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.

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Sales Training Classes: How to Close the Sale And Get Repeat Purchases - The Case for Relationship Selling

Do you know that it costs 10 times more to acquire a new customer than it is to serve an existing one? For sales people, it stresses the importance of relationship selling over one-off selling. Until now, sales training for many companies still means teaching closing techniques. Companies continue to put pressure on their sales team to meet sales targets 'at all cost'. In today's business environment, this kind of policy can be costing these companies more than they realize.

For businesses to survive, keeping customers and encouraging repeat purchase should be the goal of your sales teams. When you take into account the lifetime value of a customer to your business, you will realize how much it really costs your business to risk losing these customers to very obvious closing techniques used carelessly without taking into account the buyer's circumstances.

Closing techniques are still important and getting your sales team trained up on different styles of getting the customer to say yes also helps to create a competent sales force. But that is not all that you need. You need to teach your sales teams the concept of relationship selling and how they can implement it.

Relationship selling looks at the lifetime value of a customer to a business. The objective here is to build trust between buyer and seller. The goal is for the buyer to see the seller as a partner, instead of simply a supplier.

In relationship selling, you expect a lot more from your sales people. After all, building trust and true partnership takes time. It means having your sales time show genuine care and concern for the needs of your customers. It means having a genuine interest for their business or their needs and thinking of ways to make their lives easier.

Relationship selling does have its advantages, too. When you gain the trust of your buyers, you encounter less objections to a sale. Instead of your sales people constantly pestering customers for sales, you have customers calling you for ideas on how to help them with a solution to their problem. It means a better understanding of the kinds of products and services that your clients need. Finally, it can also mean being able to set a good price for your products. Remember that companies assess product pitches not solely on price. That they can trust you to always deliver is a huge factor in getting you their business.

In a real sense, relationship selling represents a win-win situation for buyers and sellers. Both parties come out of it feeling that they've gotten a fair deal. Your buyer doesn't feel cheated or shortchanged and your sales teams are welcomed as consultants and partners.

Source: Greg Mallory link

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