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 Workshop - Start with These 5 Steps

Effective and successful selling requires excellent technique. One must excel at asking questions and listening. One must have skill at telling stories and using metaphors and analogies to make a point. Certainly, one must be expert at dealing with stalls, questions and objections; however, what drives a salesperson's ability to execute these techniques and skills will be hard to find in a traditional sales training setting. As Curly said in the movie City Slickers: "One thing, just one thing, you stick to that, and the rest..."

The one thing that drives consistent execution in sales is courage. In our sales training classes, we talk about commitment, desire, outlook and taking responsibility. Those components help drive courage. If you think about each one of those, you will soon discover that they are not very trainable. As a salesperson, that is what you have to bring to the dance if you want to get good at dancing, or in this case selling. I can't teach it here and I don't try to teach courage in my sessions. What I can do is give you some insight as to what having courage can and will do for your sales success. In the end, what matters the most in any discussion around courage is: Start. Just start.

1. Start by making the decision that courage has to be part of your make up and that you will be courageous in your thinking, decisions and activities. Become a warrior for what you stand for and what you want to achieve in sales.

2. Start by identifying what it is that you really want out of being a sales professional. Did you get into this business to be average? Would you rather be extra-ordinary? Then start thinking that way.
3. Start by stopping. You need to decide what you will stop doing. This too takes courage. Often we do things because they make us comfortable when we should be doing what is difficult and uncomfortable which are often sales activities that make us money. Not that you stop providing great service, but do you have to do that now? Get your need for approval met by selling to more people, more quickly at higher margins. You'll receive all the reward and recognition that you need.

4. Start by leading others instead of standing in line with those willing to just get along. Don't buy into the bad economy or poor product excuses and stop hanging around the water cooler talking about company decisions. Start taking responsibility for your sales results and start being the leader on the leader board.

5. Start having fierce conversations. Read the book by Susan Scott, Fierce Conversations. She will tell you that the first fierce conversation must be with yourself. Once you get your head straight and get honest with yourself, commit yourself to have fierce and tough discussions with others. Not in-your-face aggressive or mean discussions, just tough discussions about what is or isn't happening and what has to happen to move a sale forward.

Courage, as they say, comes in a can. I CAN.

Source: Tony Cole link

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