Sales Training:

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 seminars well as the development of customized sales systems and sales seminars 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 Training Tips - Questions, Questions, So Many Questions

When I first started in sales, I came to meet a lot of sales people who 'had the gift of the gab' and came across strongly as a stereotypical 'sales person'.

This really worried me as I didn't fit this stereotype, feared that the profession I'd chosen was not for me and felt defeated before I even started!

A good friend of mine happened to be an experienced Sales Manager for a national firm and gave me some of the best advice I've had yet.

He told me that during a sales meeting, the sales prospective customer should be doing 80% of the talking! This sounded crazy to me as I worked hard to get this meeting and wanted to tell my sales prospect about all the wonderful things my company could do for him!

My initial question was - "what should I be saying?"

People judge you by the nature of your questions and questions can be the key to a sale as they can really drill down to the pain points.

There are certain questions I have in my head every time I see a new sales prospect. The one thing I always remember is to ask WHY! If they want your product/service - ask WHY! You will uncover their problem and they will see that you are genuinely interested in helping. It might also lead to a bigger sale!

To give you a couple of my favorite questions to ask new sales prospects:

What were to happen if you DIDN'T have my product/service?

The sales prospect is meeting with you because they have some sort of problem. This question puts them in a position where they have to think about what happens to the company without your solution.

Granted I called you but what prompted you to take this meeting today?

This gets straight to the point and the sales prospect will often come back with a major pain point. A good follow up question to make sure everything is covered is "before I leave today, is there anything we haven't covered that you would like to address?"

What would you have to be convinced of to go ahead and buy this?

This can rephrased as "what are you going to base your buying decision on?"

Source: Rich Christington link

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