Sales Training America Seminars:

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:

Success in Sales Seminars - the Combination of Technical Sales and People Skills

No one likes to be sold or to encounter what is called the hard sale. Folks who engage in this type of selling approach come from a product based marketing position. The focus is not on the potential customer, but rather on the product or service as well as the salesperson. Maybe this is why so many people dislike sales professionals.

The opposite of the product focused approach is the soft sell. Here the potential customer loves to buy and the salesperson does not get in the way of earning the sale and helps to expedite the buying/selling process through education. By adopting this strategy, the end result to increase sales happens with greater ease because some of the obstacles have been removed.

What is interesting is this second approach is very much connected with people skills or what some in the business coaching training industry call soft skills. This makes sense because selling is all about people connecting to other people. Zig Ziglar is quoted as saying "Sales is the transference of feelings."

So what are these specific types of people characteristics? Most people intuitively know these skills, but for whatever the reason ignore their gut feelings. For example, the ability to speak with clarity and to listen for retention are two types of these abilities.

Of course some of these characteristics may never have been learned such as consistent goal setting or how to redevelop existing negative belief system originating from early childhood negative conditioning. And what is even worse, very few sales training programs incorporate the development of these soft skills because of the focus is on the hard ones (technical) such as overcoming objections.

Another attribute is empathy. There is a lot of research specific to empathy and its direct relationship with emotional intelligence. Again, this makes excellent sense since the sales process is all about people and their emotions. The ability to proactively handle these feelings is directly proportional to the amount of revenue earned.

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