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  

Crazy busy sales people have a lot on their plates. Between their marketing and selling activities, they are continually moving forward to achieving this one goal - increase sales. For some it is easy and for others not so easy.

Sales as defined by Zig Ziglar is the transference of feelings. If this is true which I do believe is true, the question to ask yourself is where are these obstacles keeping this transference from happening? By asking this straight forward question suggests there are only 5 simple obstacle categories for sales objections or better yet buying objections:

You
Your Company
Your Products or Services
Your Price
Your Delivery

All potential reasons as to why not to make a buying decision in your favor as the seller fall into one of these five categories. By taking what I call a bucket approach helps you to strengthen your selling case.

Bucket #1 - You
The first buying axiom is "People buy from people they know and trust." If your prospects or potential customers do not know you and further do not trust you, then earning the ability to take their hard-earned profits has been greatly diminished if not impossible.

Bucket #2 - Your Company
With the majority (52%) of small businesses being single office or home office according to the Small Business Administration (SBA), then it is critical to have credibility when looking to work with larger organizations. This begins with you and how you market your firm from the Internet to securing testimonials from extremely satisfied customers.

Bucket #3 - Your Products or Services
Having quality products or services also builds Buckets One and Two. Again, testimonials from happy clients to any proven documentation specific to your products or services only help to overcome sales objections.

Bucket #4 - Your Price
For many experienced to inexperienced salespersons, the focus travels to this bucket before the others. However, if price was always the real objection, then everyone would be:

Driving a Yugo
Living in a 1,000 square foot house or less
Eating out only at McDonald's
Wearing clothes purchased from second-hand stores
Buying the smallest television sets possible

Price is directly linked to value which is reinforced in the previous three buckets.

Bucket #5 - Your Delivery
Your time frame for delivering your products and services especially if your potential customer has extreme urgency can derail any "almost closed the deal." If you had pre-qualified your prospect, you would have known his or her sense of urgency and would have based your recommendation on that knowledge.

When crazy busy sales people can clearly determine what sales objection bucket needs to be addressed, then they can:

Increase sales
Build customer loyalty
Stop being so crazy busy

Source: Leanne Hoagland-Smith link

Related: Sales Training Seminars