Sales Training:

 

Sales Training Workshops

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 workshops. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training workshops throughout the world.

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

Students of a Sales Training Center workshop 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 Workshop:

Amazing Closing Techniques To Easily Close Sales


There is more than one kind of closing strategy and sometimes a sales person must learn new ones if their old strategies do not seem to work anymore. Neurolinguistic programming offers some different strategies that can work as closing techniques.


One of the simplest closing techniques is based upon the TOTE model. This represents - Test, Operate, Test, Exit. This can be applied to closing as a certain approach is used first to test the waters.


Suppose the sales person uses a joke or story at the end of their sales pitch as a way to close a deal. First they would test it. Does the story really work? Do people get it? Are there a higher number of sales when they use the story? Do these type of closing techniques really work?


If one of the tested techniques worked then they could move to Exit as the behavior was successful. If the behavior was not successful they would move to the Operate stage. This is where a new behavior would be attempted.


In the case of using a story in the compendium of closing techniques, a new story, a different ending, a joke added, or using another in your compendium of closing techniques could be employed and tested.


If the new behavior worked then the sales person would exit the process. If not, they'd move to operate, essentially to try a new variation.


NLP sub-modalities can be added to the TOTE process for closing techniques. Modalities are the same as our five senses - hearing, seeing, feeling, tasting and smelling.

Sub-modalities are smaller parts of these senses and combine together to give us an understanding of the world around us. Here is an example of how this can be used with closing techniques. Suppose that you want to use a story to close on a deal.


Instead of just testing it, you would use sub-modalities to test its effectiveness. You just imagine in your mind a picture of closing the sale and you would try to hear and feel what was going on. These sounds and sights would be the modalities. The sub-modalities would be making the picture larger, the sounds louder and feelings more intense.


You could use these sub-modalities to assess whether or not your closing techniques are a success. If you think about making the sale in your mind using the closing techniques of telling stories you might even hear your own voice telling the story.


You would judge the success of your closing techniques by whether you see, hear or feel what you imagined through the sub-modalities. Did the reality match what you pictured?

There are examples of closing techniques that apparent work that sometimes uses the letters ABC which means- always be closing. This means as you are going through the sales process that your mind is always imaging the closing.


This keeps your mind focused on successfully closing, controlling your mind from the first hello, to always have positive expectancy for the sale and seeing it as already accomplished fact.


Another technique is just being silent and allowing the customer to respond. No pressure on them whatsoever, you are just listening and allowing them to let you know their needs.
You can finish it with a well-structured closing to cinch the sale.


A technique that is important to remember throughout the sales process is to pay attention to the emotions behind the prospective buyer's words. If you find that the prospect is in a negative state it may not be the right time to close a sale or you may lose
it. Use other NLP techniques to lead them to a more positive state.


Do not overdo the closing techniques. You may find you at closure and then talk too much and bring them right out of the sale mode. You need to know when you have closed the deal and stop -- to prevent over doing your close. This can happen because the sales person is so afraid that the customer will say "no" that they just talk too much and push too hard.


Be patient with the customer and be respectful of their resources such as time, money, and family. If the customer needs addresses these be respectful and do not push your closing techniques too soon.


Sometimes making a sale, does not mean that the sale will be today if there are other resources that need to be addressed first. Your respect and rapport with the customer could win you the sale tomorrow. Use you closing techniques wisely and you can see your sales goals soar.

 


 

Source: Marc Savage link

 

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