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: Win More Sales by Breaking This Rule


Many sales professionals from their sales training have been taught this rule:

Do not give anything away!


You must be paid for your sales skills, your advice, your knowledge, your products or services. Guess what? Today you can break this rule and get paid even more.


So how can you win more sales by giving away your sales skills, expertise, products or services? It really is quite simple. You must change your sales paradigm from sales based marketing to education based marketing.


This change in marketing strategy (belief) and the accompanying tactics (actions) must be reflected in your overall strategic business action plan and especially within both your marketing action plan and sales action plan. Once you have aligned education based marketing to your plans and goals, you will win more sales especially if you are a professional services provider such as a lawyer, accountant, realtor, insurance agent, financial advisor, executive coach, business consultant or sales coach.


Education based marketing is all about educating the potential qualified customer. Instead of employing the traditional sales based marketing, your goal is to educate the your qualified lead by providing exceptional value through your expertise as well as your products or services. To successfully achieve this approach usually means that you must give something away for free. Yes, I said it and I will repeat it. Give something away for free!


Now this free give-a-way must demonstrate the exceptional value that you bring to that potential qualified customer. Sales Coaching Tip: Think potential qualified customer instead of qualified prospect because you are now envisioning that individual as someone you will be working with instead of someone you are trying to sell.


For several years, I have been using education based marketing. However, I truly was not leveraging it to the level necessary to really win more sales. I consistently sent articles to potential customers; shared my expertise and even gave away a free book, Fail-Safe Leadership, on leadership development. Yet, I believed that more sales were still waiting in the wings. My challenge was to find the right vehicle.


Then I found it. I became certified in an on-line assessment. Now I use this tool to educate my potential qualified customers or centers of influence while showcasing the exceptional value that my human capital development solutions bring to the table. Sales Coaching Tip: In today's crowded marketplace, a lot of sales professionals are showing value. To move away from the pack, you must demonstrate exceptional value. This truly helps you to become the Red Jacket in the Sea of Gray Suits.


TAKE ACTION SALES COACHING TIP: Break the rule and subsequently the belief about not giving anything away. Determine where you can bring exceptional value to the market place by your free product or service. You will win more sales, increase your sales conversion rate and decrease your sales cycle time all by becoming the trusted educator to your potential qualified customers.


 

Source: Leanne Hoagland-Smith link

 

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