Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina Oct. 6th
Denver, Colorado Oct. 11th
Boston, Massachusetts Oct. 24th-25th
Dallas, Texas Oct. 25th

 


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 Courses: Evading the Conditioned Response in Sales


Wouldn't it be nice to never have to persuade your prospect to buy? Instead, your prospects would line-up trying to convince you to sell your product to them. Selling may never be that simple, but might you be working way too hard to make the sale.


By acting in a manner opposite of what the prospect has come to expect, the sales consultant can reap huge benefits. Prospects have come to expect certain behaviors from sales consultants; they are trained in a general way, on sales and selling. Enthusiastic sales presentations are one of those behaviors, along with justifications, explanations, and defenses of products.


If you are feeling down yourself, and someone (anyone) comes up to you in wild enthusiasm, what is your reaction? If you just found out you lost an account, you thought was in the bag, and your office assistant sweeps into your office full of cheerfulness - how do you feel? How do you feel toward them?


It is best to mirror your prospect's mood.


It is said, that in the consultative sales process, prospects will swing between two mood levels. Sometimes they can be very positive -- ready and eager to listen. Sometimes they can be very negative -- they don't perceive a need for you, your company or your service. When you first meet them, they can be in either of these positions.


Most sales consultants will try to push their prospect in the direction s/he wants the prospect to go. Not only is this the typical sales behavior, it is exactly the behavior the prospect expects and is mentally prepared for - this behavior creates a competitive environment between the sales consultant and the prospect. What happens when a sales consultant tries to push a prospect in one direction or the other -- nothing, generally?


The prospect either does not move at all, or goes below the mood level where they started - they push back.


How can you use this tendency of prospects pushing back to your advantage? Try this --rather than push the prospect in the direction you want them to go, push them in the opposite direction. The prospect's tendency will be to push away from you, resulting in them moving in the direction you intended. Like a pendulum, if you pull it one direction and let it go, it swings in the opposite direction.


By asking questions and making statements opposite of what the prospect expects, you can get the prospect moving in the direction you want them to go, and it can be faster, easier and a lot more fun. Your sales process would have you move in unusual patterns to avoid the conditioned responses from prospects.


It will require you to withhold excitement, and to stop talking about your product and company at the first chance you get, and not offer solutions to what you think are your prospect's problems.


Instead, allow your prospect to get excited, ask you about how your product or service will help him and, most importantly, let your prospect tell you the solution he is looking for.

If your product provides the solution your prospect is looking for, a sale will follow quickly.


 

Source: Joe Caulfield link

 

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