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: Sales Planning Basics and Training

The key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not.
Because it's not easy to do it's easy to avoid doing - and that's huge mistake.

If you're ready to roll up your sleeves and get to work, let's begin.
Who are your existing customers? Prioritize these customers two ways. First prioritize your customer list based on sales revenue. Then prioritize your customer list based on sales potential.

Who are your prospects? Prioritize your list of prospects based on sales potential.

Develop a sales call plan based on anticipated sales call frequency. Determine how many times a year you want to visit your best customers. Determine how many times a year you want to visit your second-tier, or medium-size customers. Then determine how many times a year you want to visit your small-size customers.

Do the same thing for your sales prospects. Determine how many times a year you want to visit your large sales prospects, medium-size and smaller sales prospects.
Once you've completed this exercise you can begin to map out a sales call plan based on geography and sales potential.

Prepare a basic sales strategy that includes a script for making appointments by telephone. You should also prepare a list of questions to qualify the sales prospects and customers you visit.

And for Pete's sake take good notes. Taking notes shows that you are taking an active interest in the person you're talking to. Taking notes is also an indication of who's doing most of the talking. The more notes you have the more listening you've done. Your ears will earn you more money than your mouth.

Set achievable sales goals. Make your sales goals challenging and attainable. For each goal prepare a list of specific action steps with timelines.

When you achieve your sales goals be sure to celebrate your selling success. Then establish new sales goals you can begin working on. There's no time to dawdle.
Develop a basic marketing plan for your sales territory. Do your best to contact all customers and sales prospects monthly. Now, don't fall off your chair. I'm not suggesting you visit all sales prospects and customers every month - just contact them.
You can call, fax, e-mail, send an article, send a newsletter, and even send a postcard. When you do this systematically and professionally it's called marketing.

Learn how to differentiate yourself from your competitors. Being different is the first step to becoming memorable. Find out what works in other industries that can be adapted to the business you're in.

Have fun while you're working and let your sales prospects and customers see you as an authentic person - the real McCoy.

Don't ever be too busy to get smart. Read articles, periodicals, and business books to expand your mind and improve your thinking about the art of selling. Load up on sales tips you can use to grow your business and outfox your competition.

One of the biggest mistakes a majority of salespeople make is to get all tangled up in their work and not set aside time for this self improvement and self development.

The biggest key to effective sales planning is to make sure what's important is in writing. If it's not in writing it's not a plan and that's a fact.

You should recognize that most outgoing and extroverted salespeople prefer the people side of the business and not the planning side.

Success isn't an accident. Success comes quickest to those who are good at sales planning and focused on execution. When you combine planning with hard work and extra effort you'll soon find yourself in the top 1% of all professional salespeople.

It's been said that the only time you'll find success before work is in the dictionary.

Sometimes it takes 20 years to become an overnight success.

The best advice I ever got was to "Plan your work and then work your plan."

Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won't be selling you'll be solving your customer's problems.
You'll close more sales when you ask these 12 clever sales questions.

And your sales will take-off!

Source: Jim Meisenheimer link

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