Nov10
Sales Development Training That Works
Posted by Nick in Corporate Sales Training | 1 Comment »
How To Get Most Out Of Sales Development Training
Some sales development training efforts take off like a rocket while others never get off the ground. You can’t simply hire a sales trainer to put on a “dog and pony” show and expect improved sales results. So, here is some advice that will insure you get the most out of your sales development training.
A) Preparing For Sales Development Training
1) Why should someone buy from you? You must have the answer to this question before you start any sales development training effort. You may think you know the answer but only your clients can truly answer this question. I urge you to interview a few of your clients and uncover how they are benefiting from using your product or service. Use what your clients tell you to build a foundation for your sales development training effort.
2) What are the three or four most common objections raised by prospects about your product or service? You must be prepared to crisply respond to each of those objections so get them out on the table. Sales development training has to tackle these difficult objections if you expect the program to generate the desired results.
3) If your plan is to hire a sales development training expert, provide them with the answers to the above two questions and see how they respond. Hire the sales development training professional with the best approach to your unique situation. You must educate that sales development training professional before they can educate you. Communications is key to a successful sales development training launch.
B) Post Sales Development Training Activities
Most sales development training involves a one time event. For that reason, it is difficult to get the new skills to “stick to the ribs”. All too often, they are forgotten in a few months after the training. Only consistent reinforcement of the skills can prevent this from happening. You should focus on this “reinforcement plan” before you launch your sales development training program.
Sales development training could be expensive but when done correctly, it should generate an excellent return on your investment.
There is a sales development training option for you to consider. It is a DVD based sales training program that is uniquely efficient for training a sales force. The program, “Superstar Sales Skills In A Box” puts sales skills at the center of your sales team’s culture.
I invite you learn more about “Superstar Sales Skills In A Box” as a cost effective answer to your sales development training needs.
Nick Moreno, Sales Trainer
National Sales Center, Sales Development Training Company
Nov4
Sales Force Training Makes Good Things Happen
Posted by Nick in Corporate Sales Training | 0 Comments »
OPEN LETTER TO SALES MANAGERS ABOUT SALES FORCE TRAINING
Let sales force training take your sales team to the next level… in any economy.
It’s not easy being a sales manager. You have to master a wide variety of skill sets and every day is a little different. I’m aware of these issues because I did my time as a sales manager and often work with sales managers to help them improve sales results. The advice I most often provide to them is to stay focused on employee development and conduct a sales force training campaign. Notice I did not say… sales force training “session”. Sales force training must be an ongoing process and not a one time event. I like to view it as a sales force training “campaign”.
One time sales force training events don’t “stick to the ribs”. Your sales force, after a few months, will most likely go back to their “old ways of selling”. What good is that kind of sales force training? That’s why we recommend a sales force training program that is ongoing… week after week. You need to put sales skills at the very center of your sales force’s business culture. You need to reinforce their new sales skills by conducting sales training at all of your weekly sales meetings. But, there is a problem…
Sales Force Training Program
Most sales managers don’t have the time or sales training material to conduct weekly sales force training sessions. Sales managers already have a ton on their plate. So, while sales force training seems like a great thing to do, it often never happens. Well, there is an answer.
Allow me to introduce you to an exciting sales force training program called “Superstar Sales Skills In A Box”. Why not allow professional sales trainers to train your sales force? Here is how this powerful sales force training program works.
Every month, sales managers receive a new sales training DVD that contains 4 weekly sales training sessions. Each sales training session is about 15 to 20 minutes long and is designed to be played at weekly sales team meetings. This sales force training is unique and to the point. The benefits of this sales force training program are:
Weekly reinforcement of sales skills
Inexpensive professional sales training
Salespeople remain in the field… and productive
You should also know that this is a 12-month sales force training program. Also, every month your sales force will be introduced to a world recognized sales training consultant. This is a first class sales force training program.
We both know that the sales force with the best sales skills will win more often than not. It’s all about powerful sales force training. If that’s what you’re looking to accomplish, I invite you to learn more about this exciting sales force training program.
Nick Moreno, Sales Force Trainer
National Sales Center, Sales Force Training Company
Oct5
5 Sales Tips For Selling In A Slow Economy
Posted by Nick in Corporate Sales Training | 0 Comments »
Salespeople need to be on their toes during a slow economy. So, here are 5 sales tips to help you sell more in a slow economy.
1) Qualify Every Prospect
Working only with qualified prospects is important in any economy buy this sales skill is highlighted in a slow economy. You can’t afford to spend your valuable time working with people and companies that can’t afford to purchase your product or service. Stay focused on this point and put your sales time to good use during a slow economy. If you are having a difficult time finding qualified prospects in this slow economy, you may want to consider some sales prospecting training.
2) Position Your Offering
Will your product or service save your prospects money? If so, it must be positioned as such because that’s what prospects need in a slow economy. Will your product or service make prospects more productive? If so, that’s how your offering must be positioned. During a slow economy, prospects are looking to increase efficiency.
3) Cost Justification
Your prospects must not view a decision to purchase as a decision to spend money in a slow economy. Instead, they must see that they are investing money. If your product saves prospects money, you must show them how much they will save. If your product makes prospects more productive, you must translate that efficiency increase into dollars and cents. During a slow economy, you must focus on providing a return on investment.
4) Reference Selling
Expect prospects to be more cautious during a slow economy. You need to ease their fears over making a wrong decision and you do that by providing them with references. Tell your prospects about specific clients and how those clients benefited from using your product or service. Remember this sales strategy and you will sell more in a slow economy.
5) Use Top Notch Sales Skills
A slow economy will test your sales skills and sales strategies. You may want to consider some extra sales training to insure you are up to the challenge. It’s not “business as usual” in a slow economy. You must bring your “A Game” to every sales appointment.
I hope you’ll remember these five sales tips for selling in a slow economy. Remain confident and know that the salesperson with the best sales skills will always enjoy the greatest sales success, especially in a slow economy.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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Sep23
Prospecting For Sales - Sales Prospecting Training
Posted by Nick in Corporate Sales Training, Sales Training To Improve Sales Results | 0 Comments »
Just another fun day hitting the phones and littering the Internet with E. Mails. Prospecting for sales can be such a drag on a salesperson. Well, let’s change all that with some free prospecting training.
Prospecting For Sales
You can make prospecting for sales a profitable use of your time if you get the sales prospecting training to make that happen. How About some free sales prospecting training?
Make twenty prospecting calls every day instead of one hundred prospecting calls on a single day. Daily activity becomes a habit but doing one hundred on a single day will drive you loony.
When you are prospecting for sales, give people a compelling reason to grant you an appointment. Let them know what’s in it for them. Don’t pitch your product. This sales prospecting training tip is about selling benefits. That’s the only way to do some prospecting for sales. And, that’s sales prospecting training you can take to the bank.
Prospecting Training
When you are prospecting for sales, begin your prospecting message with customer success stories. “I did it for them, perhaps I can do it for you.” Now, that’s sales prospecting training that works.
I urge you to learn more about sales prospecting techniques. You can do so by checking out a solid sales prospecting training program.
To Your Prospecting For Sales Success,
Nick Moreno, Sales Coach
National Sales Center, Sales Training Company
Sales staff training can be effective without spending a small fortune. Sales staff training is not something you should do. Sales staff training is something you must consistently do if you want to drive sales excellence.
Sales staff training will benefit your new, as well as your experienced sales reps. When you start a sales staff training campaign, you are providing your team with the tools they need to succeed in sales. So, sales staff training must be part of your overall strategy to increase sales performance.
Most sales managers and directors think that sales staff training needs to be expensive. That’s simply not true. Sales staff training can be very inexpensive and the results could be amazing. So, let’s look at some effective yet inexpensive ways to meet your sales staff training requirements.
Sales Staff Training Requirements
Your team probably has a wide range of sales skills and experience. Therefore, you need a broad based approach to sales staff training. You get that broad based approach when you get sales training for your sales staff that covers the entire sales process. I recommend an inexpensive sales training DVD that covers the entire sales process. This way, you’ll insure your sales staff training requirements are fully met. This sales training program is titled “The Progressive Sales Process”.
Here’s another approach to sales staff training that I highly recommend. This approach to sales staff training putts sales skills at the center of your team’s business culture. This is a year long program that supplements your weekly sales meetings. This program keeps your sales team focused on sales skills and using those sales skills to increase sales performance. This program costs more than the previous program but it’s well worth it. You should check out “Superstar Sales Skills In A Box”.
Whichever approach you take to sales staff training, you are on the right track to increasing sales performance. Start today and never look back.
Nick Moreno, Sales Coach
Prospecting Skills Training
Sep15
Sales Consulting For Peak Performance
Posted by Nick in Corporate Sales Training | 0 Comments »
Sales consultants work with puzzles. But, sales consulting isn’t just about putting the puzzle together. Instead, sales consulting is more about discovering which pieces are missing and which pieces don’t fit just right. At least, that’s my approach to sales consulting.
Sales Consultants
My work as a sales consultant is about discovery. I always begin my consulting by interviewing the sales reps. Salespeople know what’s happening because they work in the field… where the action takes place. They meet with customers and prospects every day. During my interviews, I ask salespeople to put on their sales consulting hats and tell me what they are experiencing in their territories. I also ask them about their sales strategies.
Next, I look at sales activity levels and how those sales activity levels relate to the close rate. But, sales consulting isn’t about activity for the sake of activity. Sales consulting is all about the close rate. You can never take your eye off the close rate if you expect to perform as a sales consultant.
Sales Consulting
Let me explain why the close rate is so important to a sales consultant. It may appear logical that increasing sales activity will increase sales productivity. But, what do you think happens when salespeople start going on any old appointment just to meet higher sales activity levels? That’s why sales consultants must stay focused on the sales close rate.
Often, sales consultants discover issues with a company’s sales proposal. After all, this document delivers the sales message. That message must be crisp and properly structured. As a sales consultant, I study the “Executive Overview” section because that’s often the only section the “ultimate decision maker” ever reads.
Sales Consultant
At times, I discover that a company has problems because they ignored the need for sales training. Salespeople are unprepared for the common objections that they hear in the field every day. Some may need help implementing the sales process. When that happens, I go from sales consultant to sales trainer.
I enjoy my work as a sales consultant but that’s not to say that sales consulting is easy. A sales consultant can leave no stone unturned. Finding the problem isn’t the end of the sales consultants work. Sales consulting isn’t over until the solution to the problem is successfully implemented.
Nick Moreno, Sales Consultant
National Sales Center, Sales Consulting Company
Free Sales Training Videos And Sales Skills Advice
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Sep10
Sales Force Training - A “Must Do” For Success
Posted by Nick in Corporate Sales Training | 0 Comments »
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
It’s not easy being a Sales Managers. You wear many hats and just about everything is a priority. I did it for years and I know it takes a ton of energy to succeed. One thing that helped me succeed was that I conducted a lot of sales force training. My teams always appreciated my sales force training sessions and I always appreciated the results my teams generated.
The average sales force is exposed to a lot of training but very little of it is sales training. Typical sales force training covers things like new procedures to enter orders, new product training, etc… But what about sales force training that strictly addresses “selling skills”? I think we need more of it. The sales force with the strongest sales skills will always be ranked at the top of the charts.
Training A Sales Force In Sales Skills
Sales training has always been one of my strengths, perhaps because it was something I enjoyed. I attribute much of my success as a Sales Manager to my sales force training sessions. I also meet some great and productive Sales Managers that had an abundance of strengths but sales force training was not one of them. If you are one of those Sales Managers, there are many things you can do to get your sales force the training they need. Consider the power behind a good sales training DVD. Just place it in your PC and you are off and running!
Sales Force Training Increases Sales
A sales force training program could make the difference between sales success and sales failure. Also, salespeople appreciate the fact someone took the time and had the initiative to get them the sales skills they need to succeed.
It is very wrong to think seasoned salespeople don’t get something out of a solid sales force training program. Seasoned salespeople often get stuck in a routine of selling a certain way. New sales skills will put an extra bounce in their step.
Delivering Sales Force Training
Are you searching for some solid sales training material for your sales force training program? Perhaps one of my sales training videos can help.
Typically, individuals that want to increase their sales skills and close more business use my “Progressive Sales Process” sales training videos. That said, it is also excellent for a sales force training program. There are two DVDs in this sales training program and you may want to play a chapter during your weekly sales meetings. It’s a great way to deliver your sales force training.
“Superstar Sales Skills In A Box” is another sales training program for you to think about. This program was developed strictly for sales force training.
Well, good luck with your sales force training program.
Nick
Sep5
The Lost Art Of Salesmanship
Posted by Nick in Corporate Sales Training, Industry specific sales training, Sales Training To Improve Sales Results | 0 Comments »
In today’s world, you don’t hear the word “salesmanship” used very often. Think about it. When was the last time you read the word “salesmanship” or someone said the word “salesmanship” to you? Perhaps salesmanship became politically incorrect and should be replaced with “salespersonship”. Well, words come and go and that’s not my issue. My issue is that I don’t see the sales skills of salesmanship being practiced and that bothers me.
Salesmanship
I recently went to a jewelry store looking for a new watch. I assumed it would have been a good sale for the salesperson so I expected to see some good old salesmanship in action. Unfortunately, I didn’t see any salesmanship. I don’t consider handing me a watch I pointed to in a glass case salesmanship. No, I didn’t buy a watch from that “salesperson”.
Now I’m first to admit that I go overboard in my search for salesmanship. As a sales trainer, I teach salesmanship but I’m also a student of salesmanship. I enjoy seeing “salesmanship” being practiced and I’m just not seeing enough of it.
Where Is The Salesmanship?
A few months ago I was at a dealership looking for a new car. One would expect to see a ton of salesmanship at a car dealership. Well, again I was disappointed. Someone must have told the “salesperson” that it was important to get the prospect to sit in the car and go for a test drive. The salesperson asked me to do just that… at least five times. Other than that, I saw absolutely no attempt on the part of the salesperson to practice salesmanship. No, I didn’t buy a car from that salesperson
What happened to salesmanship? Let me tell you about this real estate agent I encountered. Not once was I asked what’s important to me when it comes to purchasing a new home. Instead, I’m told six times about this great breakfast nook! I don’t care one bit about a breakfast nook! I’m starving to see some salesmanship!
The Need For More Salesmanship
My guess it that eighty percent of salespeople don’t practice salesmanship. I know that’s a big number but think of this fact. Twenty percent of all salespeople generate eighty percent of the sales. Why? I believe it’s because that twenty percent practice salesmanship.
How come the same sales reps always appear on the top of the ranking reports… month after month… year after year? I believe it has everything to do with salesmanship.
Salesmanship is all about the professional and successful execution of the sales process. The sales process is a communications process that joins a buyer to a seller. If you don’t know the sales process, you can’t practice salesmanship. Salesmanship is not about being a “walking talking” product pamphlet. Salesmanship is about the sales process.
Every day I hear that the economy is slowing and that companies and people are not spending money. If they did, the economy would improve, more products would be manufactured and more people would have jobs. I wonder how much of this slow economy is tied to a lack of salesmanship? Salesmanship creates demand and when there is a high demand for goods and services, companies and consumers spend money. I know I’m being very simplistic but this lack of salesmanship is probably one factor to think about.
Look at it this way… I still have my old car and my old watch.
Nick
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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Sep3
Account Management
Posted by Nick in Corporate Sales Training, Sales Training To Improve Sales Results | 0 Comments »
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
I’m often asked about account management strategies. After all, in this economy account retention is critical so account management is getting a lot of buzz. Account management is something I usually discuss in my major account sales training sessions but it looks like it’s time for an account management article.
What Exactly Is Account Management?
Account management involves a plan or sales strategy to retain an account and lock out the competition. When a company sells multiple products, account management may also involve an account expansion strategy. The goal is to insure your account is using all your products and not buying some of them from the competition. If your account is also doing business with the competition, your account management strategy is to close that window to your competitor.
On account management strategy to consider when your account is also doing business with your competitor is a volume discount. The concept behind this account management technique is… “The more you buy, the less you pay”. Volume discounts are a powerful account management tool and if you are not using them, know your competition will use them as an account management strategy to lock you out.
Account Management Plan
Every “decision maker” must be part of a solid account management plan. Too many salespeople just focus on those that actually use the product and that account management strategy could lead to disaster. While a sales rep is calling on the end user, the competitor may be telling the CFO how their company can save money by using a new supplier. So, insure your account management plan covers everyone from end user to “C” level executives. With that type of account management plan, you are covering all your bases.
Your account management plan must also include periodic account reviews. Include several layers of management from your company and their company when implementing this account management strategy. As pat of this account management technique, you must follow up with a formal document outlining the issues discussed. This account management strategy also provides you an opportunity to present new products to your client during the review.
Account Management When Things Go Wrong
Sooner or latter, something will go wrong with the use of your product or service. Obviously, customer satisfaction is a major component of any account management plan. You must react quickly and keep your customer informed as you work to correct the problem. In fact, your account management strategy is to keep multiple layers of management informed and allow them to see that you are properly addressing the issue with urgency. At the appropriate time, remind your account how hard you worked to fix the problem. This reminder must be part of your account management plan.
Account Management Problems
You need to be aware of a few account management red flags. Stay on top of your account management plan when one of your account’s executives is replaced. The new executive may want to switch to a vendor they previously used. If that vendor is your competitor, know your competitor’s account management plan is all about replacing you.
Price decreases or new products from your competitor will always be a threat to your account management strategy. For those reasons, sales skills are an important part of any account management plan.
If you would like to improve your sales skills, let me recommend “The Progressive Sales Process”. It is a complete sales training video so you’ll be sure to get sales skills you’ll need to complete your account management plan.
To your great account management success,
Nick Moreno, Sales Coach
Sep3
Motivational Sales Training Seminars
Posted by Nick in Corporate Sales Training, Sales Training To Improve Sales Results | 0 Comments »
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
MOTIVATIONAL SALES TRAINING
When was the last time you attended a motivational sales training seminar? A career in sales has its “ups and downs” and that’s why I recommend attending a great motivational sales training seminar every so often. We can all use a little motivation… now and then.
A motivational sales training seminar could be your ticket out of a sales slump. When you are in a sales slump, prospects can read it and things just get worst. A motivational sales training seminar could get that bounce back in your step.
Benefits Of A Motivational Sales Training
So much of selling has to do with attitude and a good motivational sales training seminar is a great way to get an “attitude tune-up”. If you want to close a sale, you must first believe you’ll close the sale. You’ll get that “belief” when you attend a good motivational sales training seminar.
So, what is the driving force behind a motivational sales training seminar and why do they work? When a salesperson is introduced to new sales skills, they get excited and they want to put those new sales skills to work as soon as possible. They want to start earning more commissions and that’s the power behind a great motivational sales training seminar. Sales activity increases and we all know that an increase in activity leads to an increase in sales. That’s the added value discovered in my own motivational sales training seminar programs.
Why Motivational Sales Training Work
One of the goals of a sales training seminar is to motivate salespeople. Every sales training seminar should be a motivational sales training seminar. I enjoy watching salespeople rush out the door, eager to use their new sales skills. That what a motivational sales training seminar is all about!
Cost Of A Motivational Sales Training
It can get expensive to hire a great sales trainer for a day but the return on that investment makes it a worthwhile endeavor. That said, is it possible to get the same results generated by a motivational sales training seminar without all the expense? Let’s look at that in detail.
The motivation factor is represented in the excitement over using new sales skills. Salespeople are smart and they know that using the same old sales skills, day in and day out, will generally produce the same results. The motivation is found in the potential increase when new sales skills are unlocked. Well, you don’t have to hire a sales trainer to deliver a motivational sales training seminar to get that result. You just have to discover new sales skills.
Options To Attending A Motivational Sales Training Seminar
If you are a sales manager looking to generate the benefits of a motivational sales training seminar for your sales team, I’d like you to consider “Superstar Sales Skills In A Box”. It provides your sales team with a motivational sales training seminar session once a week for an entire year.
If you are a salesperson interested in gaining the benefits of a motivational sales training seminar, I have a few programs I’d like you to consider.
The first is “The Progressive Sales Process”. This sales training program is packed with powerful sales skills you will be anxious to use in the field. These sales training videos are like having your own motivational sales training seminar.
No salesperson is ever thrilled about prospecting for new appointments. If the “rejection propeller” is getting you down, I recommend “Leveraged Sales Prospecting”. You’ll discover new and exciting prospecting techniques at a fraction of the cost to attend a motivational sales training seminar.
If you are looking to get that bounce back in your step, consider “Top 20 Sales Strategies”. This is a motivational sales training seminar on audio CD that covers the “best of the best” sales strategies I’ve uncovered from the Sales Superstars.
You need to keep adding new sales skills to your arsenal as a way to stay excited. You’ll find those sales skills in a great motivational sales training seminar.
To your sales success,
Nick Moreno, Sales Coach
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