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: The Five Buying Decisions

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.

Our research has shown 76% of sales presentations are out of sync with buying decisions. When making a major purchase decision, your customer goes through a process of five sequential decisions.

1. SALESPERSON. Customers decide if they like and can trust you.

2. COMPANY. What is your company's reputation? Is your company a good match for them?

3. PRODUCT. Is your product the right solution for their needs?

4. PRICE. Is your solution competitively priced? Is it a good value?

5. TIME TO BUY. Is now a good time for them to move forward with the purchase?

Customers will find reasons not to buy when your presentation is out of sync with their buying decisions. To increase your chances of success, you must sequence your sales presentation to follow the decisions of the customer. When you do, you'll sell the customer on each buying decision. This is exactly how professional salespeople orchestrate their sales calls.

Today, product and service differentiation is harder to define and communicate. But the right training can translate into increased sales. As the playing field becomes increasingly competitive and the buyer's time is at a premium, innovative sales skills are key to success.

Source: Duane Sparks link

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