Sales Training Courses:

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 courses well as the development of customized sales systems and sales courses 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:

The Four P’s to Sales Training Success

Though luck may play a role from time to time, a successful sales journey - from targeting a prospect to closing the deal - should be mapped out in great detail. The problem is that most salespeople are using the wrong map. Unlock the mystery with four key P's to sales success.

Prospecting. If prospecting is not a priority, then sales are not a priority. Prospects turn into leads, and leads turn into sales - that fact cannot be disputed. It's essential that you set goals for yourself. Keep track of how many calls it takes to set one appointment, and keep track of how many appointments it takes to make one sale. Do the math, and you'll know how many calls you need to make in one day to reach whatever sales goal you're shooting for.

When asking qualifying questions of your prospect, keep the focus on what they do not what you do. This isn't the time to ramble on about your product or service, but to dig for stories your prospect can share about previous experiences - good or bad  in their dealings with a competitor or how they use a particular product or service. This then leaves the door wide open for you to share how your product or service is different, which in this context should always mean better.

Presentation. There's a big difference between a presentation and a demonstration, and it is essential you do not confuse the two. A demonstration of your product or service is an opportunity for you to elicit interest in the initial face-to-face meeting with your prospect. This is not the time to present your proposal. On the contrary, your goal in the initial meeting should fact-finding, not fact-providing.

Provided you ask "do-based" questions that engage your prospect in a two-way conversation, you should leave the initial meeting knowing how you can help them do what they do better. You'll then be prepared to make the presentation during your next meeting with a proposal uniquely targeted to their needs.

Product Knowledge. It may seem obvious, but mastery of product knowledge is something many salespeople overlook, and to their peril. Just because you've memorized a product brochure does not imply mastery. Yes, it's important, but what do you know of the product's history or its pricing structure? Have you tried the product yourself? Do you know how to communicate the features as tangible benefits your prospect needs?

Knowing all you can about your product or service:

Helps you overcome the prospect's objections with undisputed facts

Builds your self-confidence, having no doubt you know your product or service backward and forward

Generates your own enthusiasm for the product or service, a contagious excitement that inevitably rubs off on others

Personal/Professional Development. When a salesperson "closes a sale," it's more of a collaborative effort than the term implies. In fact, a salesperson "coordinates a sale" between the customer, the product or service, and himself. That's why it's so important to remember you are selling to individuals, not organizations. You can, and should be, personal and professional at the same time. Develop a genuine interest in your prospect, and they'll develop a genuine interest in you.

Of course, your personal/professional development cannot be limited to your one-on-one interactions with prospects. It starts during the pre-sale period when it's just you, and all future sales are dependent on your commit to a daily call quota. Skip a day of making 25 calls, and you could be skipping a day of making 5 appointments that, most importantly, could have resulted in one sale.

Inevitably, the four key P's to sales success overlap, so in every area you must always be focused on the next step, whether that means setting up an initial meeting during a cold call, or arranging for a presentation to close the sale.

Source: Demetro Carbone link

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