Sales Training America Seminars:

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 Seminar Tips for Closing A Deal - Can You Speed Up The Sales Process?

Waiting. Waiting. Waiting. Waiting.

This could be the most frustrating part of the sales process. You've been working a deal for a while now, and sometimes wonder if all of your time and energy are worth it.

Top salesmen know that closing a deal doesn't happen in 1 meeting, or 2, or 10. IT TAKES TIME.

So, to answer the question "Can you speed up the sales process?" in one word, the answer quite simply is: No. However, at the same time, there are steps that you can take that will ENCOURAGE the process to go more smoothly - that will help you to establish the ever so important level of trust with you client that is so critical in the sales process.

As I have said before, there is no magic wand in sales. The "sales sequence" is a process. And as the process progresses, various entry points or doors are made available to the buyer so that he can enter and utilize your services as he needs to. Therefore, one of the first important steps in the sales sequence is to create an open door.

For example, if you are an auto loan specialist, I may not approach you at the time I learn about your service. However, somewhere down the line, I might just need to refinance my car loan because the existing loan is not working out for me. At this time, I will remember our friendly meeting, and call you without delay. However, if you had not kept a no-obligation door open for me earlier, I would never have thought of you.

THE CLIENT WILL BUY ONLY WHEN THEY FEEL THE NEED, AND WITHOUT YOU HAVING TO SELL TO THEM. When you keep your doors open to clients, they can observe various stages of your "sales sequence" UNDER NO OBLIGATION.

NO ONE LIKES TO BE PUSHED INTO BUYING. In fact, as we know, sometime the harder someone pushes, the more we retract.

Therefore, as you implement your "sales sequence", you must understand that you are NOT SELLING. You are just opening doors to others and establishing relationships. You are showcasing to them what you have without asking them to buy. Whether they enter your "sales sequence" or not is their decision. If they buy, that's great. If they do not buy, they are still your friends. WILL A CUSTOMER EVER HAVE A PROBLEM WITH AN OPEN DOOR? NEVER!!

In order to seal the deal, your efforts must be ongoing in order to ensure that your service or product will be in plain sight of your customers. OUT OF SIGHT IS OUT OF MIND, but if your service is within range of sight of the customer, it will make it easy for them to enter your sales sequence and to choose you over the competition.

You can use Self Promotion Techniques to project yourself and your services into the viewing and thinking range of your targeted niche. This step involves simple and basic things that you can measure, to some extent. You can promote your website in your target market or provide a toll-free number for people to call you. HOW YOU DO IT IS UP TO YOU. The basic principle is to make your potential customers aware of your service or product.

Whether they subscribe to your service or not should not be the main focus. You must focus on building a network of existing and potential customers by encouraging them to keep in touch. On the other hand, you must have a collection of people who are "pulled in" and who have opted to receive regular communication from you. For this, you need to have their mail and email addresses. Sending e-newsletters can enable you to reach millions of prospective customers in no time and with little cost. Your newsletter must have an equally warm tone and show them an open door. And be sure to throw out incentives to those who may buy in the future. By doing so, you will be well on your way to building a faithful fan following.

The bottom line is that the more you put into building the relationship, the better your chance of establishing a long and profitable run with your potential client.

Source: Marco Giunta link

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