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.
Are you in a business that requires sales leads? I am. There is no doubt that leads are the key to sales. Sure we like the sale to come to us, but most of the time a sale is the result of following up with leads.
The quality of the lead determines the approach we take as sales persons and whether or not we make the sale.
Let me illustrate.
There are several kinds of leads. First is a cold lead. This is merely picking up the phone book and calling a bunch of people to find out if they might be interested in your product. This is the LEAST PRODUCTIVE type of lead. Most of the time, the person on the other end of the conversation considers you a desperate type. They do not know you and most of the time they don't care to know you; nor do they have any interest in your offer.
Next are leads that come from a service that has supposedly scrubbed the leads or has some evidence that the lead has opted-in to your kind of offer. These leads are a little better than the cold leads because the lead has already shown some interest in your offer. These leads can be purchased from brokers, online, and usually with no guarantee of their accuracy or the final interest the potential customer has in your product or service.
The best kind of lead is the "referral." Referrals come to us from friends, family, business associates and, believe it or not, articles like this one. A relationship has been established with the potential customer and the credibility of the referrer is the strength of this kind of lead. Most of the time this results in a sale because of an established relationship or genuine interest in the offered product.
Wouldn't it be wonderful if all our business was done strictly on referrals? That would be the bomb!
Most new sales persons do not have enough leads to get things started and must develop a relationship with many people to get the sales they need to survive.
This can be done in a relatively short period if the new salesperson is willing to chain himself to the desk, generate leads, and follow up.
