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  

The first time I was in sales, I was in a business in which almost any person could be a prospect. In sales training, one of the ways we were taught to find new sales prospects was through people we met personally. This method of prospecting required that I be in prospecting mode nearly all the time, and I was encouraged to ask folks about business soon after meeting them.

In time, I found that this method of prospecting made for a rather difficult way of life. It was rough for me and for the people I’d meet. After a short while, I stopped doing it altogether. But, looking back, I did learn that it can be valuable to keep your eyes and ears open to business opportunities with the people you meet socially. The key is to do so without making them or you uncomfortable.

Opening Doors with People You Meet

Consider these ideas for promoting business through social interactions:

Don’t be in 24 hour "sales" mode. Instead, be in 24 hour "qualification" mode.

Enjoy being interested in other people and learning about folks gently and respectfully.

Seek to add the qualified people you meet to your life-long prospecting list.

Keep these contacts in a prospecting database. Make a database "code" or notation that enables you to sort and identify the prospects you have met socially.

Unlock the value of this prospect list by using it as a basis for a mailing list.

Send direct mail that is low-pressure, brief, and informative to the growing list of qualified people you meet. In your mailings, cover a specific topic of interest but also include a general description of what you do. Make your correspondence "current interest" focused and send it at recurring intervals (i.e. every 90, 120 or 180 days). Prompt folks to respond if they have an interest in hearing more information from you.

Through such activity, you can keep your eyes and ears open for potential prospects that you meet socially, and you can do so in an easy and relaxed manner. In time, collecting a list of people you have met personally and unlocking the value of that list with current-interest-focused direct mail should help you move your business forward.

Source: Ted Stevenot link