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: What Sales Professionals Forget - Sales Are Personal, Yet Cannot Be Personal


Do you want to increase sales? Have you tried various marketing techniques from direct mail to cold calling to referrals? Yet, your sales are not where they need to be are they? Why not? Have you considered that the thoughts you have might be keeping your from sales success? Let me explain.


When talking with a sales manager in manufacturing, he shared that his top salespeople, who is direct and a very good sales professional when it comes to achieving sales goals, has a tendency to become frustrated with the young MBAs and inexperienced buyers. More often than not, he will share that this so and so is fool, idiot (his words are actually far more blunt).


The Sales Manager replies, "Yes, I know that so and so is an idiot, but we must remember he is OUR idiot. We must do the best we can no matter how stupid some of the contacts within the organization are."


This Sales Manager truly understood that customers sometimes can be idiots, but this is part of the customer relationship process. He is not allowing those negative personal thoughts to control his personal behavior.


How often when salespeople are attending business networking events or actually meeting with customers, their internal thoughts are being projected externally. Maybe these fine folk think that they can keep their personal thoughts under control, but they are quite wrong. Sales Coaching Tip: Your unconscious beliefs affect your sales skills and your ability to increase sales.


Sales is a personal business. For sales professionals are attempting to take the money out of their clients' pockets and put it into the company that they are representing as well as into their own pockets.


So how does one keep the sales process personal, but not personal? This starts with your values statement that identifies key non-negotiable behaviors that you and the rest of the organization will demonstrate 24/7.


Next, return to your target market within your marketing action plan. Have you clearly identified those companies that you would like as clients or customers?

If you have some accounts that have the idiot factor, determine if you truly need the sales from these businesses. If so, they make sure that the salespeople understand how to behave around this account and what sales skills are the most effective.


Keeping sales personal and yet not personal is a balancing act especially during down economic times when the competition is knocking on your customers' doors. However, remember that idiot customer can be highly profitable and all he or she may require is a little extra tender and personal care.


 

Source: Leanne Hoagland-Smith link

 

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