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:

How to Better Qualify Prospects - Increased Sales Workshop

Are you wasting a lot of time with tire kickers?  Or have you thought that you truly did do your due diligence only to discover you missed something?  Learn what actions (sales behaviors) you, as a sales professional, need to take to increase sales because you now know how to better qualify your prospects.

The word qualify from its Latin's origins means to make of what kind. In sales, the word qualify is to separate your contacts or to make your contact into these 4 kinds:

First Kind - Most Prevalent Contact - Someone who will never ever buy from you.   This person can waste a lot of your time. Your sales behavior is to be polite, but to focus your energies (sales skills) where you can really increase sales.

Second Kind - Prevalent Contact - Someone who may buy from you at some time in the future.  This person may have only 2 to 3 of the necessary criteria.  Sales Coaching Tip:  Four Criteria are:  1. Have a need; 2. Have an allocated budget; 3. Decision maker; 4. Urgency

Third Kind - The Rarest Contact - Someone who may buy from you right now on the spot. According to sales research only 2% of sales are made on the first contact hence the rarity of this qualified prospect. Your sales behaviors here are to begin to develop the relationship as 80% of all sales are made between the 5th and 12th contacts. Sales Coaching Tip:  Even though I have used the word prospect, consider using the phrase qualified potential customer.  This phrase provides you with a picture of working with him or her instead of just being an object as a means to an end.

Fourth Kind - The Best and Most Cost Effective - Someone who may refer you to others who may be interested in buying from you.  Using existing loyal customers to Centers of influence is the best way to have qualified potential customers beating a path to your door.

Qualifying is a sales skill and begins prior to meeting the actual person.  First, you probably should return to your marketing action plan and review your target audience.  Your sales behaviors (actions) include research as to both demographics and psychographics of your potential customers.  Additionally, you need to be aware of how did your potential customer hear about you whether it was a referral or someone who had conducted business with you years ago.

Many in sales truly do not understand this term of psychographics. In today's far more complex market place, potential customers have specific attitudes, interests and opinions that affect their buying decisions beyond the traditional demographics of age, location, sex, income, etc.  By having a better understanding of these "psychology" benchmarks helps you as a sales professional to form a more cohesive marketing message and further hone your sales skills as well as sales behaviors.

Finally, you may wish to better understand your own decision making style. When in Socrates words, "You know yourself," you can choose yourself and then create yourself specific to your goal to increase sales.

Take action sales coaching tip:  Invest some time in better qualifying your potential customers. Remember, by taking this action you have greater control of the overall sales process.

Source: Leanne Hoagland-Smith link

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