Sales Training Workshops:

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

A Sales Development Training Workshop Makes the Difference

No doubt you have heard the expression this person was born to sell. To some degree I understand what people mean by the expression, but no one is born to sell. Some people are born with the natural talent to be at ease with people, connect with people, be persistent, exude charisma, etc. But being born with these talents or potential does not make a person a good sales person. Having potential; much the same as a person that is born with great motor skills, does not mean they will be an Olympic gold medal sprinter. To win, they must develop the raw talent. The same is true for Sales. A person has to get the sales development training they need in order to develop their potential.

I have been asked what are the major sales skill areas that a person needs to develop in order to be effective in sales? This is a loaded question, but my answer is simple. Develop the sales skills needed to be effective in the sales process. If you can develop all of the skills to navigate through the sales process, you will be effective in sales.

It is proven that sales people who follow a linked sequential sales process increase the chance of closing the sale by 80%. No matter what product or service is sold, there is a process to move potential customers through the pipeline. A typical sales process involves the following seven steps:

1. Pre-Sale Research
2. Open
3. Establishing Credibility
4. Discovery
5. Presentation
6. Gaining Agreement
7. Implementation and Follow-up

Each step of the sales process requires a unique skill set, in order to accomplish the step. Sales people that have no sales development training may be able to do one or two of the steps, but not all seven. Because the sales process is a linked sequential process, each step is dependent on the other. You have to be effective in accomplishing each step to be effective in the entire process.

The sales skills needed to be effective in the sales process are quite vast. There are the skills to be able to ask questions, build relationships, analyze alternatives, make presentations, overcome objections, negotiate, and many others. In fact, the skills needed to be effective in the sales process will never be 100% developed. There will always be something to improve. You can never arrive at the point where you can say I have developed all of my potential in sales.

At the end of the day, if you look in your local newspaper you will see a section for births. In the birth section of the paper, you will see that at the local hospitals, on any given day, there are little baby girls and little baby boys born. I have never seen in any newspaper, where a sales person was born. So, if you look at a great sales person today, something must have happened from the time they were born to now. Consider the difference that makes them a great sales person is they got sales develop training and developed their potential.

Source: Andre Boykin link

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