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 Training Seminar Tool To Melt Tough Customers at Microwave Speed

"Okay, Carter, you have to tell me your secret," Isaac insisted. Carter was a very successful salesperson and Isaac was a new sales rookie that had been with the company about a week.

"What secret?" Carter asked with a puzzled look.

"Don't pretend you don't know what I mean. This morning I saw you sitting at your desk with a customer. He had his arms crossed with an 'I don't trust you' scowl on his face. Then you left him at your desk for a few minutes to go see the sales manager. And as if by magic when you returned, before you said anything, the customer transformed into this smiling guy who was even laughing. It looked as if the two of you were suddenly old friends. I saw the whole thing from my desk so don't deny it. What is your secret?" Isaac asked emphatically.

"Oh, you mean Mr. Brooks," Carter said with a grin. "Yes, he was a very tough customer in the beginning. But then he discovered that I was a brother in the Delta Sigma Phi fraternity in college. He was in the same fraternity at a different university. He is a very active alumnus and we each had some funny stories to share about our fraternity days."

"So it was just a coincidence," Isaac said in a disappointed tone. "But wait a minute, how and when did Mr. Brooks find out you were in the same fraternity?" Isaac said with renewed hope that maybe there was still a sales training secret here somewhere.

Sales Tools Secret Uncovered

"That's easy. When I was away talking to the sales manager, Mr. Brooks was looking through my silent sales partner," Carter said matter-of-factly.

"You know, I noticed him looking through some kind of binder when you left him. Is that what you mean by a 'silent sales partner'?" Isaac asked.

"Exactly," Carter exclaimed. "The stuff I put in my silent sales partner binder helps me connect with many of my customers like Mr. Brooks. It has helped me make countless sales that looked doubtful in the beginning. Of all of my sales tools and sales tips it's one of my favorites."

"What do you put in this silent sales partner binder?" Isaac asked.

The three parts of a Silent Sales Partner binder:

Personal stuff - This includes items like copies of diplomas, family pictures, clubs and organizations you're a member of, places you've lived or vacations you've taken. Maybe awards you've received, hobbies you enjoy, children or grandchildren's pictures or art work. You can even include customer testimonial letters, customer pictures and sales achievement awards. You may even put in information about other jobs you've had in the past including military experience. The more you have in this silent sales partner binder the better because each item is an opportunity to connect in some way with the customer.

Product stuff - This includes items like manufacturer product literature, product awards and product testimonials. Another good thing to include is positive product articles from third party publications. When a third party expert says your product is better that is much more convincing than what you, your company or your manufacturer says about your products.

Company stuff - This includes items about your national/ local company such as awards, community service recognition, mission statement, brief history, a founder message...

You give this binder to your customer to look at whenever you have to leave them.

Each of these three sales tools within the silent sales partner is designed to make you more sales. It does this by helping your customer connect better with you as a person, with your product and with your company.

Your sales tools action item:

Create your own silent sales partner. It only takes an hour or two to do. And you only have to do it once but it will keep making sales for you throughout your sales career.

Source: David Nassief link

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