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 - How to Excel at Any Sales Contest

A sales contest is a chance for top salespeople to shine, as well as win some nice prizes for their additional efforts. Here are three strategies you can use to help you excel at any sales contest:

Prepare in advance

For some contests, you will have some advance warning that these are about to take place. When this happens, you can be better prepared by warming up your sales prospects (sending helpful literature or other resources, finding out about needs early, or just doing more prospecting in general) before the contest begins. The benefit is that the more opportunities you create for yourself, the more of these opportunities you will be able to close later on during the actual contest. The best part about this strategy is that you can use it even after the sales contest ends, in advance of those times when sales are traditionally slow for you. This can help you to make your numbers later on, when it really counts.

Put yourself in the customer's shoes

To do well in a sales contest, you will need at least one repeatable process which works to help you close sales effectively most of the time. To create such a process, you should have an excellent understanding of how and why customers buy from you or your business. What needs or goals do your products and services help customers meet, and how might they satisfy these needs or goals in other ways? Why are these alternatives appealing to some customers, and what are the limitations for each of the alternatives? What other needs or goals are customers likely to have, but not be aware of, which your products or services might help with? Once you have the answers to these questions, you will have the beginnings of a sales process. With a basic sales process in place, you can then fine-tune the process, based on customer feedback, and sales results. Most importantly of all, a sales process based on a large set of customer's needs allows you to make the easier sales more consistently, so you are more likely to win your contest.

Determine those actions which have the greatest payback, and perform them

Your sales results will depend on different factors, depending on what you are selling. If you have lower-ticket items, then you will probably benefit more from making more sales calls on more customers. On the other hand, if you sell higher-priced items, you probably have fewer available customers to pursue, so you must use your time and efforts more wisely, and prepare for each opportunity more extensively. If you sell more than one item or service, some of these may help you more in winning the contest than others. If you plan ahead, you can devote more of your time to those sales activities which truly matter, so you will have the greatest chance of winning your sales contest.

So, by starting early, identifying common customer needs, and working on the highest value activities, you can do significantly better in sales contests. This also has the effect of making you a better salesperson, which helps you no matter where your career may lead in the future.

Source: Marc Mays link

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