Is sales training an expense or an investment? The answer depends on what kind of training and how effective the training is. Competent professional sales training will help companies improve in all of the following areas:

1. More effective management of complex, big dollar deals: Sales training can help you win the big ones by gaining a better understanding of the politics of larger organizations. Learn how to successfully navigate situations involving multiple decision makers, multiple departments, outside consultants, committees and unexpected participants.
2. A shorter selling cycle: Develop strong mutual agreements with prospective clients early in the selling cycle that define a step-by-step plan that will bring the process to an outcome within a mutually acceptable time frame.
3. Higher comfort level calling at the “C” level: Develop a selling readiness tool kit that quickly helps you establish credibility at the highest levels. Truly understanding your prospective client, their challenges and their vision is far more powerful than demonstrating your product knowledge or its wizardry.
4. Weeding our non-buyers earlier: Your time and your company’s resources are extraordinarily valuable! Your prospect must earn them. Learn how to get prospects to sell you on their need and commitment.
5. More effective prospecting: Utilize a fresh, non-traditional approach to capture your prospect’s interest and imagination on the first call. Then, quickly help them discover why it is in their best interest to invite you in.
6. Less discounting: Price is never the real issue! You will gain the confidence and skill to shift the buyer’s focus from the price of your solution to: (a) the cost of not implementing your solution, and (b) their return on investment. If your customer really has the conviction that they’ll get a significantly better return per invested dollar by going with you, they’ll be glad to pay more!
7. Higher per sale average: Your will gain the confidence, patience and control required to do a thorough needs analysis before proposing any solution. This honest, comprehensive approach maximizes each opportunity by ensuring no money is left on the table, and that customers are totally satisfied.
8. Better relationships with prospects and clients: Create a climate of trust and respect through the utilization of a system where every conversation differentiates you from the stereotypical, ego-centered, pushy sales person. Experience the satisfaction of having your clients say, “Not only does he/she listen to me, they truly understand me.”
9. Higher closing ratios in competitive situations: Through your superior knowledge of your prospect’s needs and the precise execution of mutual agreements you will differentiate your solution, and yourself, from your competition.
10. Lower cost per sale: Precious resources previously wasted on non-buyers in unwarranted proposals, demos, on-sites, trials, and prototypes are now more productively allocated.
11. More effective negotiations: Bring about successful outcomes while making no unilateral concessions. Never give anything away unless you’re getting something comparable, or of greater value in return.
12. More effective team selling: Experience the power of a selling team where every member is 100% bought-in to the exact same selling model. Every member always knows where they are in the process and what their exact role is.
13. More accurate forecasting: By achieving meaningful milestones throughout the selling cycle, the projected probability of a deal coming to fruition is within a significantly smaller margin of error. In addition, mechanisms are installed to protect the integrity of the overall forecasting system.
14. Higher activity level per rep: “The greatest motivator for a selling professional is winning”, says Tom Peters, author of, In Search of Excellence. Fresh new tactics and strategies that really work deliver the kind of wins and successes that create a ground swell of excitement and activity.
15. Better internal communication: The consensus gained through effective implementation of an integrated, company-wide selling system and the common language to describe it, ensures every internal conversation between members of the team - managers, reps, sales engineers, consultants, etc. - is more precise and efficient.
16. An overall increase in moral: Optimum morale is attained when your people feel good about and believe in: themselves, their company, their product and their market place. One of the most important benefits of successful implementation an effective sale process is sustainable improvement in all of these areas.

If you would like to improve in these areas may we suggest the August 6th Jump Start Sales TeleClass.

In a recent study conducted by Target Training International, an international assessment firm, 7 Subject Matter Experts for sales were asked to identify which 7 Personal Talents and Skills were most critical for sales success. Look over the list and see if you can pick which 7 they identified. If you would like to know which 7 they identified email me sclark@newschoolselling.com your answers and I will send you the results.

Pick the 7 top Personal Talents and Skills you think are necessary for sales success.

• Accountability for Others
• Conceptual Thinking
• Conflict Management
• Continuous Learning
• Customer Focus
• Decision Making
• Developing Others
• Diplomacy and Tact
• Empathetic Outlook
• Flexibility
• Goal Achievement
• Influencing Others
• Interpersonal Skills
• Leading Others
• Objective Listening
• Personal Accountability
• Planning and Organizing
• Problem Solving
• Resiliency
• Results Orientation
• Self Management
• Self Starting
• Teamwork

Before you hire your next sales person you may want to consider using the TriMetix™ Sales Assessment System to determine if your sales candidate has the Magnificent Seven Personal Talents and Skills for sales success at your company. If you are a hiring manager and are looking for an instrument that will help you improve the results of your hiring and recruiting Contact Us and we will provide a complimentary TriMetix™ Sales Assessment for your next sales candidate.

Good Selling

Steve Clark, MAT, CPBA, CPVA

August 6th - September 17th

New School Selling is changing salespeople. It’s changing their language, the way they feel about selling, and the way they feel about themselves. The end result is increased sales revenues, improved profit margins, shorter selling cycles and less discounting in competitive situations.

Jump Start TeleClass Sales Training is taught as a six week class. You can save a lot of time and money by enrolling in the Jump Start Sales Training: Six hours of live, interactive, on line training via a high tech phone bridge and internet connection ensures focused learning, discussion, and individual application. 

The Jump Start Curriculum

Module 1: Ten Cardinal Sins of Selling
Module 2: Eliminating Self-Limiting Beliefs
Module 3: Understanding Prospects Buying Styles
Module 4: Gaining Commitments and Agreements
Module 5: What Motivates Prospects to Buy
Module 6: Understanding Prospects Decision Making Process

Dates: Classes convene each Monday from 10:30 to 11:30 am Central Standard Time August 6th - September 17th

Each Participant Receives:

• A course workbook
• Live Down Under 8 CD set ($179.00 value)
• Prospecting to Fill the Pipeline CD ($25.00 value)
• Cultivating an Abundant Mentality CD ($12.95 value)
• Telephone coaching and support
• A one year email newsletter subscription

Tuition: $595.00

Who Should Attend?

Sales Reps - Account Managers - Sales Managers - Support Personnel - Telesales and Telemarketing Reps - Marketing Managers - Product Managers - CEOs, Presidents, VPs, and Directors of Sales and Marketing, and Training Managers who are entertaining the possibility of implementing a common, company-wide selling system throughout their organization.

Questions?

For more information, call 800-250-3146 or 850-936-7028