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:

Sales Training Seminars - Create A Win-Win Sales Strategy


Think selling ends at the contract? Think again. Most clients, when asked, will tell you the point of contact is the sales person. Why? Because that's who the client trusts.


|Today's complex marketplace has many demands placed on it by a seemingly never-ending quest for clients. Sales people play a critical role in managing client expectations, enhancing client service and preserving trust in the marketplace.


However, what, exactly, is the sales person's role?


Is it simply hunter?


The sales person is a natural extension of the company, and what many companies fail to realize is that clients don't trust the company; clients trust the sales contact. This is an important distinction to make because not only is the relationship resting on the sales person, but the external trust a company imparts to the marketplace falls to these company ambassadors.


The win-win-win sales strategy aligns external clients (the marketplace) with the sales person and internal clients (company employees, including customer service representatives) and creates a strategy designed to retain all while enhancing overall
brand trust.


Three Wins


Win #1 - The Sales Professional

With a strong labor market, top sales professionals are in demand. No longer can companies count on an endless supply of experienced professionals waiting to fill the sales function. Additionally, with the cost of replacing these positions, companies increasingly find themselves facing higher recruiting costs and, in some cases, the cost of lost intellectual capital, lost revenue, and lost client relationships can top five times a sales professional's salary. Today, ensuring that sales professionals stay content and challenged is paramount for successful, thriving sales teams.


Creating a sales process that promotes the sales professional as a critical component in that process creates a win for the sales professional as well as for client and employer.


Win #2 - The Client

The myriad of choices available to clients in our marketplace is staggering. One of the primary ways that companies differentiate competition is through human capital - the people who interface with the clients. The natural progression of putting people in front of clients is that the relationship naturally falls to the person the client sees most.
Companies today realize that there is loyalty in the relationship. Facilitating a sales process that enables the client to interface with the primary sales contact offers the client access to a trusted point of contact, and allows clients an easy way to interact with the company.


In many instances, a client will first go to a trusted source - such as the sales professional -before abandoning the relationship.


Win #3 - The Company

Companies seek to find a way to retain clients and to ensure that client loyalty is maximized. The sales sweet spot offers a win for companies because it aligns sales professionals with the client in a way that naturally protects the client's welfare and, thus, the client's lifelong revenue with the company. No longer can companies rely on an endless supply of clients or sales professionals. A strategy that serves both of these, in turn, serves the company through enhanced marketplace trust, reduced recruiting fees, reduced client attrition, and increased client loyalty, which, ultimately translates into greater lifelong revenue at a lower cost per sale.


 

Source: Debbie Mrazek link

 

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