Open Enrollment Sales Courses
Private Group Sales Training Courses:
Group sales training
courses 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 Courses: Individuals are invited to
participate in monthly sales courses 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 course
of your choice.
People skills are essential to getting better at making difficult sales. Here are three ways that you can improve your people skills when selling:
Resist the temptation to talk too much - In sales, it is always the prospect who will decide whether or not to purchase from you. In order for them to make this decision, their own feeling that you understand them and their needs is much more persuasive than anything you could possibly tell them. However, the only way for a prospect to get the sense that you understand them (and their needs) is for you to ask insightful questions, which enable you to determine exactly which product or service would best meet their needs. Certainly, by talking at length, you could accidentally stumble across an ideal solution for your prospect-- but it is much less likely. The higher probability of making the sale lies in understanding your prospect, which only comes from asking questions, and listening well.
Improve your ability to read body language - Prospects can tell you an enormous amount of information using nonverbal communication. In order for you to make use of it, you must be aware that it is there, as well as what the signals actually mean. You might spend a week or two of sales calls, emphasizing just your understanding of what various body language indicators mean, if you have been struggling with this. Of course, body language comprises more than just nonverbal indicators. Tone of voice, rate of speech, and other changes in dialogue can also be powerful hints which you should not ignore.
Know when to retreat from a sales opportunity - Alas, sometimes a customer just is not ready to buy from you on a particular day. When you are smart enough to realize this, you may lose the sale in the short-term, but you still may make the sale on another occasion, thus keeping the sales opportunity alive for the long-term. You may be a great salesperson, but the best salesperson is always the customer who has decided that they are now ready to purchase. If they have already decided not to, you can save both yourself and them headaches by recognizing and respecting this decision early on in the call.
Quite simply, when you speak less, you create spaces for your customers to fill with their own concerns, and you can then focus your attention on their nonverbal body language, as well as stay alert to sales opportunities which you should retreat from. In doing so, your people skills will improve dramatically, enabling you to make the most out of your selling opportunities.
