Sales Training Courses:

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 courses well as the development of customized sales systems and sales courses 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 Courses Make Sales As Easy As ABC

A. You can't build anything without a solid foundation. The A is for Attitude - the foundation of all successful sales people. Without a positive attitude and belief in yourself, your organization, It's products and services and the market, there is no foundation upon which to build success.

Sales professionals need to reflect, confirm and take hold of their attitude, realize it is theirs, develop it into a millionaire's attitude, overcome fear and be able to deal with rejection, increase productivity and save time and money.

Sales professionals need to reflect, confirm and take hold of their attitude toward the organization's mission statement, products and services and team members, while developing an owner's mentality.

Sale professionals need to reflect, confirm and take hold of their attitude towards the market, knowing how they are perceived, while profiling the ideal prospect and fully understanding their competition

B. Sales professionals could have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term sales success. You need goals and an action plan to get you where you want to go. The B is for Behavior - the daily actions that are required to accomplish goals. Goals and behaviors from a personal, organizational, and market targeting level. Without these goals and behaviors there is no motivation, no ownership mentality or drive to go the extra mile.

Sales professionals need to learn the relationship between consistent positive behaviors and success. The first step is to learn this on a personal level. Sales professionals need to identify and develop personal goals and action plans based on why they come to work.

Sales professionals then need to follow the same procedures to develop goals, action plans and behaviors for organizational objectives while improving their time management skills.

Sales professionals need to know how to target their sales efforts through the 80/20 rule and the ABC target model while obtaining pertinent industry, organizational and client information.

C. This is the area where traditional sales training has placed all its efforts - on sales techniques. In this ongoing, nontraditional sales approach the C is for Competency - the capability of following a sales results system with the appropriate sales competencies to build and maintain long term relationships. Without a sales results system and without the sales competencies, time is wasted and there are no meaningful sales results.

In order to build a long term relationship, one must first establish rapport. Sales professionals need to learn about the relationship selling model, the components of the rapport pie and how to build rapport in the first 30 seconds of meeting.

Once rapport has been established, questions can then be asked. Sales professionals need to learn why questions are so important, the type of questions that should be asked and how to deal with questions from the prospect or client without giving free consulting. When asking questions, sales professionals must listen effectively, and learn how to qualify opportunities by setting the parameters, uncovering buying motivators, financial ability, decision making processes and summarizing prior to making a proposal or presentation, referred to here as a prescription.

Sales professionals need to learn how to prescribe solutions specific to the customer’s needs, letting the customer buy, retaining the account, keeping competitors out and developing the account to its maximum potential.

Now that the prospect has purchased the solution, Sales professionals need to maintain the relationship, develop the account for more business and how to obtain new prospect introductions and referrals.

The Bottom Line: Sales is as easy as ABC. Sales people need to follow a proven Sales Results System, or sales process. Businesses today cannot succeed without sales. Without sales there are no transactions. Without transactions there is no revenue. Without revenue, there is no business, no jobs, no bottom line. Sales is the bottom line!

Source: Bob Urichuck link

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