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The Value of a Value Propostion
Understand how a value proposition can assist in promoting your business and positioning your company.
Secrets of Selling to the "C" Suite
Learn the secrets of getting in front of decision makers and learning how to close business with those that can.
How to Get Better Results with Cold Calling
Learn the secrets to gain better results from cold calling success.
Negotiation Tactics
Understand the art of negotiation and win any conversation with minimal concession.
Winning Business with Referrals
Use referrals to decrease labor and increase your percentage of closed business and new revenue.
How to Increase the Sales Pipeline
Learn how to produce more leads with less labor
The Importance of Customer Service
Gain insights of how to use customer service as a branding and marketing differentiator.
Seven Irresitable Laws of Customer Service
Create customer service tools that set you apart from competitive forces and make you and your company a client magnet.
Solving the Customer Service Puzzle
Learn the simple rules of customer service to assist your organization create the differentiation required to create allure.

Selling and Attitude
Discover how much you attitude counts in trying to sell your products and services.

How to Survive in Volatile Times
Learn the art of companies that can survive in any economy and why they are built to last.

Sales Coaching Tip: Stop Confusing Motion with Progress to Increase Sales
Are your sales suffering? Maybe, it is time to determine whether you are in the motion business or progress business?
Do Sales Training Seminars Really Work?
Companies spend millions on sales training seminars, yet seminars are not the best form of learning for some individuals. Everyone's learning style is different, and for some attending a seminar just does not work. A number of companies today are turning to executive coaches to not only help their salespeople, but also the sales managers improve the sales and management techniques. Here's a case study about Mike, a salesperson who had attended many seminars, yet never seemed to move to the top of the sales charts. Last year, one of my clients asked me to work with a Mike, a salesperson for a medium-size local company.
Seven Popular Sales Excuses
Now like many of you after 30 years I have pretty much heard almost everything. So when talking about this the other day during a recent sales coaching session I was reminded of the numerous excuses that we all hear from sales representatives. So I sat down with pen to paper and rationalized what I believe of the top seven uses from selling professionals

Other sales training seminars Related Articles

Do Sales Training Seminars Really Work?
Companies spend millions on sales training seminars, yet seminars are not the best form of learning for some individuals. Everyone's learning style is different, and for some attending a seminar just does not work. A number of companies today are turning to executive coaches to not only help their salespeople, but also the sales managers improve the sales and management techniques. Here's a case study about Mike, a salesperson who had attended many seminars, yet never seemed to move to the top of the sales charts. Last year, one of my clients asked me to work with a Mike, a salesperson for a medium-size local company.
The Farce Called Sales Training
Most sales training isn't really sales training at all. Put an end to the lie that knocks salespeople off track and causes them to stop listening to the customer. Learn a simple way to make sure your sales training has proper focus.
Strategic Elements To Confirm Its Time To Run A Short Seminar, According To Your Strategic Thinking Business Coach
One key element of strategic marketing involves developing, speaking at and running your own one to two hour seminar as an effective lead generation and marketing communications tool. These short seminars provide an excellent opportunity to connect with your prospects and your clients on a one-to-one basis and to demonstrate your expertise with an insightful and interactive presentation. Unfortunately there are too many businesses & organizations promoting short seminars as educational, when there are nothing more than thinly disguised or blatant sales pitches with some not so friendly sales tactics during and after the seminar. A short seminar needs to be very strategic and very ethical in the planning and delivering of these seminars. Your Strategic Thinking Business Coach suggests the following
Creating Your Own Sales & Marketing Guide
Sales training is important for teaching the basic selling skills, from cold calling to closing. New sales people need this training as well as seasoned veterans who forgot more than they remembered and also need to keep up with the latest selling skills since things have changed over the years. However, it is one thing to say this is how you do cold calling, for instance, and yet another to say whom you should be making those cold calls with. Sales training can’t stop at the basics. You need to expand that into “information training”, or training that also provides the vital, company-specific information your sales team needs to become more successful. This is the difference between generic sales training and customized training for your company.
The 3 C's of Getting Your Foot in the Door of a Prospect
Getting your foot in the door of a prospect often reaches beyond what most have been taught in sales training seminars and books. It is a state of mind, emotion and action.
What do your sales people really need to know and apply?
In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales training agenda or the only training you offer your sales people then you may want to rethink your sales training strategy. What is expected of sales people today by way of skillful thought and action goes way beyond the product or the hard sell. Let's first look at what clients want. This will then help us determine what sales people need to be able to do.
Why developing your Sales Managers is the key to your sales success
It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales Force Effectiveness, many Sales Managers are given very little or no support when it comes to being a competent, effective Sales Manager. In fact, many Sales Managers reported that they were given no formal training in Sales Management practices, either before or during their tenure as a Sales Manager. The study reported that Sales Management training is the category of sales training that is addressed with the least frequency, in fact it is less than annually or not at all.
Is Your Sales Training Missing These Ingredients?
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

Traditional Sales Training is a Waste of Time and Money!
Traditional sales training is a waste of time and money because it does not work! In many organizations, sales training is the flavour of the month, with no consistency. Sales training conducted over one, two or three days, in-house or as a public seminar, is really a waste of time and money. Sure the motivation and a couple of sales training tips may be good for the next 30 -90 days, but if sales training techniques are not implemented within 24-48 hours of learning them, they are forgotten and the sales training becomes a waste of time and money.

What you should know before you invest in a sales training program.
Sales training is the foundation for a successful sales career. However, not all sales training is grounded and there are many factors to consider when selecting a sales training program. An individual wouldn’t have any direction without sales training. He/she would be wasting his/her own potential and the resources of the company. Therefore, it is important that the sales training relate not only to the individual’s needs but also to management objectives and their line of business.

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