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: Sales Status Quo Vs. Sales Innovation


Innovation is one of those hot, trendy business words. For when organizations provide new products and services that are market driven, they have potentially improved their market share and bottom line.


Each year here in Northwest Indiana, the Society of Innovators of Northwest Indiana accepts new members in their annual induction ceremony held at the Horseshoe Casino in Hammond, IN. Usually 200 plus people attended this event sponsored by many local organizations including Horseshoe Casino, Ivy Tech, Arcelor Mittal, Bukva and Krieg DeVault.


As I listened to the numerous accomplishments, I realized that many people are confused by what innovation truly means. The original origin of this word is Latin and means, "to alter (new) in."


Innovation is not necessarily about inventing something new, but rather altering (changing) something that is existing and giving it a new functionality. French novelist Marcel Proust was quoted as "The true voyage of discovery is not seeking new landscapes, but seeing with new eyes." His wise words could be very applied to the definition of innovation. Sales Training Coaching Tip: Innovation is an attitude, a mindset first followed by action.


So what is keeping your business or even yourself from embracing an innovation attitude? There are probably many reasons. First, the inability to innovate may be due to working far too much IN the business as Michael Gerber of the E Myth is often quoted instead of investing some time to work ON the business.


Another potential reason is because of self-imposed limitations such as "I am not a creative person" or "I do not have time to think about innovating" or "Innovation is very expensive." All of these statements restrict the ability to alter how we think.


Probably the biggest obstacle that keeps innovation from happening is because of this silent business partner - the status quo (SQ). Each organization no matter its size has at least one SQ partner and every individual also has one as well. Sales Training Coaching
Tip: The partner of Status Quo is fear.


Some of us may have heard this expression "Change is good, you go first." In fact, Mac Anderson founder of Simple Truths co-authored a book with this exact title. Alan Deutschman in his research driven book Change or Die revealed that only one in ten people will actually change even when confronted with facts, fear or force.


Whenever we are confronted with change, the SQ is right next to us as a lurking shadow that pulls at our coat sleeves in an attempt to keep us from moving forward. In sales, the greatest competitor according to Jeb Blount CEO of Sales Gravy and author of People Buy You is the status quo. After all in sales, you as the professional sales person must move your potential customers (a.k.a. prospect) from where they are now (SQ) to a new place.


Henry Ford innovated when he saw the landscape of beef processing at the Chicago Stock Yards and created the manufacturing assembly line. Innovation is within every organization and individual.


The first step is to invest the time to look at your products and services with a new eye and see the incredible opportunities to alter or change the existing landscape. By adopting this innovation attitude, you will increase sales, build new loyal customers and unleash your untapped potential and that of your employees. Change is good and let us go first together.


 

Source: Leanne Hoagland-Smith link

 

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