Professional Sales Training

Professional Sales Training is appropriate for the new or seasoned sales representative. Whether you are responsible for inside or outside sales activities, a professional sales training course gives a sales professional a method and process to use while working a sale. A successful professional sales training course is one that focuses on your buyer, and how to help your potential customer through the buy/sell cycle. All buyers are not alike, and using a sales strategy that takes every customer through the same "cookie cutter" process will inevitably limit sales. An investment in a professional sales training class should be one that has the customer (or potential customer) taking center stage. Why limit your own personal earning potential by using one approach for all customers? Invest today in a Professional Sales Training class with M3 Learning!

• Professional Sales Training - Learn from the Top 1%...5 common characteristics of top sale professionals?
• What can I expect if I invest in a professional sales training program for my sales team?
• Professional Sales Training Pitfalls: Why traditional Tactics are not enough!
• Why M3 Learning for Professional Sales Training?
• What are additional resources for Professional Sales Training ?
  

Professional Sales Training - Learn from the Top 1%
5 common characteristics of top sale professionals?

Successful Sales Professionals have five common characteristics:

1. They think like a customer
2. They are proactive and always think one step ahead.
3. They have natural curiosity
4. They qualify from a buyer's perspective early and often
5. They use the right tools at the right time at the point of attack: the sales call.
   

What can I expect if I invest in a professional sales training program?

The number one reason sales people lose an account is that they are out of control in the sales process. That's worth saying again. The number one reason a sale is lost is because the sales person in not in control of the buy/sale process. Control is the responsibility of the sales person. An investment in a professional sales training program, a sales person should learn tactics on how to control the buy/sell cycle.

M3 Learning's Professional Sales Training course, ProActive SellingT does just that.

Attendees of ProActive SellingT can expect:

• Shorter sales cycles
• Better forecast(s): Higher accuracy, better quality deals in the pipeline
• Elimination of the "maybe" accounts - the ones that might close this month
• Control of the sale: so the focus is on value not price
• Lower cost of sales with higher ASP (average selling price)

Professional Sales Training Pitfalls : Why traditional tactics are not enough!

Many professional sales training programs (and there are a lot to choose from) focus on particular tactics. Many sales people focus just on sales tactics such as open probes, close probes, elevator speeches, and closing techniques. These are all good skills but they are much too elementary for today's sales environment and are one-dimensional. One of the key pitfalls of many professional sales training programs is that they are selling centric. The trick is not how to get the appointment at the senior level, it's what you say when get there. To avoid the professional sales training pitfalls make sure you focus on the buy/sell process, not just the sales process. What makes sales people great is their attitude of:

• Focusing on how buyers buy, not how people should sell
• Focusing on the buy/sell process, not just the sales process
• Looking at the sale as a series of buyer related steps
• Qualify early and often
• Closing at the beginning of the process, not the end
• Using the right sales tool at the right time
  

Why M3 Learning for Professional Sales Training?

M3 Learning's approach to implementing a professional sales training program is to focus on "Tactics before strategies within a process". We focus on providing "tools" for every step of the buy/sell cycle. "There is a step-by-step process involved in selling. Mastering the process, as well as being one step ahead of it, is key. If you're not controlling the sales process, someone else is. M3's Professional Sales training class ProActive SellingT clarifies the buy/sell process, defining how a customer buys and what process the customer uses to make a purchase.

ProActive SellingT, a two day professional sales training course, is designed for your external or internal sales and support people. Some of the ProActive SellingT tools include:

• The 5 step Buy/Sales process
• The 3 powerful qualifying questions
• The 30-second Introduction that really works
• The 5 decision criteria and why customers really buy
• Effective time and territory management

After successfully completing the professional sales training course ProActive SellingT, sales people will be able to:

• Accomplish more in less time.
• Be proactive and anticipate the next step.
• Motivate themselves to call successfully at all levels in the organization.
• Control the sales process. The sales person who control the sales process.wins.
• Get rid of maybes in their sales funnel.
• Learn where to hunt and use their time effectively.
• Plan and utilize homework on the sales call.
• Lower the overall cost of sales.
• Increase the average selling price per order.
• Create a powerful sales introduction on every sales call.
• End every sales call and stay in complete control of the sale.
• Understand the buyer's motivational direction.
• Master the seven qualification questions to call on the right accounts all the time.
• Speak the right language to the right level of buyer.
• Change a "maybe" to a decision easily and effectively.
  

What are additional resources for Professional Sales Training?

ProActive Selling

Web Based Professional Sales Training

ProActive Selling Books

ProActive Power Tools

My Skills Profile

Smart Moves