Sales Training:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

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Sales Training Tips:

Sales Training: How Do I Know Which Sales Questions to Ask?

Many sales organizations, in fact, will prepare lists of questions and hand them out to salespeople. You can even download lists of questions from many websites.

The problem with that approach is that you still don't know what to ask when.

It would be much better for you to prepare your own guidepost sales questions to fit your typical sales situations. Guidepost questions move the sales conversation the direction you want it to go. And it's always better to use a question to direct a conversation than an explanation.

Every consultative sales conversation follows pretty much the same basic pattern, from discovery to the formulation of solutions to creating a plan for moving forward. In fact, there are six stages that come up over and over again and you can prepare questions in advance to help a prospect move from one stage to the next. For example, at the stage where I want the prospect to move into solution, I can ask what's known as the Power Switch question: "And when you bring a sales trainer in to address these issues, what would you like to have happen?"

Even if you don't know the sales patterns and question formulas, you can create:
A set of 2 or 3 questions that express curiosity about the prospect's business or situation. You'll learn quite a bit about what might stop someone from buying or motivate them to move forward when you ask them about their business, then shut up and listen.

A set of 2 or 3 questions that raise the kinds of issues people typically have with you or your product. You can address a lot of objections just by asking questions about the kinds of things they're likely to be thinking anyway. I sometimes start a sales conversation by telling my prospect that my product is pretty expensive, and ask them if they'd like to go forward knowing that price might be a challenge?

Source: Linda Schneider link

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