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 Advice in a Down Market

When business is slow and your existing clients are holding tight to their money, you might feel depressed and blame it all on the slow economy. It's all too easy to blame your woes on a down market. Sales training might be the last  priority in your mind as it's harder to convince people to spend money than ever before.

The truth of the matter is smart businesses survive the recession. In fact, the best thing about a recession is that it's easier to target what your customers need. It's not the recession; it's how you react to the recession. That's why you should approach your sales training in a different way.

While there's no  quick fix advice I can offer you, there are some basic things you should be doing that will get immediate results for your small business. These are actions that the best salespeople perform that enables them to prosper even during down months. You can try this yourself or create a sales training module for your sales staff:

1. Make New Appointments - When business is slow, it's easy to hide in busy work. How do you spend your day? Do you spend more time organising your files, reading the newspaper, or taking long lunches? You should make the most out of your time and go hunting for prospective clients. Concentrate on making appointments and closing sales. Don't be seduced by all the excuses you hear about the economy. Get active!
2. Set goals for sales prospects - Set a daily goal that you should meet for prospecting or customer service calls. Experts set a minimum for contacts per day of 20 to 25. When you're prospecting every day, you'll be sure to be successful in your small business.
3. Improve customer service - Don't ignore your existing customers just because they are not purchasing your products. Your best customers are often the ones that you have right now. Work on promoting client loyalty and you will generate referrals out of the good will you create. Look for follow-on sales or cross-selling opportunities. Keep an eye out for upselling chances, too.
4. Develop your sales pitch. - You might want to brainstorm on objections that prevent you from closing the sale. Know what the most common objections are and develop responses for each one. Create a script or checklist for the most common objections. Some prospective customers may tell you that your product is expensive or that they can get the same product at a cheaper price. Be prepared for these.
5. Frame a response for the quintessential objections that they'll trot out to block a sale. You can also try role-playing how you're going to answer until you can deliver your responses naturally and confidently.

When you work on this basic sales training advice, you'll hone your business skills. When the market recovers from this recession, your business will be in a very good place to generate more income.

Source: Brian Bljdeveldt link

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