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 Training Seminar: What to Do About Doing Poorly


Poor sales results can be a source of frustration for any manager. Here are three ways to help your sales team improve, so you can get better results in the future:


Check the prospects they are pursuing


Often, salespeople are pushed to fill up their sales funnel with prospects that are of questionable quality to begin with. Your salespeople are better off having a few, high-quality prospects which they spend more time on, than many prospects who are really just time-wasters. It is better to find out that a prospect is not really qualified in the early stages, as that can cut costs in pursuing unlikely sales opportunities. You might go back to earlier sales opportunities, to see if there are common qualities which indicate sales that are likely to close. You can also check for common qualities which show that a sales opportunity is unlikely to close.


Understand the context for any sales declines


A drop in sales may not be your team's fault. If the competition introduces a new product or service, if customers experience a shift in needs, or other problems occur, these can all cause a drop in sales through no fault on the part of your sales force. Your team may not only be working hard to make more sales; they could even be working harder to keep the numbers close to what they were in the past. Partner with your best and most trusted salespeople: Ask them what they think could be responsible for lower sales. Work with them to develop a solution so everyone wins, instead of starting the blame game, which helps no one.


Realize that end of the year sales pushes will deplete sales funnels


If your sales team works hard to close many sales ahead of the year-end (or even before the end of a quarter), it should only make sense that their sales results the following quarter will drop slightly. You might encourage your team to do more prospecting in the middle of the year, when results are less urgent, so that the pipeline is replenished as opportunities are closed at year's end. You can also have contests to motivate more prospecting towards the third (and early fourth) sales quarters, so the sales drop is minimized.


In other words, if you check the prospects your sales force is pursuing, realize what the bigger picture is for their results, and anticipate lower sales after the end of a sales cycle, you will have a better understanding of why sales results may be lower. This can help you to identify solutions to improve your sales results in future cycles.


 

Source: Marc Mays link

 

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