Sales Training Workshops:

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 workshops well as the development of customized sales systems and sales workshops 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 Effective Selling - It's Not About You

It is surely one of the great ironies of the selling profession that sales people are often described as being 'great talkers'. Great sales people have to be effective communicators, of course, but communication goes both ways, and the 'gift of the gab' can actually often be a hallmark of the poor sales person, not the great one.

The most effective sales people are those that LISTEN. The old adage, "you have two ears and one mouth; listen twice as much as you talk" has never been more true. In our experience, great sales people differ from their more pedestrian counterparts in a number of important and significant ways.

1. They listen more than they talk. (I know, we just said that, but it's important so we repeat it again).
2. They take their time. It is interesting that great sales people always seem unhurried and under no pressure - even when the customer tells them they 'only have a minute'.
3. They are not preoccupied with 'closing the sale'. Closing scares poor sales people; great sales people take the time and trouble to ask great, high-gain questions and, because they are focused on what the customer wants and how they can solve the customer's problems, they do not build the close up into something huge and scary in their heads. Moreover, the fear of rejection experienced by poor sales people does not exist for this group, because they take time to determine how they can solve the customer's problem and therefore the outcome of the sales call is almost always favourable.

Perhaps one of the best examples of this latter phenomenon is demonstrated by McKinsey & Company, one of the world's largest and most successful Management Consultancies. McKinsey & Co has a lot of processes and practices which are admirable but, of all their great strengths, their approach to Consultative selling skills is perhaps the greatest.

McKinsey sends Senior, hugely qualified and intelligent people into prospective clients and they ask lots of questions. They focus entirely on the customer's issues and needs, they do not waste a second working on the answers to problems the customer does not think he has - they fix what you want to have fixed! At the end of this exhaustive process the result, the outcome, the close if you will, is always the same 'you need to hire McKinsey & Co'.

This hugely successful Business is built on the basis of a selling approach that is highly consultative (forgive the pun), they are treated as partners, advisers even (before they have been officially hired) and this all comes about as a result of great questioning and great active listening.

Source: Fred Mills link

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