Sales Training:

 

Sales Training Seminars

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 seminars. We provide pubic open enrollment and private seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Seminar: Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement


Your sales day, week and month are full of scenarios.

Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry.

For example...

Why do sales cycles get so drawn out, causing closing ratios to plummet? It's because salespeople fail to identify all significant decision-makers in line with their selling proposition.

Now, wouldn't you say that's a significant scenario?

Simply because they have not identified the significant decision-makers, the right people will not be around the table to fairly evaluate the proposition to give a "yes" or a "no."

So, let's attach a name to this scenario for a common language approach. Let's call it "All the Kings Men."

Next, I suggest that you develop some Powerful Routines (which are basically results-oriented tactics) to combat this undesired scenario.

Think of Powerful Routines as your magic bag.

You reach in and pull out the appropriate tool to improve your success ratios. These tools work in any scenario, whether within a selling process or an essential competency.

Would you prefer to cold-call 100% of the time? Or would you rather call on referral contacts?

A no-brainer, right?

So, if you like referral leads, do you have a selling system of Powerful Routines to maximize your percentage of referrals?

It can be as simple as developing a post-sale 3-minute interview, where you set the stage with your new customer. You can say, in plain words, how important referral business is to you personally. Then, you and the customer can agree as to what objectives you must meet to be awarded these critically important referrals.

Most sales organizations have some sort of referral program. However, few provide training of Powerful Routines to get the most sales out of them.

Do you track referral ratios and routinely discuss them?

Why do some of the sweetest referral programs have ratios at or below 20%? 20% is absurdly low. But, add Powerful Routines referral scenarios and track the results. The difference in sales is astounding.

In the Business of Core Competencies, students receive a Competency Assessment Tool. This software screen shows their personal performance status.

At a glance, they can see where they are struggling. What an opportunity! You can train to their weak points before bad results appear. It's as simple as identifying the troublesome scenarios, then attaching the Powerful Routines to fix them.

We've developed a complete system with a series of Powerful Routines. These Powerful Routines deal with specific scenarios that occur when telephoning prospects. And because of a training focus on those components, the system provides proactive communication flow toward confident appointment setting.

You need to build your own library of Powerful Routines. The Competency Assessment tool is a huge asset toward that end. But, however you build your library, it is critical that you build it.

These Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired sales results!


 

Source: Jeff Hardesty link

 

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