Sales Training:

 

Sales Training Classes

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 classes. We provide pubic open enrollment and private classes at the location of your choice. We conduct in excess of 200 monthly sales training classes 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 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 Classes: The Confusion Between Marketing and Selling


As much as the market place has changed, it has remained the same. People want some particular need satisfied and other offer a solution to satisfy that desire. When agreement is reached about the value of the exchange, Presto, a sale is made.


In years gone by, larger firms used marketing and advertising agencies to get the word out about their products and services. Then the sales force came in to determine the need and earn the right to do business.


However with so many small business owners to independent contractors such as financial advisors, insurance agents, realtors, executive coaches and management consultants entering the market, this has created a confused environment. These individuals lack marketing and selling support found in larger organizations with deeper pockets for these type of operational expenditures.


Marketing and selling are necessary elements or what I prefer to call phases within the overall sales process. Before anyone can purchase your products or services, he or she must know about you as well as what you have to offer.


In the first marketing phase, your goal is two-fold:


Attract attention

Build the relationship


Successful completion of this goal is confirmed when you are asked backed for that face to face meeting or telephone call because the prospect or potential customer is now interested in you and your offerings. At this point within the sales process, you have made a friend.


Once you believe you can offer a solution that meets the customer's wants you then begin the selling phase of the sales process. Here you walk through several steps culminating with earning the sale and delivering the solution.


After the transaction has been completed to the customer's satisfaction, you re-enter the third Phase which is marketing. At this final step, your goal is to secure a testimonial along with several solid referrals.


Another reason for this confusion is because many small business owners and those independent contractors have not invested the time to do the market research. If they had, they would know:


Demographics

Psychographics

Market trends

Competitors' talents and limitations

Their own strengths, limitations, opportunities and talents


A well researched, goal driven action plan can only help crazy busy sales people.
However, being crazy busy sales people there does exist a tendency to use the time excuse and continue as a colleague has shared with me confusion motion with progress and activity with results.


Yes, today's sales people are crazy busy. However, by eliminating this confusion between marketing and selling can dramatically help to achieve the goal to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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