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: Stupid Salespeople in a Knowledge Rich Marketplace

Every day I receive at least one sales contact message be it by email, phone to a social media posting. The messages from these individuals are truly worthless, well almost without value, and even worse are unbelievably stupid when it comes to selling their products or services.

The most recent example was a message from a local vendor who was using a social media site to connect with potential customers. This marketing strategy is very viable and one successfully used by many others. However this particular person's execution left a lot to be desired.

After receiving the message, I clicked on the individual's social media profile and beyond being far too personal (maybe this is a matter of age and perception), there was information that caused me to have second thoughts about this person's ethics. Sales Training Coaching Tip: The last thing you want to do is to further the gap between you and your potential customer (a.k.a. prospect).

Now the message in itself was quite revealing and had numerous stupid mistakes, but these four topped the list.

The first one was she failed to address me by name. To build a relationship begins by using person's name. Social media sites in many cases allow for you to find the name. If not, there is always the Internet.

Mistake number two was immediately telling me about her company and its products or services without providing a compelling statement as to why I would continue to read this unsolicited, interrupting message from a complete stranger. Sales Training Coaching Tip: f you are using social media for cold calling, you may wish to take instruction in how to do it well or at least not poorly.

This person was 100% engaged in product or traditional based marketing. She was quite infected with what Jeb Blount in his book, People Buy You calls "pump and dump" or what I call the 3Ps virus. This is where a salesperson spews price, product or proposal all before any relationship has been firmly established.

This downward spiral of stupidity continued with mistake number three when she asked for an appointment and assumed that I needed her products or services. She had failed to properly qualify me again because she was engaged in product based selling.

The final mistake was having poor grammar, spelling errors, etc. No matter what platform you use to deliver your message, your message needs to be error free. Having mistakes only further pushes you away from your potential customers because it speaks to your quality, credibility and expertise - or rather the lack thereof.

What is so amazing is that, with all the information on the Internet to the books in the libraries or bookstores, any salesperson still engages in the old way of selling - call it product based or transactional. It's truly beyond the comprehension of even the most average person especially if their goal is to increase sales. The only good thing of the display of such complete stupidity it allows individuals such as myself to write articles and through these words helps others not to make the same stupid sales mistakes.

Source: Leanne Hoagland-Smith link

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