Sales Training Courses:

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 courses well as the development of customized sales systems and sales courses 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:

My 8 Steps to Sales Success Through Sales Training Courses - Step 1

According to sales experts, in any sales situation, you can see a direct correlation between the eight steps below and the successes and/or failures in the said sales situation. I have been in direct sales for 16 years now and have used these steps rather successfully so I do believe in them. These steps are mostly to do with your attitude and effort in the sales process. The eight steps to sales success are:

Always have a GREAT ATTITUDE
Always BE PREPARED
Always BE ON TIME
Always give 100% EFFORT
Work your TERRITORY / AREA / NICHE / TURF CORRECTLY
Always KNOW WHAT YOU ARE DOING AND WHY YOU ARE DOING IT
Always PROTECT YOUR ATTITUDE
Always TAKE CONTROL

You may or may not believe in them and maybe you call them something else and that is okay. In this article we will discuss the first step and see just how exactly it affects your sales procedures.

The first step is about having a great attitude. I have seen sales people that go out there into the field and approach their prospects without even so much as smiling at the people! This applies to retail sales as well, you know, when you walk into a shop and the attendant feels like you interrupted their day? How dare you? You know the ones I am talking about. How do you expect to sell?

Now I am sure you can all relate to the typical sales person with the huge smile and snazzy dress sense. One that might even rent a Mercedes Benz just for that one appointment! There is a reason for that. The attitude, dress code, demeanor are all meant to show that whatever is happening or being sold is exciting, successful and very worth your while. Sales people have to believe. I will say it again, sales people have to believe a 100% that what they are selling can be sold and does what it is supposed to do. Their attitude must support this belief and bring across the required amount of conviction to get prospects to buy. You see, when you hesitate as a sales person, the prospect automatically thinks there is something wrong with your product. It does not matter that it maybe your first day or that you just lost a close relative, or that your favorite team just lost by an unimaginable margin over the weekend (Real Madrid anyone?). Invariably, prospects assume the product is wrong or useless. Your attitude is everything in this process.

You have to protect this attitude too. You see, the highest paying sales jobs are mostly commission-only positions where the salesperson foots their own bills and hopes to make huge commissions upon sales. This is not everyone's cup of tea. A lot of people want to know that they will get paid on such and such a date and how much. They do not want to entertain the risk that by some chance they may not be able to make that commission cherub. For this reason alone, all sales people must have a great attitude to their work to enable them to look on the bright side of every sales situation, be able to spot opportunities and make sure they do get those sales. Almost every day sales people are inundated with "No’s" and have to be the proverbial thick-skinned people to have any chance at all to succeed in sales. I have personally sold products that have been from anywhere between 3% and 20% conversion rates. In simple English this means you may speak to 100 people and 97 of them will say no to you. That is a lot of rejection. Only a healthy and strong attitude can keep you going in such situations. This also goes for the negative comments from family and friends about your chosen career path.

So in summary, every sales person must have that can-do attitude, that what you are doing works and will work for you plus of course the burning desire to win (that next sale).

Source: Michael Smith link

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