons learned from the buyer's perspective if you are selling cars today and want to increase sales:


Do not say "You look familiar. You have been here before, right?" in the quest to build a relationship unless you know it to be 1000% true.

Listen to what your potential buyer has said. When he or she needs to repeat the same answer, this suggests you as the car salesperson are in super Ego - watch me sell - drive.


Do not say "everyone does it" respective to false advertising.


Answer all questions directly.


Know your product and do not make excuses when you do not know it.


Focus on the customer wants and not your needs.


Follow-up with a personal handwritten note thanking him or her for stopping by.


Will these lessons guarantee a sale? No as in selling cars or anything else there are no guarantees. However these lessons may keep that potential customer from sharing a lot of negative word of mouth advertising and may actually earn you a referral from which you will increase sales.


 

Source: Leanne Hoagland-Smith link

 

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