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 Training Teaches You How to Increase Sales is Process Driven and Begins With Existing Customers Not New Ones


So you want to know how to increase sales? Maybe you are looking in all the wrong places as that old song goes. Have you considered revisiting your existing customers and begin a process to help them grow instead of focusing on your sales growth?


Can you answer these questions quickly and honestly?


Do you know the top 20% of your customers who deliver the 80% of your sales?

Do you know the bottom 20% of your customers?

Do you know the top customers who make referrals that actually turn into clients?

Do you know what customers generate the most profit?

Do you know how much your existing clients cost you to acquire?

Do you know if your existing customers are high maintenance, high profit or high maintenance low profit?

Do you know your customer's customers?


When you can begin to answer these questions, you can construct a sales process to work your existing clients. This process allows you to not only understand how to increase sales, but how to increase profitability.


For example, what would happen if you ranked your customers not only by sales, but by profitability? Would you be surprised by the results?


According to sales research, your top 20% most profitable customers generate more than 150% of your annual profits. When you lose one of these (this is why customer loyalty is more important than customer satisfaction), you need to find 10 to 25 new customers who generate average profitability. Now does that make sense stretching your sales skills not to mention all those other resources.


Additionally, that bottom 20% drains the overall profitability of the company. If you can help turn them around to at least a breakeven point, you would have doubled your company's overall profitability.


By creating a sales process where your best customers are continually:

 

Touched through additional value added meetings


Asked for their thoughts on growth and innovation


Listened to for their concerns about customer service and overall organizational management


You can strengthen those loyal customer relationships while simultaneously increasing sales and profitability. Now, does that not make more sense than scrambling to find a lot of new customers?


Then by working through the least profitability customers, again through a sales process, you can help them build their businesses and even fire a few customers if necessary.


Maybe, those bad clients are slow pay? Have you spoken to them as to why there exists this challenge? Possibly, you can establish new higher prices based upon their payment and offer cash discounts if bills are paid early. Who knows, you are only limited by your own thoughts?


Yes, you do need new prospects because of attrition and time frame of your products and services. However, if you want to know how to increase sales, begin first with your best customers for that is your gold, your known treasure chest. The hidden goal is those 20% bottom customers.


 

Source: Leanne Hoagland-Smith link

 

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