Discover Sales Training Supremacy
You may be thinking about sales training and wondering if it’s worth the time and expense. I’m going to cover these points. The one thing you know for certain is that you need to sell more and make more money. Is sales training the answer?
Well, here are your options:
1) Work harder… at things that are not working in the first place.
2) Continue doing the same things and just hope for different results.
3) Get serious about improving your sales skills and start claiming improved sales results.
When you look at it that way, sales training becomes the obvious answer. Sales success is not dependent on product, price, territory or competition. The sales rep with the superior sales skills will, more often than not, crush their competition. Sales training is the only way to get those superior sales skills.
There are many benefits to sales training. Obviously, sales training is about closing more sales but sales training benefits extend past that point. You’ll also discover how to close more sales in a shorter period of time. Sales training is also a motivator because you’ll be anxious to get out there and start using your new sales skills. I’ve seen even the most discouraged sales reps change everything for the better by using sales training to improve their sales skills and sales results.
What would happen to your income if your close rate suddenly doubled or tripled? I can’t think of anything that could provide a better return on investment than some powerful sales training. Your return on investment starts as soon as you begin using your improved sales skills and the returns continue throughout your career. Yes, sales training is a great investment.
Sales training need not be expensive. You no longer have to attend a sales training seminar or sales training course. You can now get your sales training at home on low cost sales training DVDs and CDs. So, think again if you thought sales training was expensive. I have one powerful sales training CD that cost less than eighty dollars. What return would you realize if that sales training CD generated just five or six additional sales for you?
Sales training is a necessity and not a luxury if you expect to generate outstanding sales results. You need skills to survive in sales and sales training is the difference between sales success and failure. Sales is serious business and those that choose to “wing it” never last very long. It would be very different for them if only they decided to get some expert sales training.
What’s the right type of sales training for you? If you need more prospects, you’ll benefit from prospecting sales training. If you need help dealing with prospects when you are “face to face”, you’ll benefit from solid sales training about the sales process. If you are looking to improve your sales techniques, you’ll benefit from sales training that focuses on sales strategies. You will never reach a point in your career where you no longer can benefit from sales training. Many of the most experienced and successful pros take two or three sales training programs a year.
If you are serious about sales success and want to join the top 20% that earn 80% of all commissions, I invite you to learn more about three powerful sales training programs on DVDs or CDs.
The Sales Process
“The Progressive Sales Process” is a complete sales process training program on a five-disc set. Discover the sales skills and techniques used by the top professionals whenever they are “face to face” with a prospect.
Sales Prospecting Training
“Leverages Sales Prospecting” is a two CD set packed with new, powerful and creative prospecting techniques. Discover how the Sales Superstars get appointments with people and companies that need their products or services.
Sales Strategies
“Top 20 Sales Strategies” is the perfect CD for serious sales pros looking for new and improved sales strategies and tactics. These sales strategies are all about one thing… closing more business.
Take a moment to learn more about these sales training programs and why we operate a different sales training company.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Experts
Nov18
Effective Sales Training That Works
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
There is Effective Sales Training And There Is Nonsense
Writing a piece on effective sales training is bound to be controversial but that’s all right with me. Sales trainers tend to be polite and respect each other’s work. I’m going out on a limb talking about effective sales training and the other stuff I call “bologna”… but it’s time for someone to do it.
First, let me firmly state that there are some fantastic sales trainers that I greatly respect. Some have been around a while and others are new to effective sales training. These people are great thinkers and masters at effective sales training. They change people’s lives for the better and help reps to provide a great life for their families. I greatly admire these effective sales training professionals.
That said, there is another group that comes up with sales training material that has nothing to do with effective sales training. In fact, what they call effective sales training, I find laughable! I don’t know what they are thinking but I find their “effective sales training” quite dangerous.
Outdated Sales Training That’s Not Effective
Here is a quick tip on how to find effective sales training. If the so-called “effective sales training” is available on VHS or cassettes, how relevant can it be in today’s markets? How about a 78 LP record! They must dust this stuff off and mail it out. This type of sales training promotes stuff like “Is Tuesday morning good or is Wednesday afternoon better”. Well, we’ve all heard that one. If you want effective sales training for today’s markets consider the delivery media.
“Effective Sales Trainer” From A Non Salesperson
Educators, Physiologist, Hypnotist and people that haven’t sold anything in years are promoting “effective sales training”. I say “Bologna”! Effective sales training can only come from a “street fighter” with recent sales experience. If I want to know how to hit a golf ball, I’ll go visit a PGA pro and not someone that has never been on a golf course. There may be some benefits to this type of sales training and I enjoy learning about salesmanship from different sources but you have to question if it’s effective sales training.
Effective Sales Training… My Foot!
I don’t know if some of these sales trainers are looking for attention or if they are serious about effective sales training. Here is what some of them are promoting as effective sales training…
“Listening is an over rated sales skill”
“Some sales reps are “as dumb as a brick” and corporations should not spend money training them.”
Have your child leave a Voice Mail message asking why the decision maker isn’t returning “their daddy’s” phone calls.
I’m serious. You can’t make up stuff like this. I fail to understand how anyone could consider these tactics as effective sales training.
Some teach what has to be called “manipulation” as effective sales training. Even if manipulation could work, there’s no room or need for it in professional sales. Forget manipulation as effective sales training.
Then we have all those tricks that are promoted was effective sales training to help reps get past a gatekeeper. Tricks don’t work and, like manipulation, there is no room for tricks in professional sales. I don’t see how tricks could be considered effective sales training.
So, What Is Effective Sales Training…
As I said, there are many effective sales trainers and I truly admire their work. When you get effective sales training from one of these pros, everything changes for the better. Not only do they deliver powerful and effective sales training but they also inspire and motivate salespeople to more than achieve their goals. In fact, these effective sales trainers also inspire me.
If you are looking for effective sales training, I hope this post helps you find it. I hope you’ll also take the time to discover why our National Sales Center is a different and effective sales training company.
We offer a wide variety of effective sales training courses and they are all on DVD or CD formats.
Sales Force Training
The above mentioned sales training programs are effective and designed for serious sales professionals. We never include “tricks” or “manipulation tactics” in any of our sales training programs. We only promote proven and effective sales training strategies that work in today’s competitive market.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
Nov17
Sales Training Coaching For Success
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
What Sales Training Coaching Can Do For You
I enjoy sales training coaching and it has its challenges. The challenges serve to make sales training coaching interesting and I want to elaborate on those challenges. But first, if you are not familiar with my work, here are links to my sales training coaching DVD/CD programs.
Sales Strategies CD
Sales Training Coaching Challenges
In order to achieve in “sales”, you need confidence. That explains why just about every salesperson thinks they are the best salesperson in the world. The sales training coaching challenge is to point salespeople to the hard facts about a career in sales. 20% of all salespeople earn 80% of all commissions. When it comes to sales training coaching, you have to get to the 80% of reps that earn just 20% of the commissions. My job is tell them they need to improve their sales skills and the only way to do that is with some powerful sales training coaching.
Sales Training Coaching Advantage
Too many failing sales reps think the keys to sales success is working harder. Frankly, nothing could be further from the truth. Working harder at things that don’t work is insanity. Besides, most of these reps are already working as hard as possible. So, it’s not about working harder. It’s about working with the sales skills generated by sales training coaching.
Sales Training Coaching And A Sales Slump
Even experienced sales reps can benefit from sales training coaching. At times, every experienced sales rep experiences a sales slump. Often, these sales slumps happen because the experienced sales rep starts using shortcuts when applying the sales process. They need to get back on track and they can do just that with positive sales training coaching. It is a great way to leave a sales slump behind and start generating those big commission checks.
Sales training is the ticket to sales success and the coaching you get can be the difference between sales success and sales failure. So, if you are serious about your sales career, get serious about sales training coaching and join that 20% of reps earning 80% of the commissions.
Learn more about our sales training.
Nick Moreno, Sales Coach
National Sales Center, A Sales Training Coaching Company
Nov13
How To Get Past The Gatekeeper
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
You’ll Get More Appointments Once You Know How To Get Past The Gatekeeper
Much has been written on how to best get past the Gatekeeper. Unfortunately, most of it is pure bologna. I say that because a lot of training about getting past the Gatekeeper involves “tricks”, and “tricks” are for armatures.
I’m sure you heard about these “tricks”. Tell the Gatekeeper that the Decision Maker is expecting your call. Tell the Gatekeeper you are returning the Decision Maker’s call. Gatekeepers know these “tricks” and you start your introduction with a bunch of lies. Your creditability goes down the drain and that’s not how to get past the Gatekeeper.
Aside from “tricks”, some training on how to get past the Gatekeeper is ancient. We’ve all heard the one about calling before 8:00 AM and after 5:00 PM. This technique is old and well recycled. There is no benefit in “learning” something you already know, especially when you are paying for the sales training. You need new ways to get past the Gatekeeper.
HOW TO GET PAST THE GATEKEEPER
Let’s start by changing the entire concept. It’s not about how to get past the Gatekeeper. It’s all about how to work with the Gatekeeper. After all, the Gatekeeper is just doing their job. They must insure the Decision Maker’s time is well spent. Your job is to convince the Gatekeeper that your message has value and that’s how to best get past the Gatekeeper.
It’s not about making the Gatekeeper your friend. It’s about treating the Gatekeeper that same way you would treat the Decision Maker. Like it or not, the Gatekeeper is now part of the sales process. Always remember that the Gatekeeper is one of the Decision Maker’s most trusted advisors. You must “sell” the Gatekeeper and stop looking for ways on how to get past the Gatekeeper.
Work with the Gatekeeper and the Gatekeeper will work for you. Tell the Gatekeeper about the benefits of your product or service. Explain how your products or services have helped other companies to improve. Why look for ways on how to get past the Gatekeeper when you can actually get the Gatekeeper to introduce you to the Decision Maker.
Respect the Gatekeeper and forget those “ticks” on how to get past the Gatekeeper. “Sell” the Gatekeeper and understand their role in the sales process.
If you would like to know more about this type of sales training, there is a sales prospecting CD program that will help you. The prospecting training program is called “Leveraged Sales Prospecting” and it’s packed with new prospecting skills, strategies and techniques. I invite you to learn more about this type of sales prospecting and these powerful prospecting skills.
So remember, it’s not about how to get past the Gatekeeper. It’s about having the sales prospecting skills and strategies to successfully work with the Gatekeeper. Use this sales prospecting strategy and you’ll get more sales appointments.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
ADDITIONAL ARTICLES ABOUT SALES PROSPECTING
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
Oct15
Free Sales Training Videos
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Looking For Free Sales Training Videos?
Free sales training videos are popular and they are all over the Internet. Free sales training videos accomplish two things. The viewer gets some sales tips and the sales trainer gets some exposure. I had over 30,000 views of my free sales training videos in the past 12 months. As you can see, I have a free sales training video for you here but I want you to know where you can find additional free sales training videos.
I hope you enjoy and benefit from this free sales training video…
As I said, the best you can do in a 4 minute free sales training video is capture a few sales tips.
This next free sales training video was a lot of fun to produce. The focus is not about a sales tip. The focus is all about the need for sales training.
All the free sales training videos in the world can’t substitute for a solid sales training program. Free sales training videos can improve sales skills but to get to the top of your game, you needs to focus on a sales training program. Sales is a profession that requires skills. Success will always go to the salesperson with the best sales skills. I invite you to learn more about my sales training videos and CDs.
Complete Sales Training Program
So, enjoy the free sales training videos but never overlook the benefits of a powerful sales training program.
Nick Moreno, Sales Coach
Discover why a sales job could be your ticket to success!
I graduated from College with a History degree and I passed on being an Historian or History teacher. Those are good jobs but I wanted a sales job. Many years later, I’m pleased with that decision so let me tell you why a sales job may be right for you.
A sales job is unlike any other job. Besides a salary, you get paid commissions and you get the freedom to set your own schedule for appointments. A sales job also carries additional perks such as paid expenses and a car allowance… or even a company car. So, a sales job is not a job to overlook.
A sales job also offers the most career advancement. Most CEOs started with a sales job. So, if you are looking to move up the corporate ranks, a sales job may be right for you.
You get paid on what you produce with a sales job. That’s much better than getting paid what someone else thinks you are worth. Also, you don’t need a special degree or personality to get a sales job.
The only question is why someone should offer you a sales job. That’s a problem for many looking for their first sales job. You need to prove you have the sales skills to succeed in a sales job. You also need to know how to answer those tricky questions you get when you interview for a sales job.
The answer is a very special training program for a sales job called “Six Figure Career In A Box”. First, you learn how to interview for a sales job. Then, you learn how to prospect for appointments. Last, you get the sales training you’ll need to succeed in your new sales job. Best yet, this complete sales job training program is on DVDs and CDs so you can learn at home. It is the easiest way to get the strategies you’ll need to land your next sales job.
Are you still interested in a sales job? If so, I urge you to learn more about the sales career training program, “Six Figure Career In A Box”. It’s the best way to get and succeed at your next sales job.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
Oct13
Sales Training Courses
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
What You Should Know About Our Unique Sales Training Courses.
As you know, there is no shortage of sales training courses. Serious sales reps use these sales training courses to earn more commissions and to succeed in their sales careers. I guess that only 20% of all sales reps invest in additional sales training. I came up with that number because 20% of all sales reps earn 80% of all commissions.
Let me give you a brief outline of the sales training courses that are available from our sales training company, The National Sales Center. I’ve organized them into four categories – Sales Training Courses For Individual Sales Reps, Corporate Sales Training, Career Sales Training Courses and Free Sales Training. As you can see, we are a full service sales training company.
Sales Training Courses For Individual Sales Reps
“The Progressive Sales Process”
This sales training course covers the entire sales process. It is a complete “A to Z” sales training course based on the best practices of the top sales professionals. The program is on a 5-disc set – 2 DVDs, 2 Audio CDs and a Sales Training Workbook on CD. Feel free to learn more about this sales training course.
“Leveraged Sales Prospecting”
This sales training course is all about prospecting skills, strategies and techniques. The sales training course covers new and unique ways to prospect for sales appointments and it’s a two CD set. Feel free to learn more about this sales prospecting training course.
“Top 20 Sales Strategies”
This sales training course covers 20 of the top sales strategies used by the Sales Superstars. The sales training course is on a single CD and promotes advanced sales strategies and sales skills. Feel free to learn more about this sales training course.
Corporate Sales Training Course
Our Corporate sales training course is unique and special. Unlike most sales training courses that are “one time events”, this sales training course covers a 12-month period. The name of our corporate sales training course is “Superstar Sales Skills In A Box”. Each month, sales managers receive a sales training DVD that contains 4 weekly sales training sessions that can be played at their weekly sales meeting. Each weekly sales training session last between 15 and 20 minutes.
We elected to go with a 12-month corporate sales training course for two reasons. First, we wanted a sales training course that would “stick to the ribs” and you just can’t get that in a “one time event”. Second, we believe that sales skills should be at the center of a corporate sales team’s culture and that’s what happens we you add sales training to every weekly sales meeting. Feel free to learn more about our corporate sales training course.
Career Sales Training Courses
Are you interested in starting a new career in sales? If so, we have a unique career sales training course for you called “Six Figure Career In A Box”. In fact, it is three sales training courses in one. First, you learn how to find and get a job in sales. Then, you learn how to prospect for sales appointments. Last, you learn how to sell like a Superstar. Feel free to learn more about our career sales training course.
Free Sales Training
Our sales training company also offers free sales training courses. We have free sales training articles, sales career articles and free sales training videos.
I hope you’ll take the time to visit our sales training company and discover all of our sales training courses.
Nick Moreno, Sales Trainer
Sales Training Articles - Free Sales Training Videos - Sales Training Blog - Prospecting Articles
Oct8
7 Sales Training Advantages
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Discover why sales training gives you the best return on your investment.
By, Nick Moreno
How many extra sales do you need to close in order to cost justify investing in some solid sales training? I know that answer depends on what you are selling and your commission structure but all too often the answer is less than one extra sale. For that reason, I can’t think of anything that provides a better ROI than sales training. Plus, your new sales skills stay with you for life.
In addition to increasing sales skills, I would like to draw your attention to seven additional advantages of sales training.
1) Shorter Sales Cycle
We all know that time is valuable and you can only work on a limited number of opportunities in your sales funnel. However, if you could work more efficiently and close sales at a faster rate, you would gain extra time to work on additional opportunities. You’ll get that extra time when you discover powerful sales closing skills in a solid sales training program.
2) Increased Sales Activity Levels
There is nothing exciting about doing the same things over and over… each and every day. But guess what happens when you add new sales strategies and techniques to your arsenal? You get motivated to put them to good use. So, another advantage of sales training is that it generates an increase in sales activity levels.
3) Centered On Selling
Too many salespeople spend very little time actually trying to sell something to somebody. Think about all those conference calls, sales reports, meetings and a ton of other activities that have nothing to do with selling something. The only way to earn commissions is to close sales. Sales training serves as a reminder of the only thing that puts money in the bank.
4) Powerful Confidence
Salespeople must march with confidence. You need to be confident in your product, your company and… Yourself. Sales training builds that confidence because it takes the guesswork out of selling. Prospects must see confidence in a salesperson that’s attempting to sell them something. You add to a salesperson’s confidence when you provide them superior sales skills through powerful sales training.
5) Increased Efficiency
I don’t see any value in a 20% close rate yet that remains the goal of many salespeople. How can you get rich by failing 80% of the time? The problem is that too many salespeople try to sell something to unqualified prospects. You can’t make money by working inefficiently. You need to call on prospects that can and will buy from you. You get that sales skill in a solid sales training program.
6) Success Encourages Even More Success
Unsuccessful salespeople, all too often, go through a “why even try” period. We all know what happens next to those salespeople. Sales training is great way to quickly get going in a healthier direction. Also, once you begin enjoying some sales success, you’ll want even more success. Sales training is a great way to put that bounce back in your step.
7) Develop A Culture Of Learning
Once you’ve learned some successful sales strategies, you’ll want to learn even more sales strategies. Sales training can become a very positive habit. Sales training encourages more sales training because people tend to stick with what’s working. Sales success will always go to the salesperson with the best sales skills. You’ll get those sales skills in a solid sales training program.
As you can see, there are many advantages found in a solid sales training program. Take your profession seriously and harvest the selling skills required to succeed in sales.
Nick Moreno, Sales Trainer
National Sales Center
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