Mastering
Sales Series
(Corporate Sales Training Workshops)
Years ago (back in the 70’s and
80’s), when companies hired new sales people, they received
weeks of sales skills training before they ever were put in
front of prospects or customers. Today, unfortunately when most
people begin a career in sales they are provided very little
sales skills training. Many sales managers tell us that they
hire nothing but the most experienced sales people, assuming
they have attained the skills necessary for success elsewhere.
More and more of those sales managers are beginning to realize
no one is doing that training and that their turnover and lack
of consistent success is due to a lack of fundamental selling
skills.
Today, most companies ‘sales’
training consists of product training. They teach how to
present the ‘Corporate Overview’ and product overviews. At
sales meetings new product features, advantages and benefits are
presented by product marketing. Positioning and competition are
also generally covered. A lot of companies do try to do some
skills training. But when the sales force comes into town two
or three times a year, by the time all the product information,
sales department and company information is covered, there
really isn’t enough time left over to devote to pure skills
training.
Unfortunately, our research
indicates that less than five percent of most company’s universe
of targets are actually ‘in the market’ for what they are
selling when they reach out to contact one of those targets.
That means that all of the features and benefits fall on deaf
ears because the target does not think they need what is being
pitched. It is left to the sales people to figure out how to
convince the target to consider their solution, or worse, just
play the numbers game and keep dialing until they find the ‘five
percent that is in the market’.
Yet, anyone who has sold for a
while can tell stories of sales that were made to targets that
really weren’t in the market when they first contacted them.
And that’s where the selling skills come in.
How Can We Help Your
Company?
To begin with, we’ve harnessed the world
wide web to address the ‘time’ issue. We understand that the
topics that are covered in sales meetings cannot just be
eliminated. We therefore have the ability to deliver our
sales training workshops face-to-face, over the web, or in a combination.
Secondly, we take the time to get to know what your
sales team needs so that we can meet your training objectives.
Our analysis will be tailored to provide sales
solutions that reinforce your corporate values and positively
affect your bottom line.
Regardless of whether your company sells
financial products to consumers, technology solutions to Fortune
500 companies or chemical additives to large manufacturing
companies, your sales force will benefit from sales training
workshops that utilize today's most effective sales concepts.
These concepts deliver results and will take your sales force to
the next level of achievement.
Effective sales training is the foundation
upon which lasting sales success is built. It has to provide
more than just what-to-do training, it must also show you how to
do it along with providing the opportunity to hone your skill by
actually doing it. For training to be truly effective, it needs
to be a process and not an event.
Your salespeople are only as good as their
sales effectiveness in front of your customers. A sales
representative must have a established, easy to implement sales
system - a system that is targeted and focused to show your
customers how your company can help them do what they do better.
Our high quality, time-tested programs are
targeted to developing sales skills, enhancing performance, and
providing on-going reinforcement to individuals and their
companies. Look through our various offerings on the following
pages and see which course or courses would help you take your
sales to the next level.
To learn more
about our proven workshop methodology,
Click Here...
