Open Enrollment Sales Classes
Private Group Sales Training Classes: Group sales training
classes can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Classes: Individuals are invited to
participate in monthly sales classes held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of our sales training class
of your choice.
In the first part of this series, we discussed some of the tasks and hands on work involved in being a successful salesperson. Much of keeping on top of your sales game involves effective task management, careful research, and careful planning, organization and execution.
Another, though less tangible, aspect of being a successful salesperson is about developing successful relationships. Whether you are working with a long-term client or having a first meeting with a potential business partner, establishing a comfortable working relationship and a sense of trust is crucial.
People often talk about how have "personality" is essential to being a successful sales person. But what does that even mean? Is sales simply something you are born with? It is true that engaging in conversation and forming relationships quickly comes more naturally to some than it does to others. However, much of what is referred to as "personality" is really more about listening and investing in your clients needs than anything else.
Never assume anything about your client. It is important to learn more about who they are and what they want, but you should never presume you know the answers to any of those questions just because they work for a certain company or even dress a certain way. Plus, asking questions provides a great opportunity to engage them in conversation and begin establishing a strong relationship. Also make sure to provide your client with information about yourself. If they know who you are, they will be far more likely to trust you.
Once you start to establish a better sense of who your client is, you will be able to determine more successfully how to sell your product to them. The same sales pitch is not going to work for every client. Don't get caught in the trap of rattling off the same speech to every prospect that comes your way. It will make you seem insincere and therefore untrustworthy.
In conclusion, a large aspect of being a successful salesperson is social interaction. If you enjoy meeting and conversing with all different types of people on a regular basis (even those you have never met before), you will probably enjoy a sales career.
