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 Seminars: Engagement Begins with Your Target Market


Many businesses, organizations and professional sales people believe the first contact is where the engagement between the potential customer (a.k.a. prospect) begins and this may be why 30% to 70% of all sales targets are missed. This engagement also begins before what some call the Points of Connection which are those points that are seen, touched, heard, smelled, tasted or felt by your target audience.


Customer engagement begins with you and your ability to demonstrate your value because people buy from people they know and trust. Until you can prove your worth, which is what value, really is the worth of something then and only then can you showcase the value of your products and services.


We have all heard about sales professionals who can sell igloos to Eskimos. In late July of 2010 as I was at a local airplane show sponsored by The Collings Foundation I heard and saw a lot about this misunderstood word of value.


One overheard comment was "I cannot believe he paid $20,000 for a rotary engine for a $3,000 plane." The salesperson who sold this $20,000 rotary engine understood the value to the owner and pilot of this home built airplane as well as the value of the engine.


Another instance of worth was the 30-minute rides in a P51 pursuit aircraft where the rider could actually fly the plane because it was the only aircraft of its type with dual controls. This $2,200 ticket price was literally priceless to the WWII pilot who had flown 94 missions between the P40 (Flying Tigers) and the P51 (Mustang) in the Pacific Theatre.
When he came down from what could possibly be his last opportunity to relive those memories of over 60 years ago was indeed priceless.


For the others who took this rather expensive flight, their value beyond the experience of flying a $1,000,000 aircraft with a 1,800 horsepower engine that with just a little pressure on the throttle had the plane up or down 200 feet was being able to ledger the flight time into their log books. For how many pilots in the 21st century have logged 30 minutes on a P51 Mustang? Very few. Again, the worth of this investment was incalculable.


So what worth or value do you as a professional salesperson, bring to your customers or potential customers? Can you identify the specific behaviors that help you to determine that value?


For example, let's imagine for a moment you that are a consultant or better yet an executive sales coach who has been contacted by email because of the offer for a free strategy session that you placed somewhere on the Internet. He or she leaves his or her full contact information including name, phone number and company. What is the first behavior you demonstrate?


Many might say call the prospect because leads get cold at the speed of light that is documented to be between 10-30 minutes according to sales leads research. However, what would happen if you quickly invested 5 minutes to research this person and his or her organization using:


LinkedIn?

FaceBook?

Twitter?

Google?


Sales Training Coaching Tip: You should already have knowledge about the industry given your marketing message and where it appears on the Internet.


Then when you made the returned call you had some knowledge about the person on the other end. Even if you are forced to leave a voice mail, you can follow up with an email.

Of course this knowledge alone may not demonstrate value. So what would you say or write to engage that person?


My answer to that question is "What do you specifically wish to discuss?" I then would add, "Would our conversation be about your business, your people or yourself? By answering this question ensures your time is well invested."


As Jill Konrath has noted in her book, SNAP Selling, people are very busy, almost "crazy busy" as she puts it. This is why showcasing the value you bring to the table before that very first returned contact is so critical to you eventually earning the sale.


The truly top performing sales people have the talent intelligence to be able to successfully peel away the value from the need. Think of value has the pulp of the fruit such as a banana. The yellow skin comprises all of the needs. Since you already know the banana is a fruit, this is your knowledge about the:


Customer

Organization

Industry

Traditional challenges

Marketplace

Trends

Competition


Then your only challenge is to be careful not to slip on the discarded banana peel (disengage the customer) as you walk through this selling phase of the overall sales process. When you can appreciate and articulate your value and then the value of your products and services, you will find yourself engaging a lot more prospects and then realizing your goal to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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