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 Tips: How to Sell More Effectively

 Every salesperson wants to be more effective - unless of course they're looking for early retirement. Recently, a salesperson made a call on me that serves as a good example of what most salespeople could do better.

He was actually selling a consultative sales simulator, so you'd think he'd be quite good at this.
He did ask plenty of questions, but they were more like the game of 50 questions - one after another - and didn't generate conversation.
Your questions should be used to stimulate conversation.
He knew all about finding problems because he told us that was an important part of the sales simulator. He never quite got there and as a result, was not able to quantify the problem.

Finally, when he asked about budget he was told there wasn't one. In our case that was a good thing - we could spend whatever the appropriate solution required. But he let it go and assumed the budget response meant no money.

His final mistake came when the call became challenging. I questioned his ability to create a meaningful simulation because he wasn't executing his version of consultative sales. He bailed out.

These four mistakes are very common in sales:

• Failure to identify the problem they will spend money on;
• Failure to quantify the problem;
• Failure to quantify the amount of money they can spend;
• Failure to hang in when the going gets tough.

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