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: Marketing Ideas, Sales Strategies, and Customer Service Tips for Salespeople

As sales people we are all taught to sell the features of our products. And everyone likes a knowledgeable sales person who can answer questions without asking the boss, or going to a catalog somewhere. But when selling only features, we forget to sell the benefits. If you train your sales people to start selling benefits, you may see a increase in sales closed and if the customer feels they received a benefit, you may see an increase in repeat business.

Now if you are selling a couch, it may seem a little difficult, because the only real benefit seems to be sitting down. But if you ask questions during the sales process, you will find out what benefits you have to sell to the customer. How big is the room? What color is the paint? What color are the curtains? Do you sack out on the couch to watch football on Sunday? Then tell them how well it will go with the colors, how it fits the room, and how comfortable it is to lay on. If you are selling appliances, or tires or something more mechanical, it will probably be easier to point out the benefits, like energy efficiency or wet traction. Unless you get really obnoxious with the questions, most customers understand you are doing your job, and trying to get them the right product to fit their need. Buying is an emotional experience; people want to know they received some benefit for their money.

Your sales staff should look professional; I have been in stores where the sales man looked like he wore his clothes to bed. Your sales staff should have confidence. When you appear confident, people tend to trust you more. Having great product knowledge does give your confidence a tremendous boost. At the very least know where to locate the product or look up pertinent information. I don't think your sales staff should be order takes, they should have a vested interest in closing as many deals as possible, put them on a commission or bonus program to get that little extra out of them.

I am often ask if individual stores should have web sites, if you are willing to market the site, and are willing to package and ship product all over the country, it is a great ideal to have a site. But having a page or two on the web with no marketing to drive people to the site, just hoping someone will swerve into it is a waste of time and money. But you should at least get on some directories like Manta or others and place your address and phone number so people can look you up and get a map to your store.

Help your customers to buy, the easier you make it for them to purchase from you, the more you will sell. If you can offer some kind of lay away or easy financing that is also a benefit of your store, maybe one your competitor doesn't have. Low interest financing, or 0% for x number months will help, although it is getting harder to qualify. A new and innovating way to finance customers is no credit check financing for people who have bad credit, but have a job and a good check writing history. There are estimates that somewhere between 30 and 40 million people have damaged credit and are unlikely to get standard financing. This is where the no credit check financing will help to bring new customers in.

Whatever you do in the financing field, advertise it, place large banners outside your store, and if you do some print adds, make sure it is on the add too. In these tough economic times, just opening your store and hopping customers will show up may not be enough. You need to stay innovative and proactive to keep the traffic coming to your store.

Source: Dennis Risner link

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