Sales Training:

 

Sales Training Seminars

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 seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Seminar: How Sales Prevention Can Kill Your Company


John from Product Development walked into the Engineering Department to meet Bruce, SVP Engineering. He needed to talk about the buyer feedback he had been getting about the company's hair dryers.


"The sales guys tell me that we are losing sales to the competition because we only have 120V voltage capability and customers want to use the dryers while traveling overseas to 240V countries. Even our cheaper competitors are offering combined 120/240V units. Can we do it too? They say that with this feature we could really grow this business."


"Sure we can, John" said Bruce. "You can have whatever you want. It's just a question of money. New design, added cost, tooling, packaging, manuals in 5 languages and so on. It all adds up. Plus it'll be really difficult to pull all this together- it will probably take 6 months and with the new shaver project it will take a lot of my resource away. Just fill in the Product Proposal Form and we'll discuss it at the next Product Planning Meeting with the CEO. "


How do you think John felt? Does John feel Bruce is on his side and is going to help get this product going? No. Sales prevention has taken place.


Many of us have worked at companies where situations like this occur.


A sales manager may be talking to the A/R clerk, trying to find a way to accommodate a large order which exceeds a customer's credit limit. The A/R clerk, who will be judged on the level of delinquent accounts, may not be keen to find a way to help the Sales
Manager, and plays the "I don't make the rules" card. The Vice President of Supply Chain talks to the Production Manager, looking for help speeding up a shipment. The Production
Manager may want to discourage disruption, so is less than helpful.


All of these situations are examples of Sales Prevention. Not necessarily directly preventing sales but eventually increasing the chances of Sales Prevention.


Everybody in a company without exception has the potential to engage in Sales
Prevention, and most of them do not even know it. In fact in most companies if you asked people in non sales functions how they could impact sales, they would say they can't, sales are not their responsibility. However when they think more about it they realize they really can adversely affect sales by their behavior, which of course is impacting sales.


Some companies think they are tackling Sales Prevention by encouraging a "can do" attitude amongst their employees. This seems reasonable. The idea is that if everybody has a "can do" positive attitude then there is no Sales Prevention. But this misses the point. Talk is cheap and so is a "can do" attitude. It is too easy to fake a "can do "attitude and companies are full of "can doers" who talk out of both sides of their mouth.”Sure we can do that" is what they say but "I've no intention of doing that" is what they mean and their actions confirm this. They look helpful but continue to pursue their own agendas.

They promote Sales Prevention.

Overcoming Sales Prevention is to create "can do" behavior, not simply a "can do" attitude. "Can do behavior" means thinking and acting in a positive way. "Can do attitude" is not enough. It does not include positive behavior. This is a much more difficult thing to insert into the corporate DNA than simple "can do” attitude.


So what can be done?

Sales Prevention is a powerful concept. It is something that once pointed out to people, can be easily recognized. So use the concept in the company. Talk about "Sales Prevention" as a dirty word. Tell people that it is going to be eradicated from this company. Do not be afraid to use the concept as a metric in personal reviews. Get 360° feedback on everyone from everyone on their "Sales Prevention Index". It sounds tough but can quickly become a way of helping reshaping attitudes and behavior. It will help your whole company become sales aware and sales centric. And eradicating Sales Prevention will help create that "can do" behavior so necessary for a company to become truly successful.


 

Source: Nick Gibbons link

 

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