Students of the Sales Training Institute will learn to:

• Generate increased top line sales training revenue through sales skills development
• Learn to close more sales in a sales consultative approach by becoming business consultants
• Create better margins for sales training efforts while learning effective probing, supporting and closing skills
• Lower sales operating costs by increasing effective sales interviewing skills by quickly following up on sales leads
• Develop stronger telephone and face to face selling skills through high impact sales training seminars based on extensive in class practice
• Strengthen company’s identification of their strategic sales opportunities
• Design and optimize sales strategies for selling and winning business
• Become more productive at their sales jobs through pre-call planning and better handling
• Implement more effective sales communication skills through effective and efficient time usage in our sales training seminars
• Generate and practice more powerful customer sales presentations training
• Increase sales force training skills and become immediately more productive on their sales jobs
• Be more effective in their sales communications with their internal and external customers
• Apply the skills learned in our sales training seminars while energizing their fellow sales force members  

Sales persons could never resist nice amount of sales incentives going into their bank account. In fact, that is probably the reason they want to be in sales in the first place. I know because I feel that way too. I believe, if you just want to earn salary, you better work for the Government.

And incentives bring motivation on the table. They come in many forms, and the usual ones are cold hard cash, cars, trips and expensive memorabilia. It does not matter what form they are, what counts is, if they are yours.

So how do you earn more sales incentives?

Incentives are rewards, and you get rewarded for some kind of results you produce. You do not get them by wishing and talking all day. In sales, the results we are talking about are your sales target.

That means you got to hit your target before you earn the incentives.

And how do you hit your target?

A clever way I know of, which one of my sales team members did was to put in a huge amount of sales before closing period, and that works one time. When the company realizes what he was doing, it restructures the whole incentive payment scheme. This not only cause loses to that particular team member; it also serves as warning for those who were just thought of doing the same thing.

But that is not what I am suggesting.

You can hit your sales target by closing MORE sales, and this is the right way. The strategy now is to find effective way to close more sales.

Here are some clues to closing more sales:

1) Expand user base to cover market which you probably overlook before.

2) Sell more to same customers by recommending them other products that add values to them.

3) Do things differently since using the same sales strategy will only produce the same results.