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 Courses: How to Stay Motivated In A Slump

A decline in sales numbers is always cause for concern. But very few salespeople experience a continual growth in sales for the long-term. Here are three ways for you to keep yourself motivated, when you start to see a drop in sales:


Determine the cause of the sales decline


If customers are no longer buying from you, then your first course of action should be to determine why they are no longer purchasing. Is this a temporary drop in your sales (which is not statistically significant, given your past results)? Or is a continual drop in sales? Do customers just not have the funding to purchase at this time? Will you need to change tactics to get better sales results? Or, are the problems more strategic in nature (your competitors have come out with better products or services at lower price points)?
Once you know why the drop in sales is occurring, you can make the right changes to address the right problem.


Take the right action to fix the problem, and compensate accordingly


Obviously, the right action will depend on the nature of why the sales drop is occurring. In the meantime, you will need to take action to improve your sales results. If you are selling lower priced items, this may come down to making more calls, so that you close more sales to compensate for the decrease. If you are selling higher priced items, then you may need to make the most of each selling opportunity so you close more of your marginal prospects. Either way, you should definitely do more prospecting so that your sales pipeline refills with quality prospects for future cycles. Neglecting to do so can be disastrous; if you have several underperforming sales quarters, your prospects for continued employment may be dim.


If the issue is motivation, keep yourself going


If the only thing holding you back from making more sales is your own motivation, then you will have to find ways to keep yourself going. You might reward yourself, or have other members of your sales team reward you for making more prospecting calls, if that is what it takes. It helps to understand what motivates you: are you someone who strives towards a goal, or someone who attempts to avoid negative consequences? Knowing this can help you to drive yourself towards ever-higher levels of achievement.


So, once you determine the reason for the decline in sales, take the right action to fix the problem, as well as compensate for the drop, and keep yourself going if extra motivation is needed, you will be on your way to reversing any sales declines.


 

Source: Marc Mays link

 

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