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 - Top Two Ways to Close More Sales

You found a sales prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service.

Selling Tip #1: Find the sales prospects problem

The BEST way to implement this selling tip and discover the true needs or problem of a sales prospects or client is with proper questions. Questions allow us to gather important information, which enables us to help our clients. When we ask questions in a professional manner we establish the most important aspect of the sales process - TRUST. When you ask questions that show a sincere interest in the sales prospects they'll learn that you're not just another salesperson trying to take their money. They'll discover that you are truly interested in helping them.

When you ask questions to uncover the sales prospects problem, you should ask the question and then shut your mouth and listen for the answer. Tom Hopkins says "you have two ears and one mouth, you should listen twice as much as you talk." Keep asking probing questions until you and the sales prospects are clear about their specific problem.

When using this selling tip, don't rush through this part of the process. It's important you both understand the problem before you present the solution. Unless the sales prospect sees, understands and believes there is a problem, there is no problem and no need for your solution.

Selling Tip #2: Show how your product or service will solve their problem

Now that you know their problem you can provide them with the solution. When you provide solutions you show them the benefits not the features of your product or service. A feature is what the product or service is. A benefit is what the product or service does.

An important point to remember, every sales prospect is interested in WIIFM (which stands for: What's In It For Me?).

"Antilock brakes" mean very little to the average driver until you explain they may prevent dangerous skids on slippery highways. Six inches of insulation mean nothing until you translate it into lower heating and air conditioning costs. People want to know what benefit they'll receive when they purchase your product or service.

The most important part of this selling tip is pick the single biggest benefit that your product or service provides and lead with it. If you lead with the best first you will get the sales prospects attention immediately and many times it's the only one you need.

In closing I want you to answer two very important questions about your product or service.

What do you sell?

What do your sales prospects buy?

I encourage you to take the time to give these simple questions some serious thought. The answers you come up with may determine your degree of success or failure in sales. And by the way, if your answers match, then you are miles ahead of your competition.

Source: Jim Klein link

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