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The #1 mistake you make in sales

The #1 mistake you make in sales

A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as its price was within my budget.

As I got on the call, it didn’t take long until I found myself led through a demo. When the demo ended, I’d gotten off the phone thinking the product wasn’t for us and I should keep looking.

WHAT JUST HAPPENED ? We started the call with “YES” and some how ended up at “MAYBE”.

The sales person committed the #1 sales mistake: They pitched their solution without knowing exactly what my needs were and without showing me the value of the solution he was proposing.

Before you pitch your solution, benefits and features – you must figure out the exact problem you’re solving in the first place. You need to ask about your clients’ pain points first and what their expectations are with your product. There are two benefit of this;

It will give an edge to present a solution which exactly matches their needs which can help you to hide the features that are irrelevant for them.
It gives you an idea how important it is for them; this will help you sell the product at a good cost.
Have you ever faced such a situation where you start selling without knowing what customers want?

Have you ever been in a demo where someone starts selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?

By admin

4 Sales training Tips that support your sales force goals

Companies need to compete hard today for their chunk of business, forcing them to think out of the box and come up with new strategies to jack up sales.

After a period, you need to go into a huddle, take stock of the situation and devise ways to tide over the challenges that have cropped up. When you do that, you survive and grow. When you don’t, you take the dip.

More often, roping in professional sales trainers does benefit. They may look at things with different perspective, bringing in fresh approach. Analyzing things without prejudice, they may be able to advise your sales team on their shortcomings, helping them to hone up their skills and adjust themselves to the new challenges.


Training Strategy

Seasoned trainers come up with a laser-focused sales training program on the step-by-step actions required to take sales to the next level. You may have put up a system to motivate your team to work hard, but motivation can go only that far on its own. For tangible results, it needs to be accompanied by a powerful, well thought out strategy. A sales training module will provide your managers with the input they need to reorganize themselves.


Identify specific Requirements

For any sales training to be really effective, it must be customized to the sales team’s specific requirements. Generic training content won’t be that useful as it may not always apply to your company’s products or services. You need to get the training module designed in a manner so that it brings most value for your investment.


Goal Oriented Sales Training

Sales training programs must trigger positive action, helping the team attain not just their short term but long term goals as well. These must help the participants with the capacity to plan efficiently to meet their sales objectives.

Training for sales managers would teach them how they can take proactive approach and guide their team to success. To get work done, you need to show a sense of urgency to your sales force. You have to push them to work fast and maintain tempo. If they are finding it hard close the leads, you need to show them the way.


Coaching Structure

A supportive coaching structure does help in attaining long-term sales training benefits. However, you need to make sure that coaching is an active, ongoing activity and not something that is done occasionally. Regular training does help in keeping the things on rail, ensuring team efficiency and cohesiveness. Based on the actions of the team, you are able to draw out new processes.

Getting sales people undergo sales training on regular, frequent basis helps improve their confidence and selling power. Moreover you also need to keep in mind that sales is not a one-size-fits-all program. A training module needs to be developed factoring in the team’s strengths, weakness and the challenges. After all, the objective of sales training is to overcome the impediments.


In House option

Usually, in-house sales training courses ( should be held more than once a year. Markets change fast so it does help to arrange training sessions to help sales professionals perform to their potential.


Resource Box

The author of the article is associated with WIN Sales & Marketing Programs, one of the leading sales training companies ( offering programs worldwide.

By admin

Sales Training Course for Salespeople and Sales Managers

If you are searching for a Sales Training Course for Salespeople and Sales Managers

it means you looking to enhance your consultative selling skills. if you don’t have enough time to take a certification that will prove your credentials and increase your income, a sales training course might be the first baby step towards the same goal and help you master your performance. 

The Sales training courses are taken by:

  1.  Salespeople who want to become certified 
  2.  Salespeople who want to  follow some sales courses topics for sales improvement.
  3.  Sales supervisors who want to become sales managers
  4.  Companies who wish to run a sales training course in house and tailor sales courses to their needs.

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The outcome of the sum of multiple sales training courses or a full sales training programs could lead to a certification as:

  1.     “Certified Sales professional”
  2.     or “Certified Professional Sales Management”

Certified sales training course and a sales program consists of a full range of complementary topics with more than 18 sales training course

Key Course Benefits of a sales training course is to

  1.     Identify and acquire the selling skills required to meet those challenges
  2.     Adopt the leading-edge Consultative Selling methodology
  3.     Manage your personal qualities to influence your salespeople and personal success
  4.     Implement a five-step closed-loop system to effectively manage your time…
  5.     Manage sales people
  6.     Follow up performance

Without understanding why employers select you or like your sales performance,it is almost impossible for salespeople to move forward with their career. A good sales training course, which is clearly linked to improve your sales knowledge, will encourage your clients and employer value more your value and potential .

more info...

By admin

Does a sales training course pays ?

Investment in a sales training course is something which pays.

Today career in sales has grown leaps and bounds and has offered immense opportunities for salespeople who cherish ambitions to makes it a big in their chosen career. Career in sales is something you can expect a big cash and promising life ahead. However, this is not as easy provided cut-throat and highly fluctuating market dimensions.


What is Special About Sales Training Course?

Sales training courses are efficiently created to ensure that skills, techniques, aptitude and knowledge of you sales professionals are attuned towards meeting ever changing market needs. With the newer entrants entering in the game of market launching newer products and services quite frequently, until you train your sales people effectively, you will not acquire necessary edge over your peers. This is what a sales training course makes your sales people ready for.

Flexible sales training course allows fresher as well as experienced sales professionals to acquire and improve their sales skills and performance as well.


Two Vital Skills That a Sales Training Course Equips You With


Time Management

Effective time management is about many factors including prioritizing the tasks, interruptions management, avoiding procrastinations etc. But the most important thing in time management is the “Plan of Action”. The plan clearly stipulates the time frame for achieving a target on daily, weekly or monthly basis. 80/20 rule holds special prominence here that says 80% of the tasks your ‘to do list’ would deliver 20% of the results and 20% tasks would deliver 80% of results. A good sales training course will guide you on techniques and skills to manage time effectively.


Effective Delegation

Effective sales training program teaches you the art of delegating task to your team or specific set of professionals. Deleting a task entails you to identify the task which is to be delegated, explain the project to team or individual followed by organizing and controlling the task.


After undergoing a sales training course you will be able to:


– Understand significance of effective sales practices, processes and cycle
– Build strong credibility meaning ability plus trust
– Recognize value of first 30 seconds in a sales pitch
– Qualify leads at every step of sale
– Explore difference between top and low performers
– Set and achieve sales targets on your own
– Overcome rejection challenges
– Building long-lasting rapport with your clients
– Close sales deals easily and
– Closer to your dreams


How Sales Training Course is delivered?

The courses are delivered using advanced technologies though both online training as well as offline modes. The learners are trained through presentations, exercises, workshops, role-plays and real life situations.

By admin

How a Sales certification can lead you to become a CEO?

Acquiring a sales certification is giving competitive edge to each salesperson to become a CEO.

It is the best way to stand out from the crowd of applicants in a room. A sales certification gives you powerful tools to overcome obstacles in understanding psyche of your prospects, learning market dimensions minutely, daring the fear of rejection, listening to people and close deals everyday.


Nick Moreno from the USA national sales center said: Many, but not all, CEOs have excellent sales skills. This is due to the fact that most CEO began their careers in the Sales Department.

Today, CEOs that never worked as salesperson and need to improve their sales skill and all successful salespeople will without a doubt have the potential to become CEO’s.

–  Are you a salesperson?
–  Looking to prove to employers that you are a professional successful and efficient one?
–  You will need then credentials
–  and the most valuable one to your career is applying for a sales professional certification.
sales certification


How a Sales Certification Benefits you?

It helps you acquiring sales education and closing techniques often lacked by typical sales professional. One important factor is that it hones your specialized skills for a particular industry. As different industries require specific selling and convincing skills, professionals salesperson have to be advanced to face any hurdle in their sales closing.


Certification for Newcomers

A newcomer is someone who has just embarked upon challenging but rewarding career of sales. Just like at higher level competition at entry level is also high. Having a sales certificate gets you an extra opportunity to be considered for the position. As compared to that of experienced ones’ newcomers have to take more risks. However, taking risks without proper knowledge and strategy can be fatal; on the other hand it can bear astounding fruits when you are equipped with a proper sales certification and tools.


Certification for Experienced Professionals

Experienced professional can also look for up-gradation of their knowledge and skills by acquiring a flexible sales certification. This increases their promotion chances as well as earning potentials. People who have worked in other positions from different sectors and willing to shift sales can also learn intricacies of sales processes and techniques so that they are better able to manage the sales pitch effectively at every step of the sales process.


A certification covers a broad range of topics that learners are trained on;

–  Sales Skills (Sales Process, Opening and Closing of sales with overcoming objections)
–  Management of Sales Force, Evaluation and Appraisal of Salesmanship
–  Pricing Decisions
–  Sales Budgeting and Forecasting
–  Sales Analysis, Quota and Records
–  Marketing and Communication Technologies
–  Relationship Management and Ethics


Who Can Acquire a Sales Certification?

If you love communicating, defy challenges and cherish a dream of excellent career the sales certification is the ideal choice for you. Professionals who have just entered in highly competitive sales career can learn from the sales experts who have spent decades in sales career. A certificate in sales also paves ways for professionals working at higher levels. This enhances their promotion and earning opportunities.

Students and graduates willing to continue learning best sales practices, customer services professionals, sales consultants and services providers can reach their next level of career with a professional sales certification.

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4 Sales training Tips that support your sales force goals
Does a sales training course pays ?
How a Sales certification can lead you to become a CEO?