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 Class Tips: 3 Mistakes to Avoid to Make More Sales

Sales are as challenging as ever to close, making every lead priceless. The last thing we want to do is make simple mistakes that have us missing new opportunities or foiling the ones we have.

Ironically most of the mistakes I see on sales floors these days are acts of omission, not commission. Sure, a sales person might say the wrong thing, fail to overcome an objection perfectly, or simply get shutdown at the gatekeeper occasionally. But, I'd be willing to bet my next commission check that those little missteps aren't what's keeping you from hitting your monthly number.

Here are the 3 big mistakes sales people make that constantly hinder they're sales:

1. Assuming Silence Means "No" - Everyone is doing more with less. If you are waiting for a prospect to call you back, you're wrong! Worse yet, if you think a lack of response means that the prospect is telling you "no" then you are definitely losing sales.

The fact is that all decision makers are being loaded down with more priorities, initiatives, and responsibilities than ever before. That means two things you as a sales person:

Any hope for a sale is 100% on you for follow-up

The sure sale is one that relieves your prospect's pain.

Take a lack of response from any prospect in your pipeline as a cry for help. Also, make sure you are letting that prospect that you can help them lighten their stress and workload immediately with a brief conversation.

2. Thinking a Sales Lead is Too Old - Everything changes. Priorities get moved down and other bubble back up to the top. Just because a lead has been sitting in your sales queue for a long time or has pushed you off, "because this isn't a priority"--don't kill it.

More than ever businesses are in a dynamic state. They are struggling for any edge in the market. As a result strategies and tactics reposition daily. Your opportunity is to make sure that you are diligently staying on top of all your leads, even the old ones.

When something changes you want to be there. If you're not the prospect will inevitably return to the market to find a solution and you will find yourself out in the cold or competing for a sale that was ready to close.

3. Forgetting About Past Clients - Your client database is a gold mine of referrals and future sales. Keep your name, products, and services top of mind. You want to make sure that you are the first person people think to call when they need something, anything.

A disciplined process of contacting people who have bought from you before will systematically generate future sales leads.

Remember your biggest sales mistake is likely to be your lack of action, not doing the wrong thing.

Source: Bill Rice link

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