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.

 

Sales Training: Sales Skills: In Sales, Every Day is Halloween


Today is Halloween. Tonight children will be dressed up in costumes, going from door to door and shouting Trick or Treat.

So what's new? Those in sales experience Halloween every day at they move from one business to another, knocking on strangers doors and attempting to secure increase the treats in the bag (increase sales) from a reluctant, cautious and even skeptical business owner or decision maker.


Of course, then there is all those cold calls you make on the telephone. The only difference is the phone versus physically knocking on the door. The end result is the same.,


Mention the phrase "cold calling" to many sales professionals and their body language tells it all. "Oh I would rather be hung by my thumbs than make another cold call. Have you ever had this thought?" Does this not create a vision of Halloween?


Just think about your sales process. Even if you have met the qualified prospect, there still exists an adversarial relationship be it a subtle one because you want his or her treat (sale = dollars) and he or she wants your trick (product or service) without paying for it or receiving it at a lower price. From her or his past experiences, your sales meeting may not go as smoothly as you envisioned due to this pre-existing beliefs.


Sales Coaching Tip: Did you know that less than 2% of all sales are made on the first contact?


So the question to be asked: How to increase sales while understanding and leveraging this challenge?


Maybe you could have your prospect believe that he is receiving treats while you are capturing a lot of information through your treat/trick questions. If the goal is to increase sales, then you probably need a lot of information and by asking good questions, you can bring value to your prospect.


Of course, each prospect is different and your questions should reflect those differences. Additionally, your questions should be tailored to your target market. If you are a realtor, the fact finding questions you ask to a mortgage broker would be different than the ones you ask to a potential property buyer.


Without have those tricks (questions from your sales skills) in your bag, you have missed a lot of opportunities to secure more treats (sales). Remember, Halloween is really not such a scary time provided you understand how to get more treats with less tricks.


 

Source: Leanne Hoagland-Smith link

 

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