Sales training is a great way of improving the techniques that your sales staff use to seal a deal. Salesmen tend to perpetuate the myth that training cannot be taught. They treat sales like a dark art that can only be conquered by an elite few. Although it is definitely the case that sales can suit some people more than others it is also the case that techniques can be taught to increase the proficiency of all your sales staff.

Sales training can have a great impact on your business. It will help your sales team improve their planning and organisation, improve their understanding of customer Psychology, improve the communication with customers, manage the sales process and improve their written communication. These changes will result in a fantastic improvement to the amount of sales your team achieve and will more than pay for the cost of the training.

The planning and organisation of your sales team can be improved by teaching your team to manage their time productively. Techniques can be taught that can easily be followed and result in a better focus of your sales team’s time. A course will also cover territory management. One of the most effective ways of improving sales is to improve planning and be prepared. Setting short, medium and long-term objectives will also help your team stay motivated and achieve better sales figures. A course will help sales staff to evaluate their personal image and the impact they have of prospective clients. Theories of planning and organisation can provide a great foundation on which sales staff can build success.

Knowing a little about customer psychology can go a long way to improving the quantity and quality of client acquisitions or sales. Understanding the needs, wants and desires of the customer will dramatically improve your company’s abilities to meet them and as a result you will make more sales. A sales training course can also improve the sale team’s ability to use and analyse market information and recognise customer behaviour. Once the sales people have become familiar with the behaviour of their customers they can be taught to respond appropriately to win over the customers.

Communicating effectively with customers is the most crucial aspect of making a sale. The first step to communicating with customers is to work within a structured process. Once this has been achieved techniques can be taught that develop the sales person’s ability to deliver effective questioning to identify customer needs and concerns. A course will also teach you to listen actively and effectively. This will provide you with the necessary information to influence the customer and achieve a sale. It is possible to learn how to recognise non-verbal signals from a prospective client as well as know how to behave in a way that has positive impact on the potential client. This includes the way in which to close a deal or negotiations appropriately.

Understanding the sales process at a theoretical level can benefit sales people in practice. Understanding the sales cycle, clarifying the customers’ needs and summarising special concerns will help the sales staff know how to handle customers. It is also vitally important that your sales staff know how to present the products and services effectively. They must utilise the products features and benefits as well as communicating appropriate added value. They must also be prepared to deal with objections without sounding resistant. As well as teaching all of these techniques a course can help the salesperson improve their closing technique.

Another vital aspect of the sales process that training can improve is the level of written communication that your staff produce. A course can help them produce clear, concise, customer-focused written communication. It will help them to structure proposals and quotes as well as helping them present proposals and quotes. A course will also encourage your staff to be aware of the legal implication of their written communication.

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Do I need to start looking for a new job?
We have a lot of signs that we may be closing but no official word yet. Here are some of the signs:
The people who have quit have not been replaced.
Conference calls with our area managers about our low sales at least once a week, when last year we only heard from them once a month.
High shrinkage results at our physical inventory that took place in August/07.
Sales are lower than last year's sales but not by a whole lot.

At our conference calls, our area managers always say positive things and makes it sound like we're not closing. Is this just a technique they're using to make us stay and not start looking for new jobs??? I'm very concerned and want to know from a legal standpoint, how many days or months in advance must they inform us of a store closing. Our office only has 5 people working here. Any ideas?

About Author

Shaun Parker is an expert on sales training and customer service training. He shares his experience to help you.

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Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen it used in sales.

Social dynamics is the science of using nonverbal sub-communication to influence others. What does this include? The primary elements of our nonverbal sub-communication are body language, vocal tone, inflection and volume, eye contact, movement and carriage of the body, and other subtle but important elements.

The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don’t even know we’re doing anything wrong because we haven’t been taught. The situation is much like cold calling – salespeople who cold call only do so because they don’t know any alternatives. However, by not paying attention to our social dynamics, we unknowingly give our power away to prospects, let them have control of sales appointments, create an impression that we are not successful, give prospects the “gut feeling” that they should not buy from us … all unknowingly.

So, that said, what can we do to make sure we don’t short-circuit all of our efforts by using improper social dynamics? Following is a brief and very basic – but highly effective – checklist of things you need to watch out for while selling:

1. Body language. (This isn’t easy to explain without pictures so bear with me!) Be careful not to lean in to prospects when talking with them. Leaning in sub-communicates weakness and submission. Lean back when you are in front of prospects. This sub-communicates that you are the leader, are in control, and will cause prospects to be more willing to follow your lead and buy. In addition, you should never face a prospect more than they are facing you. In other words, if a prospect is not facing you straight-on while sitting or standing, you should be turned away just a degree more than the prospect is turned away from you. It is okay to face a prospect straight-on only after they have fully turned to face you directly. If you face them directly before they do so to you, you are sub-communicating neediness and submission. However, by allowing the prospect to do so first, they are automatically placed in the submissive role and will be much easier to close.

2. If you cannot hear a prospect, never lean in directly when they repeat themselves. Instead, turn sideways, so that your ear is facing the prospect, but your face is turned away. This allows you to hear the prospect better but without taking a weak stance.

3. Your voice. The single most important thing you can do to be a more effective salesperson is to have a powerful, commanding voice. Like a firm handshake, an impressive vocal presence sub-communicates power and leadership and will cause prospects to be much more willing to buy from you. Practice speaking louder in your everyday communications. You don’t want to yell or strain; instead, focus on speaking from your core, your abdomen, which will result in the commanding voice you need to have to be effective.

Imagine a general who speaks powerfully, but without yelling or straining. This is what you should strive for. I achieved this by simply talking that way all the time. An added benefit is that you will automatically become an excellent public speaker by having this talent, which you can then leverage into more sales by volunteering to speak at networking events, chamber of commerce meetings, and other “target-rich” environments. It will also be a necessary skill should you wish to go into sales training or public speaking later in your career, a choice that is available to all successful salespeople.

4. Your presence. This is closely related to body language, but has more to do with posture than with positioning yourself in front of prospects. For example, weak people are afraid of infringing on others’ personal space, so they keep a small presence. Avoid this by standing with your feet at least a foot apart, leaning back slightly, and having your shoulders back and chin up. This is a powerful stance that sub-communicates leadership and confidence. The same rules hold true while sitting – keep your feet flat on the floor (no crossed legs), with your arms spread wide rather than holding them close together. Unless you are sitting with your arms on the desk, lean back in your chair while speaking. Again, you’re demonstrating command of the situation by doing so.

What about pacing the movements of your prospect? Don’t do it. This is one of those “old, right answers” from the old school of selling that is now wrong. Most prospects can pick up on this because it’s been done to them so many times before, and, what’s worse, why would you want to pace your prospects’ mannerisms when you run the risk of reflecting their own weak body language? In addition, it shows a lack of independence, which is the biggest killer of the powerful, confident persona you want to demonstrate in appointments.

Finally, remember that this is not a competition. These suggestions are not given with the intent to rule your prospects. They simply allow you to present yourself as a powerful leader whose advice should be taken, and the end result is that prospects will feel extremely comfortable with entrusting their business to you. Follow these tips, and your close rates will suddenly explode!

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Making sales can take time and a great deal of energy, especially with new customers. And there is always that balance between the amount of time and energy put in, and the benefits gained from making the sale. So what happens in those situations where youre putting in the energy, but you get the feeling youre ultimately going to end up with a no anyway? Get expert business advice that will help you improve your sales joinLori Richardson, President of Score More Sales, in this business sales …

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About Author

Frank Rumbauskas, the New York Times best-selling author who revolutionized selling, has taught tens of thousands of salespeople and small business owners how to stop cold calling forever! For 10 free chapters of Frank’s breakthrough book, please visit http://www.nevercoldcall.com.

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Well, we’ve all done it – went to the pet store, the parking lot, or the garage sale down the street. We see a beautiful ball of fur that looks up at us with those soft and doleful eyes, licks our hands, mouth, and nose with a tongue that comes out of a mouth that smells of that wonderful puppy smell. So, we take the little bundle of joy home. Then they grow, stink, chew, and, in general, become a destructive force second to, maybe, a tornado. They leave little “messages” behind, solid and liquid, to let us know that they had passed through.

What to do??

Pavlov’s experiments showed us that animals, as well as humans, can and do respond to rewards. They do so better than they respond to punishment. In his famous experiments, Pavlov trained a dog to salivate in anticipation of a treat by ringing a bell. He also noticed that, occasionally, the treat had to be reintroduced as a direct stimulus for the indirect stimulus (the bell) to continue to work. I have a puppy that loves to play and jump. She also likes to bolt into the house whenever someone opens the door.

The “Oh look! a clean shirt to dirty” syndrome.

I have finally got her past her desire to jump up and put her dirty paws in the middle of my clean shirt. With a treat, I intercepted her jump by putting my hand out in front of me, palm facing out and said “Gimmie Five.” When her paws landed in my hand, I gave her a treat and fussed over her (Good Girl, petting etc.). Now when she approaches, I repeat the command and she hits my hands every time. She is losing her desire to dirty my shirt.

The “Oh my Gosh the door is open dash.”

I started blocking the door with my body and said “No” in a stern voice. When she started to stop, I added “Sit” to the command sequence every time that I opened the door, around which she generally camps. She started to sit every time I opened the door. Then I added the “Stay” command and made her stay where she was. This stage may take some time. Now, when I open the door, she sits and waits to be invited into the house.

Conclusion

Any dog, at any age, in good health can be trained to do almost anything. I say almost, because, like people, some dogs are just better learners and are more compliant that others.

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Looking for a good dog to train/show?
I'm looking for a good dog breed to train & show. I don't care about the size of the dog. I was thinking maybe Beagle or Golden Retriever. I was getting tired of showing my Yorkie,Manny. He was in Obedience trials and did good but he's old and can't hear very well anymore,so now he's in training for being a therapy dog. I've had a beagle before and loved him,but he wasn't the easiest thing to train. I want a dog I can train (Or who's already trained) to do Agility trials.
Here's a list of dogs I like:
Lab
Golden Retriever
Beagle
Border Collie
If anyone knows of these dogs for sale in Arkansas or has tips & advice or other breeds you would suggest,please tell me. I'm not thinking of breeding the dog unless he/she does well or goes pro. Any kind of criticism,advice,comments,tips,or suggestions are welcome,suggested & needed! Thank you in advance. By the way,I've trained dogs for almost 10 years now,so I know what I'm getting into,but I would like some tips & advice.
Here's my agility equipment & some dogs I'm training for other people. I want a cheap dog who's already trained in agility. I might not even show him. I just want a dog who's fully trained in agility that I can have some fun with with my equipment.

here's equipment:

http://www.agility-equipment.com/YARD1350.jpg

here's the dogs :
JESSE:

http://www.freewebs.com/justjesse197/hurdle.jpg

http://www.freewebs.com/justjesse197/hoop.jpg

MAVERICK:

http://img.photobucket.com/albums/v472/veronz/Maverick/agility_prac005.jpg

MOM & MEGAN:

http://images.quickblogcast.com/5/8/6/4/6/175027-164685/Megan_and_me.jpg

About Author

Derrick Madison has two wonderful dogs, and shares his dog training methods on his blog. For more information on dog training techniques, and how to deal with problem dog behavior, you can visit his blog at: Dog Behavior Training 101

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