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 Seminars: Build a Sales Team Your Customers Love to Buy From


When customers enjoy working with you, you improve your chances of making a sale. Here are seven skills CEOs and business owners should insist on developing in their sales teams to create a more positive customer experience:


1. Show empathy and compassion

You have to care about your customer (no matter how good an actor you are, faking it won't work). Ask questions, take notes and lean in to show that you're engaged.

2. Make eye contact

Eye contact lets people know you're interested in their well being. Make eye contact when you walk into a room full of strangers, and especially after you get to know people - it helps cement existing relationships. So few salespeople ever look their prospects directly in the eye. By simply smiling and making eye contact, you can set yourself apart.

3. Give first

Don't expect prospects to give you their business without you giving them something first. This doesn't mean that you should give away free product in the hopes they will buy more. Rather, look to give away things that increase your value. Perhaps they need a referral to a partner; perhaps you can solve their business problem by sharing an idea you heard from someone else.

4. Express your true intent

Tell customers upfront: "I don't know if there's a fit between what you need and what I have right now, but I'm hoping we can explore that in more detail during this meeting. Then we can mutually decide if there is a reason to move forward." This advice runs counter to 90% of the approaches used in the field today, but you'll be pleasantly surprised by the response you get.

5. Don't rush the client

All too often, salespeople jump way ahead of their prospect's buying curve. When the sales person is trying to close while the prospect is still evaluating options or determining risk, trust is broken, the prospect feels pushed and the sale can disappear. Get approval from the customer to move ahead in increasing increments. The first approval might be just to agree to speak openly with each other, as outlined above. The second could be an agreement on a follow-up call or meeting date. The third might be gaining agreement on the decision-making criteria, then a commitment to have the "big boss" present at the demo, followed by an agreement to a purchase decision date.

6. Be colloquial

When you use simple language, people respond better and trust you more. Never try to impress prospects with your extensive vocabulary - you may end up just sounding fake.

7. Use people's names - in good measure

There are just two rules to follow. First, be aware of whether your client is most comfortable with first name only or title plus last name. Second, never overuse their name - this only sounds corny and false. Although Dale Carnegie said, "nothing is so beautiful to a person as the sound of their own name," you have to use your discretion.


 

Source: Colleen Francis link

 

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