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 Exercises to Build Sales Confidence


Sales can be a tough field to work in-- the repeated daily rejections can eventually wear on the confidence of even the best of salespeople. Every now and then, it is good for salespeople to participate in exercises to help restore their confidence. Here are three exercises your sales staff can use to build up their confidence, before their next group of sales calls:


1. Practice role-playing objections (and responses) with each other


The best way to get good at handling objections is through repeated exposure. Most customers are not particularly creative in the objections they offer; your sales force can probably already narrow down the five or ten most common objections. So, when your sales team practices hearing the objection, and developing better responses, the real objections will seem much less intimidating. This frees your salespeople to focus on other things, such as how the customers are responding to the answer, so they get even better as they gain more experience.


2. Review prior sales calls which went especially well


Sales attempts which went well can be instructive. There may be some techniques which you unwittingly used, which you want to keep for future sales calls. Quite possibly, a successful sales call may have been the beginning of one of your team members discovering their own unique voice and style for presenting. Whatever the case, sales calls which succeed are always fun to review, and can help build up the team's confidence when they are at a low point.


3. Review prior sales calls which did not go as planned


Once you have gained knowledge and understanding of how a sales attempt did not go as planned, then it is best to put the failed call behind you. The exception are those sales calls which were not completely awful, but which have some elements which your sales team can laugh about now. Perhaps they did not know how to handle a particular objection then, but came up with a good answer-- right after the call had concluded. Possibly someone else from the team called on the same prospect later and achieved different results. Sales calls which made your team into better sales people are wonderful confidence builders, once you can get beyond the temporary setback of not making the sale.


Therefore, by role-playing objections, and reviewing both good (and bad) previous sales attempts, it is possible for your sales staff to build up their confidence, so they perform better on calls in the future.


 

Source: Marc Mays link

 

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