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 - Increase Sales by Eliminating the Word "Fair" From Your Beliefs


Is the word "fair" keeping you from the business goal to increase sales?


How many times have you heard a salesperson say something to the effect of, "That is not fair." This lack of fairness may be from losing a sale to the assignment of house accounts to new sales people.


Let's be honest. Did you ever think that losing a sale was not fair? I know in years gone by and had that thought more than once. Your reasoning was that you worked very hard and is was not fair that the competition got the order.

As a sales manager, I was responsible for assigning accounts. At that time, our sales force was 100% commission that I believe is the only way to compensate sales people.
The company always assigned house accounts to new sales people to help them out during their first few months. Then they were expected to bring in new accounts.


Sometimes a house account was a real dud, but in sales duds can quickly turn around and be gems in the rough. This happened several times and I listened to my sales staff complains about the lack of "fairness." I remember always making this statement.


Let us set the record straight, right now. Life is not fair, get over it!


When sales people take this statement to heart, they have potentially climbed over one of their greatest obstacles - their own beliefs and thoughts.


Yes, life is not fair especially in sales. One day you come in to finalize a $100,000 sale and learn that the company has been sold. All spending has been frozen. Six months of building the relationship, scheduling meetings to learn of their needs and working on a comprehensive statement of work is all for naught.


Years ago when I was still in the corporate world, I submitted a formal proposal and received a multi thousand dollar contract because I randomly rounded down hundredths of cents. The difference between me and the first place loser was less than $2.00. Later, I learned that first loser was complaining that what I did was not fair. My thought was something like: "No wonder you continue to be first loser." This was not the first time that I had won significant contracts away from this same competing company.


The word fair sets certain expectations within our belief system and thus limits our resiliency to overcome the many curve balls that we face in life. In sales, one must be dauntless and relentless in continuing to make those sales calls and eventually securing those improve business results especially the sales goal to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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