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  

What happens when you lose a potential sale? Do you ever ask yourself why you may have not gotten the sale?

Instead of asking yourself, why don't you ask the person who decided to not do business with you.

This is a great way to assess what might be holding you back from achieving more sales by increasing your close rate.

For example, let's say that you sell an expensive offering that cost tens of thousands of dollars. Your solution might involve one payment up front which would probably have to come out of a capital budget as opposed to an operational budget. Your client may be able to tell you that if you can break you’re offering down into several payments, then it will come out of an operations budget and it would be easier to get approval.

Make sure that if you ask someone why they didn't do business with that you also make sure that they are truthful and honest with you. There are numerous reasons why people may not do business with other people and they range from personal reasons to business reasons to totally unreasonable reasons. If the reasons have merit, either business or personal, then see if there is something that you can do to fix the problem(s). If you see a recurring problem being told to you, then make sure you address that problem as quickly as possible if you can.

Also realize that there are some circumstances that are out of your control that you can't fix. For example in the example above, your company may not allow you to break payments down into several payments. If this is the case and it is something that is not unreasonable and it is holding you back from achieving something better, you might want to take a long hard look at whether you can stay working where you are or perhaps you should look at moving on.

The main point here is, if you can look at failure and learn from it, you will be able to grow as a salesperson. In addition to this, you will also be able to correct problems that you may not have seen as problems and this could have a positive impact on your life.

Source: Chris Hamilton link