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: Retail Sales Skills Case Study


The High-end Upper East Side New York City Glasses Store -


1. The other day, for my website photo, I was told that I look too young and that the boyish looks may preclude many executives from hiring me to recruit executives. It was suggested that I wear glasses in the photo. However, my eyes are fine. Though, I decided to give one of my long-term friends and mentor, I. Alan Brenner, the benefit of the doubt and got our platinum CC as I bought my $300 sunglasses from the swanky, yet conveniently located eyeglass store by us.


I walked into the glasses store in our Upper East Side neighborhood and tried on a few pairs. I doubt that this would have been uncovered early in the process by the lady behind the counter as he just sold and didn't listen, but upon arriving, I immediately told her my purpose for the visit. I asked her if others came in with this concern. Confidently, with her hard to discern European accent, proclaimed, "All the time that younger people are coming in looking for glasses to make them older."


Mistake 1: A good sales representative would have given an example at this point. "Young people coming in all the time," is too vague. It's a small boutique store that only sold brands such as Armani, Prada and Gucci, therefore her story, for the average intelligent buyer would seem too over hyped and customer pleasing to be accurate.


Instead, she should have said, "I had a young person in here about two days ago looking for a job in finance that needed to look older. He bought x glasses and tried on a, b, and c styles." This establishes authority. A person in finance may be able to afford these glasses, but kids running from Pace University with a bunch of debt are going elsewhere.


Even though I can tell bad salesmanship, I still needed glasses and like designer brands (besides nicotine, it's my second worst and, ironically second most expensive habit - $12.95 per pack in Manhattan).


I tried on a few pairs and found some ones that I love. With her opinion, as the optometrist had a wrinkled shirt stained, seemingly 10 year old slacks on so that's all I had, we narrowed it down to three choices. As I tried the glasses on, I asked her if they make me look older and she said that I now look about 40.


Mistake 2: If I'm 29, why would I want to go to 40? I like and enjoy my youth and the accomplishments that I've made very much. I don't want to go from a 20 something to a father with 3 kids. Granted, I am a fan of Tom Hank's "Big," but don't want to live the dream.


Side note - Mistake 2: After proofreading this, I saw that I made quite a harsh comment about looking 40 years old. That means, if I did not know and forgive her lack of sales acumen, I would have probably been out the door.


Instead: The woman should have asked how old I want to look, and depending on what I said, had some alternatives or other options to meet my needs. Saying something like, "These glasses with x, may make you looked older as ____ actor wore them in ______ movie."


Blown back, if she said 40, I wanted to get an example or some proof as to how she made this deduction. Upon asking her, she said that her expertise comes from the amount of time she's been in the line or work. Biggest mistake!


Mistake 3 - The Integrity Loosing Touchdown Pass: I knew she was lying. Right off the bat, I could sense she was throwing darts and had no proof. Again knowing sales, I called her on it. She went back to her years in the business. This has no specificity - to be good at sales, you need concrete numbers with facts to back the validity of those up. To get her commission, she would have told me that she once saw a unicorn with those glasses.


Instead: What ever happened to a good 'ol, "I don't know, I'll look that up."


She was lucky because, according to Robert Miller and Gary Adams, writers of "5 Paths To Persuasion" there 4 types of buyers and I would be described as a "Charismatic Buyer" only x10. When I want things, I don't think twice instead of the normal charismatic buyer who gets very excited then tends to pull back.


The Receiver Of The Touchdown Pass: After knowing being lied to, I was determined to find out the exact effect of wearing eyeglasses on your perceived age. The number was 3.3. After finding this out, quite livid at the lies and integrity shown at the store, I called back to give this number to the salesperson. A turn out the burly optometrist answers the phone.


Promptly, I inform him as to the sales deception going on. Turned out he could care less. A thank you would have been so much more cost effective for him: between my wife, myself and gifts for our employees, his unappreciative attitude cost himself nearly $3,000 year for the rest of the time we live on the UES or until the time that he continues to not respect his clients and, thus goes out of business.


Overall salesperson rating: 5 out of 10. In her defense, she was friendly and seemingly worked hard. However, 5 out of ten passes when buying gym gear, but not when I just figured out there is one right across the street on 2nd Avenue in the 80's on the south side of the street.


 

Source: Ken Sundheim link

 

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