Sales Training Program Articles

1). The Sales Training Series: Dealing With Sales Objections and Stalls By : Duane Sparks
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
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2). The Sales Training Series: Gaining Commitment By : Duane Sparks
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Article Related to: sales training, sales training program, salespeople, sales commitment, sales skill, sales strategy

3). The Sales Training Series: Selling With A Better Strategy By : Duane Sparks
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.
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4). The Sales Training Series: Sell By Agreeing On At Least 3 Needs By : Duane Sparks
Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.
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5). Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 By : Jeff Hardesty
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits. But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training, sales training program, train the trainer, sales skill training, phone sales trainin

6). Does Your Sales Training Program Address Your Sales Performance Issues? Part 2 By : Jeff Hardesty
In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are: • %.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training, sales training program, train the trainer, sales skill training, phone sales trainin

7). The Sales Training Series: Five Buying Decisions By : Duane Sparks
Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.
Article Related to: sales training, sales training program, sales skills, sales techniques, sales presentations

8). The Sales Training Series: Ask For A Commitment Every Time By : Duane Sparks
Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be. Why don't customers commit? Because salespeople don't ask them to!
Article Related to: sales training, sales training program, sales force training, selling, selling skills, salespeople

9). The Sales Training Series: How To Sell Solutions By : Duane Sparks
Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.
Article Related to: sales training, sales training program, salespeople, sales presentations, sell solutions, sales team