Tag Archives: Training

Sales Leadership Training – Sales Training on How to Get an Ocean of Referrals

by TomD.

One of the reasons why sellers and business owners take advantage of expensive sales leadership trainings is because they want to boost their sales and revenue and grow their business by up to a hundredfold. In this article, I will help you reach these goals for free.

The key to boost your sales is to bring in more customers. Aside from aggressive marketing campaign, you can also achieve this by creating a golden chain of referrals where your customers will refer you to other people who might be interested on what you offer.

How can you get your customers to recommend you to their colleagues, friends, and family members. Well, the answer to this is very simple; treat them right and make them feel like a star. Let me give you an example; One of my clients who owns a coffee shop did not want to spend money on his advertising campaign decided to use his current customers to get the word out about his business for free. What he did is he filled his shop with reading materials that are interesting to his target market. He hired more personnel who will greet his customers and attend to their every need. He also invented a “free coffee day” and hosted a party for his loyal customers at the end of the month. He treated his customers as friends and family members. As his customers were extremely happy with his service, promotions, and products, they were more than happy to refer him to all the people they know. This has resulted to enormous sales and revenue.

If you want to follow his footsteps, here are the things that you need to do:

1. Treat your customers as stars. Give them everything they need and more. Make them feel how much you value their business by giving them 100% satisfaction. Think of products or services that will meet their needs and demands. Lastly, go out of your way to make sure that they will feel like royalties.

2. Ask for referrals. Talk to your customers one-by-one and ask for people that they know of who might be interested on what you sell. Ask them if they can recommend you to 2-3 people. Then, ask them if they’ll be willing to call these people in your behalf. If you were able to make these people happy each time they do business with you, I am pretty sure that they will not mind calling these people at all.

3. Reward your customers. Send these people with flowers or free products each time they were able to bring business to your doorstep. This will motivate them to look for more people who might be interested in buying from you.

Do you want to learn more about how I do it? I have just completed a brand new free guide.

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Sales Training Goals

Sales training goals can be a behavioural change or increasing the performance. Usually most sales people apply their techniques, wisdom in the old manner, and they abandon the real live practical training and skills through which they can genuinely get benefits. Sales training goals must be directed to produce some changes in the behaviour of your sales people.

Your company’s entire management team from top executive to a manager needs to apply some amount of commitment for sales training. The real techniques and new skills, which you teach in the sessions to your sales people, must be applied in practical sessions repeatedly in order to achieve the goal. Any executive or top management team must repeat the new skills in their daily conversation with any member of sales team in order to accomplish the goal. If you communicate the new skills and technique on a regular basis, your sales people will undoubtedly try to adapt those skills and techniques in their routine life. Hence, you can achieve the sales training goal without mush hassle.

The new approach, which your sales people will start following, must be conveyed in such a way that they believe that it will not fade away with the time and hence, will become a part of their sales culture. You must design training curriculum to achieve behavioural change.

If you want to achieve your sales training goals, you need to follow some basic rules. To transform your sales people behaviour, techniques and skills in order to achieve the goals, you need to set some manageable goals that can be realistic enough to be achieved by your sales people. Most of the time, it happens that you fill them with various responsibilities, and there seems to be a large list of to do note which shows that you want enough goals to be achieved at the same time. This makes them bewildered in order to complete the task and achieve the goal, hence set the manageable number of goals in your sales training.

You must clearly define the goals for achieving them thoroughly. Most of the companies fail when they try to achieve goal which is not clearly understood by their sales people. Hence, clearly mention, such as what this week needs to be done, what you want to achieve till the coming month, and what events are necessary. This will help your sales team to understand what they particularly want to achieve instead of just advising them to achieve success and amount of dollars.

Make your sales training well planned as this will affect in achieving the goals. You sales training must be well planned which can give effective ideas to your sales people. A well planned routine training can establish the goal more effectively than the training which happens just after appraisals for pointing out the weak points.

Set your trust in your sales team. It is highly essential to set the trust in the people whom you are training you need to guide them properly, and hence you need to trust on them so that they can honestly work out the outcome in a positive manner. In this way, your sales training goal can be achieved.

You must keep altering your goals because assessment is extremely necessary to determine whether the goals are producing the results or not. Hence, to achieve the sales training goals, you need to do lots of hard work because ultimately you want the success of your business and that can not be possible without team motivation.

We recently engaged a company offering sales training Melbourne and they have given us some good ideas to help increase sales for our business. Their small business sales training service was customised to suit our needs.

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Telephone Sales Training

When I decided to become a salesman which was in 1960 I had the good fortune to join a newspaper group that was just about to develop an operation to sell Classified Advertising. It may surprise you to learn that Classified Advertisements had not been actively sold previously by any newspapers in the UK.

I was 30 years of age at the time and as a rookie salesman I joined a new team of recruits formed to sell Classified adverts to the local business community. At the same time a new telesales department was set up with 12 new female telesales operators. This operation was duplicated throughout every newspaper office within The Thompson newspaper group. Because this was a new operation, no local experience existed in our city or indeed within the whole of the UK. Trainers were brought in from America and were set up in offices in Fleet St London where those recruited as Sales Managers for each Newspaper were put through a crash training course in selling classified ads on the streets and via the telephone. These new managers then returned to their local newspapers to train the new personnel, the male recruits were to sell in the field and the females were to sell over the telephone.

I first joined the field sales team and within a year had become the best salesman on the team and was then given the opportunity to move into the telesales department, first as a telesales operator and when I had proved I could make the sales I was then made the trainer for the department. After a while I was appointed Field sales manager and later was given the position of Classified Sales Manager for a group of local newspapers where I had to create the whole operation from scratch. This was invaluable experience for me which later on in a new sales career Telephone Selling became the cornerstone of my future success.

I had reached the top of the promotion ladder in the newspaper group and I was only 42 and the prospect of marking time in that position until i was 60 did not appeal to me so I took the risk of becoming a self employed Insurance salesman. The first day in my new career I discovered that field work – cold calling ion businesses to sell insurance was not going to be a rewarding proposition because of the difficulty of getting in to see the proprietors.

On my second day I picked up the telephone and made 5 calls to a selected group of local companies.

At each call I made a short introduction and asked for an appointment with the Managing Director.

From those 5 calls I made 3 appointments. This conversion ratio convinced me that I would succeed in this business so I immediately recruited and trained a part time telesales girl who then proceeded to make all the future appointments I could cope with. The hardest job in selling insurance is finding suitable prospects to talk to. I had created a mechanism that provided me with an endless supply of the right type of people to whom I could sell my service. The result of this was that by the end of my first year in my new business I earned 20 times ( Twenty) more than I had earned the previous year as an executive in one of the largest companies in the country.

I then went on to replicate a telesales operation in 10 branches across the UK to provide appointments for salespeople I had recruited and trained to sell the same service.

Telesales was a new phenomenon at that time but has since proved to be a catalyst in the growth in sales of thousands of businesses throughout the country.

Don has over 40+ years experience in sales and sales-management in the advertising and Insurance industries. He is a highly successful and motivated entrepreneur involved in training salespeople through books and articles. His New Sales Training Course is now available. He is giving a huge Early Bird Discount off the price as he needs more reviews to build the Maketing Campaign for the Course. You can take advantage of this discount Now at http://www.themasterskillsinselling.com

Building Needs Through Sales Training

When it come to closing any sale of the business and beforehand providing any sales training there are some perceptions that knocks in the mind:

• Need: one may not be even aware about the product or service and what benefits it can deliver so you need some training to give that instruction.

• Answer to Question: it gives a designation where one can ask as many questions as they are not clear about to find the best solution even in case of emergency and instant solution.

• Money: it delivers right results with the investments and builds trust and confidence in case of expected results of closing of sales.

It is supposed to be kept in mind that no one is interested in any of your product unless they identify any need of it. And sometimes needs are build as per changing circumstances and not waited to come as one advances for. Any sales training focuses about the customers and their circumstances. Any sales person job is to identify needs before presenting a solution to the potential customer.

It is not necessary to market your product to everyone but only to the one who are most likely to buy it. Lead generation and lead conversion are two distinct processes. Few of the strategies forces selling which may prove to be expensive and wasteful at times. In case of lead generation the benefits of the product are highlighted and explain how the problems are solved and needs are developed. The prospects that are unable to make a purchase are excluded in the very beginning.

Finding customers is a very critical part of any sales training. It develops a talent to convert all desperation into sales and gives no space for urge resistance. The more the attention is provided to the customers it increases the credibility and trust. So if all the marketing is done in proper way then the product usually seems to be the only solution to the customer at the time of requirement. And even if customers remain in some hesitations the training is what that helps in providing better and trustworthy solutions. In other words one just needs to frame well all the details and benefits relating to the query and understand what the customer actually needs.

This concludes the end of the regular classes of building needs for selling. Any prospect will fall into your lead if you are prepared with all your equipments and ready to close the product seal.

Robmalec gives Sales Training Vancouver service to deliver the best of sales returns and profits on regular basis.

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Connect With Confidence: Sales Communication Training


Are you preparing an important sales pitch? Are you searching for the best data, current statistics and impressive quotes? Find out how the 5 most important secrets to make a great impression.


Whether you are connecting with clients or prospects, your success depends on how you communicate. More and more sales professionals know that communication is the key ingredient of success. In fact, sales communication training is growing by leaps and bounds. The reason why? Sales norms, sales standards, and sales practices have changed.


Gone are the days of the plaid suit. Gone are the days of the talk-as-fast-as-you-can and never listen. Gone. Good-bye.


If your organization wants to escape outdated modes of selling, act fast. It’s time to boost confidence with communication training. Here are 5 tips to get the ball rolling in the right direction.



1. Ask More Than Answer

There’s no simpler way to start communicating…and stop pitching. Ask more questions. Ask about facts, figures, experiences and feelings. Ask about history and culture. Ask about trends and patterns.


Ask your clients and prospects to show you what’s important in their world.


See…it’s not all about your product and services. In fact, it’s much more about getting into their worldview.


2. Get Curious

As tempting as it is to jump in and solve every problem, don’t. Get curious. This means, continue Tip 1. Ask more questions. Ask why. Ask how. Ask why again.


Focus on extracting their real experiences, problems and frustrations. The more you get curious, the more you’ll see the real picture. And it won’t be a partial, tip of the iceberg view. It will be a deep, powerful and insightful understanding of their needs—and the ideal solutions.


3. Shift Focus

Keep going. This is where the rubber meets the road. Shift your focus from “I” to “You.”


In classic terms, this is also where the shift happens between features and benefits. But so many people struggle with this and continue to mush them together, that this is an easier way to get to the core.


If you are talking about things that matter to you, your organization or your product and services, you are speaking in “I” terms. More often than not, you’re focusing on features.


If you are speaking to things that matter most to your customer, you are addressing “You” terms. This is the secret side door to speak to benefits.


Seriously. Thousands of expert sales professionals continue to mix this up. Take the shortcut through the side door. Shift things that have a “You” focus.


4. Listen

The lost and ancient art. There’s a lot to learn about listening. It is not just waiting until the other person finishes. It is not forming smart responses while the other person talks. It is not jumping in at rapid-fire speed to look intelligent.


Listening is more than that. Practice the art of listening. Truly listen. Listen to what your client is saying…and not saying. Listen to the emotions underscoring different phrases. Listen to what he or she is saying with their body language.


If you want to improve your sales communication skills, focus on listening. Working with an executive coach is the quickest way to build these skills. You’ll get personal attention, skills practice, and situational exercises to get better at listening.


5. Add Value

Communication is more than filling space. It’s about adding value. As you get more insights into your clients and prospective clients, think long and hard about adding value.


Look outside the bounds of printed materials, case studies and whitepapers. Think about what your client would truly value. Keep asking this question and you’ll jump start creative answers—that will give you a competitive edge.



Oh. One more thing.


While your boyfriend, girlfriend, husband or wife is not on your sales team…you can use each of these tips at home. Who knew that sales communication training could lead to happier relationships?


Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through online presentation skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/

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Sales Training Hull

During difficult economic times it becomes increasingly difficult for a business to be able to quickly and easily sell their products. It is not only more difficult to find individuals or businesses that are willing to buy but incredibly difficult to find those that are willing to buy at anything but the lowest price. Through effective and efficient sales training Hull businesses can enjoy potentially greater results so that they enjoy more sales of a greater value providing more potential for profits.
One Day Courses
For people that are new to selling or are returning to the sales forum after some time away there are one day courses that act as an effective introduction or refresher course. These courses include elements on prospecting for potential buyers or clients, planning the sales approach, and making a sales pitch. Modern sales training Hull tends to concentrate on persuasion rather than forceful sales tactics because these have proven considerably more effective.
Leadership Development And Managerial Training
Not every member of the sales team is necessarily involved in direct sales. As well as those that identify potential leads there are also managers, team leaders, and executives that perform a variety of different roles. Leadership is important in a sales team and sales training Hull can include leadership development and managerial training courses that are designed to create leaders and develop stronger teams.
Negotiating Skills
One of the key aspects of sales is the ability to negotiate with clients and prospective customers. The key to negotiation is to find a solution that best suits all parties involved. If your negotiations are geared solely towards your business, for example, you are unlikely to make a sale whereas those negotiations that concentrate almost entirely on the customer will not prove beneficial enough to your business.
Presentation Skills
Another important area of sales is presentation, or the pitch. If you are required to tender for a bid then you will need to hone your presentation skills to ensure that you enjoy the best possible outcome and win more contracts. Through presentation and negotiation skills you can help benefit your business and these are both available as sales training Hull courses.

TotalTrainingSolutionsGB.com offers a wide range of sales training Hull courses. From one day refresher courses to advanced negotiation skill training we can help develop your sales team.

Increase Sales – With Sales Training

People often ask me, how can I increase my sales? Will sales training help me? How can I hit my target every month etc. Well the obvious answer to the question of sales training is yes it will help depending on the quality of the sales training course you attend.

One caveat to the above is that the essence of knowledge is using it and there is no point attending a sales training course, developing new skills gaining new ideas and not putting them in to action. People often return from a sales training course full of enthusiasm and prepared to try new ideas but find the first prospect they speak with using the new technique says no, they then revert back to their old ways saying the new skills they learned on the training course did not work. It s important that sales people persevere with new sales skills and knowledge they acquire on the course.

When it comes to increasing sales there are only 2 things you can do, the first of these is to find plenty of prospects who may have a need or want for your product or service. The more prospects you have the better your prospects and always remember ‘if you have no prospects you have no prospects!

You also have to qualify are these people really a prospect or a suspect? A suspect is just a name where as a prospect is a name that you have qualified as being some one who does have a need for your service or product, also has the ability to pay for the product and also has the authority to make the decision on the sale.

Once you have enough prospects it means sales are easier and less pressurised, because as long as you have plenty of people to contact –it doesn’t really matter whether this person buys because there will always be some one else who will buy. Good prospectors are not overly worried about whether people purchase as they have the numbers in their favour. They work on the basis of SW/ SW /SW which means some will buy some won’t so what. You see once you have enough prospects, some formal sales training and understand your sales numbers (activity to sales) the pressure is off.

The second thing you can do is become more effective at each of the steps of the sale, this includes areas such as rapport building, questioning, listening, presenting the product, closing and dealing with objections.

These are all skills that can be learned on any effective sales training course, So when people ask me how do I achieve more sales the answer is easy –increase your activity (the number of prospects you ask to purchase) and improve your sales skills. Both of these can be easily addressed by attending effective sales training courses

Would you like to increase sales with sales training? Frank O’Toole from Premier Training is helping people to achieve with sales training courses, let’s achieve.

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