Sales Training:

 

Sales Training

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 workshops at the location of your choice. We conduct in excess of 200 monthly sales training courses throughout the world.

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

Students of a Sales Training Center class course 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.

 

Selling Skills Training: The True Role of a Sales Manager


Probably the biggest challenge for most new sales managers is transitioning from being a top salesperson, to the role of managing other salespeople. The skill set required to manage well is completely different, and not all salespeople can make the transition successfully. A new sales manager plays many important roles; among the most important are the following:


Providing coaching to salespeople

A sales team benefits from having a manager who can help them to gradually improve their skill set. A good manager can strike a balance between helping sales people improve their selling skills, while not taking over the sales call from the salesperson, and thus undermining their status in the sales call. A good sales manager has enough selling experience to help salespeople gradually improve, yet to keep the sale on track if it should get into trouble without taking it over completely.


Keeping salespeople motivated, and focused on the right activities

Sales managers who preside over salespeople responsible for low-priced sales will need to keep their salespeople motivated. This is due to the fact that the more calls that are made, the more likely some of these will be closed, resulting in more sales. On the other hand, higher priced sales require more sales calls, so managers need to focus on keeping salespeople both moving the sale forward, as well as taking other steps (such as filling up their sales pipeline), so that future sales results do not suffer after the end of the year or quarter.


Serving as a higher authority for salespeople

When salespeople negotiate with customers, they may encounter customers who conditionally approve deals, contingent on the customer getting their management's approval. A good sales manager remains outside most sales calls, so they are able to serve as a higher authority which the salesperson can use to counter this negotiation tactic. This prevents customers from extracting additional concessions as part of the process of closing the sale. Sales managers can also serve as final approval, to keep salespeople from conceding too much after any negotiation.


Simply put, a good sales manager provides training to their salespeople, keeps them motivated and focused on the right activities, and can act as a higher authority during tough negotiations, all of which help their salespeople. In doing so, the sales manager combines their extensive selling knowledge with the ability to keep salespeople performing the activities which have the greatest probability of closing more sales.


 

Source: Marc Mays link

 

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