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 for Better Communication with Prospects - WIIFM

Are you finding it tough to approach new sales prospects in a public setting? Are you having difficulties engaging your prospects in a conversation? Have you ever realized why your prospective clients walked away after chatting with you for a few minutes?

If you answer yes to these questions, you are in trouble! This means you are not talking in the right sales communication channel with your prospective clients. All my friends and I suffered from this issue, until the day when we tuned our channel from "MEMEMEMEME" to "WIIFM". You might be confused about what I am talking about it about MEMEMEMEME and WIIFM. I will explain this thoroughly below.

Many sales people will talk about everything about their products when they are meeting with a new prospect. These sales people will talk about the label of the product, the features of the product, and everything else - but only about the product, their company, and themselves. This is exactly why these sales people are missing the point.

Remember! Your prospects do not care about YOU. So, when you are talking about ME ME ME ME ME - You bore them. This is what we are talking about - the MEMEMEMEME channel.

What you SHOULD do in fact is to shift your sales pitch to the WIIFM channel, which is the What's In It For Me (WIIFM) channel - from the prospective client's point of view. You should focus on talking about what your clients are looking for. To change to the WIIFM channel, you will need to talk about the benefits you could offer to your prospective clients and the pain you could help them to eliminate. And indeed, you should also be giving them the opportunity to talk. Ask more questions and see what your prospective clients are looking for OTHER THAN your current products. Give referrals if possible and try to be the GOTO guy for your new prospects.

Source: Olema Ma link

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