Sales Training Classes:

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 classes well as the development of customized sales systems and sales classes 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.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

Sales Training Tips:

Sales Training Class Tips: Better Sales With Better Planning

It's the end of the sales call and your potential client laughed at your joke, patted you on the back, and says, "Hey, thanks for coming by...let me know when you are in town again." You walk out the door with an extra bounce in your step, excited that this client was so friendly. He really likes you. Two weeks go by and you stop in again and the same friendly client and have another great conversation. This time your boss is with you, you are confident that your boss will be in as good of a mood as you are after the call, but no, instead your boss is cranky. What is up with that? Basically, you wasted yours, your client, and your bosses' time!

What was missing? The call plan was missing. The call plan starts with one very important item and that is a call objective. I've been on over 10,000 sales calls and coached others through over 2000 sales calls. The best sales calls are calls that start with a plan in mind. The best consistently plan and those that don't plan their calls end up with having some fun and a lot of excuses for lack of growth.

How do you plan for your sales calls? The best resource you can use for planning comes from Neil Rackham's book called SPIN Selling. In his book, pages 42-43 and 47-48, Neil talks about setting call objectives. The point regarding call objectives is that the call objectives start with the actions the customer should take or the tasks the customer will do as a result of the sales call. If the call ends with the customer giving you the seller a commitment to take steps that will advance the sale to a close, AND the commitment taken was identified in your call plan, (sort of like calling the pocket for which your ball will fall into on the pool table) then you can count the sales meeting as successful.

Check out the book to learn how you can convert your sales calls from calls in which your customers give you positive and encouraging sounds to calls in which your customers sell for you inside the account when you are not around.

Source: Devynn King link

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