We understand that getting access to quality, up-to-date and ongoing sales education and resources can be a hit and miss affair. Classroom based sales training and quality sales coaching can often be hard to access especially when you need it most.

Not content to wait for their companies to provide sales training courses, many top performing or aspiring sales professionals look to continuously educate themselves.

We understand that to help you achieve your performance goals and sales results effective sales education needs to be continuous, ongoing, incremental and relevant a little bit every day, every week, every month, every year to keep the momentum going and allow for an evolution in sales mastery and achievement of sales results.

So if you

then the first in our series of Online Sales Training programs: Sales Essentials Online Program will suit anyone who needs and wants to sell very well. Whilst it is not designed to cater for specific nuances in every culture, the program is designed to provide you with access to the core sales principles, process, tools and fundamentals common in 21st century sales across a global marketplace.

If you are new to sales, here you will find all the fundamentals to get you started. If you are seasoned sales professional, this program will be a good refresher of what good sales practice looks like and where you are currently at, and if you are anywhere in-between, you will find what you need to fill in the gaps, correct what needs correction, and validate what you are doing is right.

Sales Essentials Online Programis our flagship sales program. We will be bringing you other online training programs in the future.

Sales Essentials Online Program is available to everyone now.

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Online Sales Training - Sales Essentials

Sales Training involves the personal development of skills and techniques related to creating and exploring new sales opportunities, as well as closing sales for an organization.

The global market for sales training is estimated to have been $2.24B (USD) in 2013. This represents an approximate 1% increase from 2012. The following data represents the estimated size of the global sales training market over the past four years.

CONTENT

Sales training programs often include topics related to client relationship management, better understanding customers needs, enhancing communication with clients, providing effective feedback to clients, and improving client interactions.

The learning objectives of effective sales training programs are generally to improve the relationship between sales professionals and their clients, and to also improve the sales performance and close rates of sales professionals.

Students of sales training programs are primarily those who work as sales professionals, sales managers, channel sales professionals, product sales professionals, and sales force automation professionals.

Curriculum Areas for Sales Training

TOP 20 SALES TRAINING COMPANIES

Each year, TrainingIndustry.com evaluates the global market for training providers and identifies the Top 20 companies in Sales Training. Below are links to TrainingIndustry.com's lists of the Top Sales Training Companies for the past several years.

Written for TrainingIndustry.com

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Sales Training | Training Industry

Sales Skills Training Revolves Around:

If you are in the world of sales, you know that the day to day activities of selling brings many different faces and personalities into your life each and every day. Deciphering these personalities and having the ability to categorize them effectively is important. Different personalities call for unique approaches, techniques and closing capabilities. A true professional will be able to adjust their sales presentation and style to fit their prospects wants and needs.

Our sales programs teach something that all of the greatest salesmen practice throughout their careers, being treated with kindness. If you are going to be selling someone a product or service they must trust you. Buyers can sense greed and know when you are just trying to make a sale rather then actually help them improve their current situation.

In order to modify a sales presentation and style so that it is effective, a sales professional will fully understand their sales process and their product/service. This allows the sales person to advance from certain steps in the sales cycle to the crucial next steps on command. Why does this matter? If a client wants to talk about the middle of the presentation first and skip the introduction, your sales force must have the ability to do just that. With this level of understanding you can also be assured that they are demonstrating the benefits of the product or service that the buyer really wants to hear, (all buyers will want to hear something a little different). This is called tailor made sales presentation skills

Helping professionals understand what sales skills are natural to them and which are more of an obstacle is a crucial part of our sales training methods that improves sales.

As a sales person, gaining insights as to how crucial decisions are made, objections are handled and how quickly a person flows through a presentation can lead to increased awareness and a stronger ability to adapt to a demanding situation to make the sale.

The above aspects directly impact your ROI.

Most sales people are driven by goals, results and/or sales compensation. Our closely monitored sales training and sales assessments uncover the things that motivate employees to sell. Not only do we uncover these motivators but we will also discover new methods of motivation that will allow them to improve sales. This helps them adapt their actions to clearly communicate crucial facts and needs to their clients/prospects. This results in more sales and higher employee moral as commission checks rise and the company is increasing production.

All content is custom and specifically developed for each organization and industry that we work with.

Please Contact The Sales Coaching Institute for a complimentary sales force audit.

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Sales Training - The Sales Coaching Institute

Signature Worldwide'ssales training programs cover all facets of the sales process. Our programs will give you the tools necessary to develop and execute sales plans that get results - and give you a decisive edge over your competition.

Begin your path to legendary sales today!Contact us now to get started with sales training!

Whether you have a need for phone sales training - inbound or outbound, in-person sales appointments, telephone or email prospecting, cold calls or site-tours, Signature has your solution. We have been researching sales strategies, developing sales training programs and continually updating our content to reflect the changing habits of our prospects, influencers or decision makers.

Ongoing telephone mystery shopping calls ensure your employees use their new skills long after our sales training.

Our experienced sales shoppers will make mystery shopping calls to all participants of the sales training class and we will record and score those calls. Signature makes it easy for you to manage the process because we make the results available online. You can see and hear how your employees are using their new skills following the sales training program. We have found this ongoing evaluation and measurement to be the most effective at helping to continually improve sales skills and generate more customers, revenue and profit!

Ongoing one-on-one sales coaching helps advance the skills of your sales team on a continual basis.

Sales people need to be coached and motivated on an ongoing basis. Their knowledge and comfort level with sales skills should improve each and every month. Our coaches will call your sales teams monthly or quarterly, and allow them to practice sales skills that fall outside of their normal comfort zone.

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Sales Training - Signature Worldwide

The sales training shared with you here online has already been proven by professional sellers so you know it will work for you.

You can use the free pages of selling tips, techniques, and skills training, the free eBooks, and the professional courses, to increase your sales results or to present to your teams to increase theirs.

This online training can help you to quickly boost your sales and achieve repeatable results that will give you job security, develop your career, help you to become a top performer, or grow your business.

I'm Stephen Craine, a successful sales manager and trainer for over 25 years and here I offer you the benefit of that experience.

To get started you can click onto any of the images below to go to the most recently updated sections of the site.

Click the images above to go to the recently updated sections of the site:

The images above will take you to:

The Sales Appointment script creation section. Here you can learn how to create an effective call script that will get you in front of potential customers.

Sales Appointment Tipsa fulll section on cold calling tips to give you confidence and competence while making appointment calls.

Telemarketing Tipswill show you how techniques for making telesales and telemarketing cold calls mre successful, more fluent, and a lot more enjoyable even if you hate cold calling now.

The Sales Skillssection is all about the sales process, creating scripts, and the stages of the sale.

Free eBooksand Professional Courseswill improve your results and give you the valuable skill of being able to train others.

And if you want to keep up to date with all the site updates and the latest tips and trchniques you can get our weekly e-zine, The Sales Buzz, delivered straight to your inbox.

Plus 2 eBook courses on sales training and motivation techniques free of charge when you sign up.

Have a click around these links to the recently updated sections, use the Navigation Bar on the left, and see links more sales training pages below...

At times Ive needed to train non-sales people how to sell as they moved into different roles.

Many think there is a big mystery to being successful in sales or that it takes years of training. It doesnt, you can achieve good consistent results quickly with the right training.

If youre new to sales, or want to learn how to sell by starting at the beginning, areally good page on sales that specifically covers the basics of selling and how to sell can be found atBasic Sales 101

Youre already good at selling and you want to carry on improving to develop your career.

You know how to sell and the stages of the sale,so whats next, where do you find advanced selling techniques?

The Sales Tips section will give you ideas and techniques to add to what youre doing now and will increase your results.

Updated regularly it covers topics such as:

Influencing customers to buy,Direct Sales tips, motivation, and a great page on targeting your actions to get the best return on effort.

For all the sales tips that are learned from experience, and to increase your results, click the Sales Tips image above or openSales Tips...

Many visitors to this site are looking for a really quick way to boost sales to gain job security, or to get their manager off their back.

We've all been there at some time...

If you need a quick fix to boost your sales we have a technique that's just right for you.

The 3 Step Process will quickly align your actions with achieving your target, which makes effective use of your time and gives you a fast increase in results.

Ive used this technique many times with people Ive managed who werent achieving target and its very effective. Take a look at The 3 Step Process

Ive worked with people who want to improve specific stages of the sales process, such as overcoming objections, presentation skills, questioning techniques, or prospecting, and Ive included plenty of training on here for you to choose from.

To work on skills for any part of your selling process start with the Sales Skills section where youll find links to training on all the stages of a sale. You can reach it from the Sales Skills image above or the Nav Bar.

There are also complete sections onSales Objections,Prospecting, and theIntroduction stageand many other parts of theSelling Process.

To step up your learning you can open or download the free sales training eBooks.

They really can help you to pick up the training. Use them, keep them, or pass them on.

If you like the free eBooks you might try one of our professional courses.You can see all the free sales training eBooks at Free Stuff.

If you are serious about being successful, developing your sales career, and learning sales skills that will benefit you in many ways throughout your working life, then the Professional Training Courses are right for you.

Ive used this training when coaching and managing individuals and teams. The courses give you proven sales training that works in real situations not just training classrooms.

You also get my full support should you have any questions while completing or presenting the workbook courses, and you can download them now and start using them today.

Have a browse around by opening theThe Shop...

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Sales Training Online Proven by Professionals

"The Staging Diva Program is a must for anyone looking to start their own staging business! Debra removes all the guesswork by giving students all the necessary steps to really get out there." Brenday Malo, Cali Home Staging

Course 1 - Cash in Decorating Homes to Sell

What is Home Staging Top 5 reasons Home Staging works 7 reasons this is a growth business and what that means for you 4 key factors affecting how you work with a Home Staging client Services you can offer as part of your Home Staging business Key factors to consider when starting a Home Staging or House Fluffing business Overcoming the hurdles of starting your own business Top 5 Survival Strategies for being your own boss (Debra's been an entrepreneur since 1989!)

>> Save up to $830 with a 5-course package!

>> More details on complete training program

"My first staging project more than paid for the entire Staging Diva Program! And I wouldn't have had the guts to charge enough without it. Thanks for being such a great motivator." Patricia Ebrahimi, Show Smart

Course 2 - The Business of Home Staging: What you Need to Start and How to Grow

Ideal traits/background for being a Home Stager What you need to get started What you need to grow Why you should register a business Why there's no such thing as staging "accreditation" The 4 best ways to build trust and credibility as a Home Stager How to charge for your services (learn what others charge and what's wrong with their pricing strategies) Pros and cons of owning a Home Staging inventory How and where to get designer discounts Top 10 low budget ways to grow your Home Staging business

>> Save up to $830 with a 5-course package!

>> More details on complete training program

Includes $45 bonus:

Staging Diva Home Staging Consultation Checklist with Room-by-Room Client Planning Forms

"I can't tell you how much I've benefitted from the Staging Diva courses. When I have an appointment for a consult, I set aside a bit of time to re-listen to the course 3 recordings. They are such a great source of reference and boost my confidence in my ability to be of real help to the homeowner." Dolly DeWald, D3 Dolly DeWald Designs

Course 3 - Taking the Mystery out of Home Staging Consultations (includes bonus Home Staging Checklist)

How to turn a potential buyer into a paying client Avoiding the "free estimate trap" What to wear and bring to a Home Staging client consultation How to start your client meeting What to look for and how to communicate without offending clients Who moves what and when, and other Home Staging mysteries House showing survival tips to build your client relationship Don't chase your money: How to get paid on the spot Invoice templates for three unique scenarios How to end the meeting and pave the way for future sales The final visit: essential ingredients for your Home Staging "tool kit"

>> Save up to $830 with a 5-course package!

>> More details on complete training program

"My first staging project was worth $8,000. I staged a vacant home that's been on the market for two years." Elizabeth Englehart, Moving Designs

Course 4 - Staging Diva Sales & Marketing Secrets to Boost your Home Staging Business

Defining what success means to you and how that relates to your chosen marketing strategies How the buying cycle works Overcoming the top 5 reasons someone won't hire a Home Stager The key questions you must answer before someone will buy How to reach your 4 key target audiences (yes, there are four!) What you should know about each audience Building your web presence and learning about search engines Pricing strategies to work less and earn more

>> Save up to $830 with a 5-course package!

>> More details on complete training program

"The Staging Diva Program filled in all the questions that I still had after completing another 'hands on program.' I love that I'm now pursuing a career that pays me to be creative." Tracie Lacroix, Sold by Design

Course 5 - Over 30 More Ways to Make Money in Staging

What is an alliance? How alliances make money for you Alliances vs. Partnerships 6 key reasons to form an alliance 4 key ingredients to look for How to find alliances How to negotiate a win/win situation Staging Diva Alliance Assessment Scorecard to evaluate candidates Wrap up questions from the Staging Diva Training Program Invitations to Graduate only programs and ongoing support services

>> Save up to $830 with a 5-course package!

>> More details on complete training program

As a Staging Diva Graduate, you'll receive a personalized certificate in the mail.

After completing the Staging Diva Program, you'll receive a "grad badge" for your website and printed materials.

The Instant Download PLUS Package and the Mailed-To-Your-Door Package include all the items shown above.

Courses 1 through 5 - The Complete Staging Diva Home Staging Business Training Program

90% of students who sign up for 1 course end up taking all 5, so we give you the opportunity to save money by offering you 3 different course packages to choose from. Savings range from $700 up to $830, compared to ordering all the items in each package individually. (View comparison chart now!)

# 1 - Instant Download (save $700)

The Instant Download Package is the quickest and cheapest way to get the Staging Diva Training Program and all the benefits that come with being a Graduate. Your 5 home staging courses and 2 bonus checklists are sent to you by email as soon as you order. No waiting start learning immediately!

# 2 - Instant Download PLUS (save $775)

With the Instant Download PLUS Package, you get everything in the Instant Download Package, PLUS a 100-page home staging training program Action Guide and a bonus one-hour question and answer audio recording where you'll hear Staging Diva Debra Gould answer detailed questions from a small group of Graduates. You can download everything as soon as you order no waiting!

# 3 - Mailed-To-Your-Door (save $830)

With the Mailed-To-Your-Door Package, you get exactly the same materials that come with the Instant Download PLUS package, but you don't have to worry about downloading anything because it's all mailed to your home! When your shipment is delivered, you'll find all your training materials packaged in an attractive tabbed binder, plus a matching CD media case containing your audio CD recordings. Please allow up to 2 weeks for delivery within the US, 3 weeks for Canada and up to 4 weeks outside North America.

NOTE: All 5-course packages include a 60-day trial membership in Staging Diva Network Online Discussion Group. A great way to network with fellow students and get your questions answered as you work through your courses!

Mailed-To-Your-Door items are subject to shipping & handling charges, which are added during checkout.

Instant Download

Instant Download PLUS

Mailed-To Your-Door

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"I can't tell you how empowered I felt taking the Staging Diva Program! In 10 hours of staging courses, you saved me from years of being underpaid and overworked as a home stager! I can't thank you enough." April Fitzpatrick, Style That Sells

"Staging Diva is not just about Staging it's about being in BUSINESS, making MONEY and keeping yourself SANE at the same time!" Victoria Willits, Fresh Look Design

Staging Diva Home Staging Business Quick-Start Checklist

Starting a new business can be scary. There are so many things to consider and so many steps to take. Sometimes just trying to figure out what to do first can be overwhelming.

This quick-start guide to the first 20 steps you need to start your home staging, house staging, real estate staging business will keep you focused and organized. It will also save you from making the costly mistakes that come with doing things in the wrong order.

NOTE: THIS PRODUCT ONLY AVAILABLE WITH A 5-COURSE PACKAGE!

"Debra, you're a marketing genius. I've done more business in the last 6 months than I did the whole previous year! Many thanks for your vision and your incredible ability to share it with others." Caroline Carter, Done In a Day, Inc.

14 Marketing Ideas to Rev Up Your Home Staging Business

If you dont put focused effort into marketing your business, nobody will ever know how talented you are as a home stager. This special report takes the mystery out of marketing by giving you 14 no-cost and low-cost ways to start promoting your business right now. Any of these ideas will rev up your business by helping you attract new clients.

Home staging and business expert Debra Gould has written 14 pages of inspiring ideas that you can act on immediately, without feeling like you need to write a whole business or marketing plan first.

"I can attribute my success to the Staging Diva. Throughout my 2-year journey, you have been and continue to be my driving force. Debra, you're awesome!" Gary Baugher, An Eye 4 Change

7 Massive Mistakes That Can Kill Your Home Staging Business and How to Avoid Them

In this 17 page special report by home staging expert Debra Gould, you'll learn how to avoid the 7 massive mistakes that can:

Useful tips for both new home stagers and those who have been in the business for a year or two.

NEW!

"Debra Gould is a Master at Marketing! She's a true professional with wit and humor and open to share all her success. Everyone needs a mentor Debra will be mine. Her energy and confidence are truly inspiring!" Carla Savko, Homes with Pizzazz

Simple Marketing Plan Companion: A stress-free approach to promoting your staging business

Following the simple approach outlined in this inspiring guide will remove the intimidation factor around creating a marketing plan, prompt you to change the ways you promote your business and remind you to take action to keep your business (and your life) moving forward in the direction you really want it to go. You'll learn:

Learn how to write your own marketing plan the easy way, so you can stop "planning" and start "doing." Then watch the results as your staging business grows! If you're serious about having a real staging business that meets your financial needs while letting you live the life of your dreams, you don't want to miss this guide by marketing expert Debra Gould, The Staging Diva.

"My first staging job went incredibly well and I could not tear the smile off my face after I left. I had to strongly resist the urge to skip back to my car in case my clients might be watching from their doorway. Debra, you have inspired me to broaden my business horizons. You're amazing!" Katherine James, Set Sale and Go Home Staging

Staging Diva Chronicles Volume 1: 12 Home Staging Articles You Can Use for Your Own Promotion

Written by Debra Gould, The Staging Diva, some of the 12 article topics include:

>> More Details

NEW Second Volume!

"I knew what I wanted to do, but I didn't know how to go about it. Staging Diva gave me the processes and I followed them." Meg Ritchie, Gold Coast Homestaging

Staging Diva Chronicles Volume 2: 12 Home Staging Articles You Can Use for Your Own Promotion

Written by Debra Gould, The Staging Diva, the 12 titles include:

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"Debra, thank you for the home staging project referral on that $1.6 million dollar home. The staging went well and I felt confident and comfortable working with the clients thanks to what I learned in the Staging Diva Program." Anne Counard, Ideal Home Staging

Home Staging Consultation Checklist with Room-by-Room Client Planning Forms

This is two products in one! The Home Staging Consultation Checklist includes:

The Room-by-Room Client Planning Forms are ready for you to customize with your own logo and contact information on the front page. Then you photocopy the rest and you'll have a professional-looking and thorough room-by-room plan to fill in during your consultation and then leave behind with your clients at the end of your meeting.

You get this product as a FREE BONUS when you sign up for course 3 or one of our 5-course packages.

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"I love the Staging Diva Sales Script! It's like being privy to the 'secret' of a famous restaurant, because Debra has proven it works over time. I sincerely appreciate the Staging Diva's desire to help entrepreneurs like me become a success!" Sue Kilmer, Suzy Home Stager

Staging Diva Sales Script: How to Avoid the Free Estimate Trap and Turn Homeowners into Home Staging Customers in One Phone Conversation

Home staging expert Debra Gould, The Staging Diva has personally staged hundreds of homes without ever going to visit a prospective client to do a free estimate (even though she is surrounded by other stagers who do).

In this unique product, she takes you behind the scenes to discover exactly what she says to homeowners when they call and say: "I'm thinking of having my home staged, what does it cost?" or "I'm thinking of having my home staged, can you come over for a free estimate?"

This Sales Script took Debra from zero business to earning $10,000 a month staging homes in her second year in business. You're about to learn what she says to prospects word for word to help them understand the value of her services and book a paid meeting with her!

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"The Staging Diva Training Program answered all of my questions. After Course 3 I landed my first client and earned enough to pay for the whole training program and turn a profit too! Thanks Debra for being so open and candid about the intimacies of operating your business so that we can have a better chance to succeed!" Terri Tough, A La Mode Interior Home Staging

Staging Diva Business Training Action Guide: Planning Notes, Worksheets and Scorecards to Start and Grow Your Business with Confidence

The Staging Diva Training Program Action Guide is filled with 100 pages of activities to help you stay organized and moving forward in a step-by-step fashion.

The exercises and tasks are based on the 5 courses in the Staging Diva Training Program. That's where you'll find all the background explanation and thinking behind the activities in this Action Guide.

Nothing in this guide is "make work." It's all geared towards helping you plan your business and focus on your priorities with fill-in-the-blank worksheets, exercises, checklists and more.

This is the perfect product if you want to reinforce your learning by working with the Staging Diva course material in a more active way.

NOTE: This product is only available in these 5-Course Packages:

"I love the Twitter Guide! It's clear, concise, easy to follow, and motivated me to use what I was learning. To my amazement, Google found my profile within 2 days and I suddenly had people following me on Twitter that I had never heard of. This Guide really showed me how to use Twitter to get new clients. I recommend it to everyone!" Kay Keeton, Start Stager

Home Stager's Guide to Twitter: Building your home staging business one "tweet" at a time

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Staging Diva Store - Home Staging Business Training ...

A successful technology sales program starts with a well-trained sales staff. Not only do IT sales reps need to have an in-depth understanding of the products and services they are offering, they also need to possess well-honed sales skills to master the art and science of process selling. TSRIs Technology Sales Training will provide the IT sales training your sales reps need to turn prospects into clients.

TSRI will teach your reps the advanced selling skills they need to close more deals for you. Well show them:

. how to deal with rejection . proven techniques to overcome sales call reluctance . logical ways of breaking down the sales effort into implementable steps . how to create business value . ways to network for leads . secrets of negotiating with management

Each TSRI Professional Development and Technology Sales Training package is designed to transform every one of your sales reps into a personal selling machine. This requires a combination of technical, interpersonal and time management skills. Our goal is to provide real-life skills that can be applied to actual sales situations that your sales professionals face every day. Your sales reps will speed up the selling cycle as they employ TSRI tactics that will improve their communication techniques, help them find qualified buyers (and not just qualified prospects) and then position a Technology Sales Solution that addresses their pain points.

Any of the following ITSales Training packages can be custom-designed for the unique needs of your company:

Intro to Process Selling The workshop takes participants through the essential elements of prospecting, qualifying, presenting and closing, providing tips and suggestions to expedite the process and overcome client objections that can often interfere with completing deals (Half or Full Day Workshop) Read More

Selling Professional Services Designed for sales teams accustomed to exclusively selling hardware, this workshop provides the techniques to present, bid and close deals for professional consulting services (Half or Full Day Workshop) Read More

Telephone Skills for Selling IT Solutions In just one day, our Telephone Skills workshop teaches your inside sales staff how to effectively use the telephone to secure new opportunities with prospective customers (Half or Full Day Workshop) Read More

TSRI Sales Academy Designed for multiple, full-day programs, TSRIs Academy takes participants through all facets of the IT sales process. The sessions blend practical skills and activities to reinforce Technology Sales Training as well as personal strategy sessions to help each salesperson achieve new and more challenging goals. (Two or Three Day Workshop) Read More

Managing the Enterprise Network Solutions Sales Process Designed to enhance IT sales opportunities for network solutions to targeted mid market segment. The session will review: Critical elements in the sales process that can make the difference between closing the deal and being the runner-up Read More

IT Sales Training For Todays Economy

In a very competitive business environment, attracting and retaining clients requires an efficient proactive sales process. TSRI helps clientscultivate long-term new customer relationships to build a predictable revenue pipeline for incremental growth. Our process enables salespeople to more accurately predict the outcome and time frame to close a deal, referencing both anecdotal and quantitative milestones in the sales cycle. Read More

Learn more about TSRI Sales Training. Click Here to Download our PDF.

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Technology Sales Training | IT Sales Training | TSRI

The following are five free sales training activities we have used for more than a decade with clients during our sales training courses.

We frequently receive requests for sales training ideas from organizations wishing to develop their own sales training programs. In the interest of improving sales skills, we are sharing these activities for use by others.

You may also link to them.

However, we request that you not publish them in an online guide, for-profit printed guide, or otherwise without our permission.

Each of the activities listed requires a basic knowledge of customer service. While we are happy to answer questions about the mechanics of the games and activities, we kindly request that you do your own research on questions related to content.

For easier reading away from the computer, Five Free Sales Training Games is an easy-to-read PDF document containing the games listed here.

For more information about onsite customer service workshops and seminars for your group, please contact us at This email address is being protected from spambots. You need JavaScript enabled to view it. or 301-934-3250.

Ask or Tell?

Purpose: To illustrate the importance of discovering needs before launching into a sales speech.

Note: This activity can easily be used as a sales training icebreaker.

Goal: To remind salespeople that selling is not about the product or service. It is about how products and services can solve problems for customers.

Materials Needed: Object available in the training room

Directions: Ask the participants to find a partner and then decide who will play the role of the buyer and who will play the role of the seller. Once the decision is made, instruct the sellers to sell an item in the room to the buyers. Next, while the activity is in progress, take two to three minutes to walk around the room and listen in on the conversations. Take note of which sellers are discovering needs versus those who are pushing the features of the objects theyve selected. End the activity after four or five minutes.

Debrief: Ask the buyers if they were asked questions to determine needs or if their sellers immediately launched into pushing the features of their items. If buyers report that they were sold features without discovering or confirming need, make the point that even seasoned salespeople can fall into this trap. If nobody failed to discover needs, congratulate the group for their good work.

The pacing of this activity should be fast. Most salespeople have little interest in games for the sake of games. It is critical that you tie activities back to actions that they can take for improvement and better results back in the field.

Time: 5 Minutes

Your Order, Please

Purpose: To teach participants how to uncover a buyers priorities.

Goal: To emphasize identifying priorities as part of the sales process.

Materials Needed: Pen and paper

Directions: This activity can be run by choosing two people to interact in front of the larger group or in groups of two run concurrently. Where you insert this activity in your training and the activities and exercises that surround this one should determine the format you choose. After deciding on a format, tell the group that the role of the seller is to determine the buyers priorities.

Next, share the fact that the seller represents an art warehouse that carries a wide range of products. The buyer represents a hotel undergoing a major renovation. The buyer must prioritize several attributes: price, quality, delivery dates, product originality, and payment terms. Then by asking questions, the seller must discover the buyers priorities.

The buyer should write the priorities for the hotel on a sheet of paper. The buyer should also determine the particulars of the hotel. For example, the hotel may be a high-end property, or it may be a budget location. During the conversation with the seller, the buyer should reveal information when asked. The seller should make a written list of the buyers priorities in order.

Allow between five to ten minutes for dialogue.

Note: You can adjust the scenario to your industry if desired.

Debrief: When the questioning is complete, ask the buyer and seller to compare lists. If they match, congratulate the seller. If they dont, ask what happened. With either outcome, ask the group to talk about the value of discovering priorities. Next, ask them how much time they typically devote to this part of the process. Do they feel they invest enough effort?

Time: 20 25 Minutes

Mr. Parker Schroeder

Purpose: To show the value of doing sales research.

Goal: To increase participant awareness of the resources available for researching people and organizations.

Materials Needed: Flipchart and marker

Directions: Divide the group into teams of four or five people. Next, tell each team that they will be sending a representative to meet with Mr. Parker Schroeder, the CFO of Gapland Industries.

Gapland Industries manufactures high-end equipment used in hospitals. You are there to sell leasing financing services that Gapland can offer its customers. (If this scenario does not fit the group you are working with, you should rewrite it.)

Ask each group to list all of the places they would go to research Mr. Schroeder and Gapland Industries.

Debrief: Each group should come up with multiple places to look for information. Here are a few of our favorites:

Ask the participants how much time they devote to research. Make the point that it is no longer acceptable to show up not knowing publically available information. People expect you to do your homework.

Time: 15 Minutes

So Whats My Line?

Purpose: To demonstrate the importance of establishing rapport with those you have researched.

Goal: To encourage salespeople to plan for their sales calls.

Materials Needed: Pen and paper for each participant.

Directions: Explain to the group that they must each develop one or two conversation starters and a list of topics that might be better left for self-disclosure. As with the last activity, this game focuses on Mr. Parker Schroeder and Gapland Industries. The participants have done a good job of researching Mr. Schroeder and have learned the following:

Mr. Schroeder earned a BS in finance from UCLA and an MBA from Rice University.

He is divorced from his first wife with whom he had two kids.

He remarried two years ago.

He is on the board of the citys art museum.

He is on the board of the citys Humane Society.

He enjoys skiing, science fiction, and golf.

He has worked for Gapland industries for six years.

He recently bought a house.

He was sued by a neighbor.

He donates to Republican candidates.

Debrief: After reviewing the conversation starters and lists of inappropriate topics, make any suggestions for improvement. Then close the activity by summarizing how to be informed without appearing to be a stalker.

Time: 15 Minutes

Seat 4C

Purpose: To demonstrate to participants that they should always be prepared to make a new business contact.

Goal: To encourage participants to be ready to meet new prospects anywhere.

Materials Needed: None

Directions: Explain to the group that they are traveling for work and have just received a first-class upgrade. When the lady in seat 4D sits down, you see from her reading material that she works for an organization you are planning to approach for business. When the pretzels come out, conversation starts. The lady in 4D asks, So what do you do? In this activity each participant must craft an answer. Once they are done, have them share their answers with a partner and then with the larger group.

Debrief: After listening to each answer, you will probably discover that some are much better than others. You should encourage those with responses needing work to put some additional effort into introducing themselves. You should also make the point that introductions can get stale and should be updated from time to time. Finally, you never know where the next deal is sitting!

Time: 20 Minutes

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Five Free Sales Training Games and Activities

Everybody is always selling something. Sadly, however, few people do all that they can to delight existing clients and attract new ones. Are your salespeople trained to do all they can to grow your business?

What if you could put processes in place to increase your existing sales and increase your market share? Would you invest the time?

Taught by professionals with decades of experience, our sales training courses are designed to help salespeople and non-salespeople alike improve their ability to build relationships, close deals, and retain clients.

Our solutions can be used off-the-shelf, tailored, or completely customized to your groups industry, corporate culture, and environment.

For information beyond what we've posted, please contact us to discuss your training need and how we can educate your staff and realize your goals.

To review course overviews for our existing sales training courses and programs, click on the links to the right. Alternatively, review the short descriptions found on this page.

If you dont see exactly what you are looking for, contact us to discuss program tailoring or fully customized content.

B Conference Breakout Session or Lunch Program

H Half-Day Training Course

F Full-Day Training Course

M Multi-Day Training Course

W Webinar

W2Two-Part Webinar

O Self-Paced Online Course

Selling Made Simple: Tools to Jump Start Your Sales Success

F

M

Basic Sales Training: Selling Fundamentals

H

F

The Six-Step Shift: Transform Your Sales and Grow Your Bottom Line

F

M

The Ultimate Sales Pro: Three Days to Stronger Selling

M

Finding Gold: Prospecting for Sales Leads Like a Pro

B

H

W

Calling All Callers: Tools and Techniques for Better Phone Sales

B

H

W

Great Exhibitionists: Mastering Trade Show Sales and Booth Etiquette

B

H

F

W

The Relationship Advantage: Connecting with Customers and Increasing Sales

F

W2

This onsite sales training program focuses on all of the elements of selling. The course includes self-evaluation exercises, customer and client needs analysis, tactics for making initial contact with customers, creating sticky sales (repeat purchasing), and methods for improving follow up. It is designed for those already in a sales position.

This introductory course presents the fundamentals of the sales and selling process. During the workshop, participants will learn how to get into the salesperson's mindset, distinguish between features and benefits, present competitive strengths, find new clients, and network more effectively. This workshop is ideally suited to those new to the sales role.

This workshop is about putting systems in place to take sales from "blah" to "ta da." Topics include articulating goals, addressing failures, asking the right questions, adding value, positioning and building strong relationships, and maintaining momentum.

The Ultimate Sales Pro: Three Days to Stronger Sellingcovers all aspects of sales and selling. It can be adjusted to accommodate experienced salespeople and those new to the profession. Depending on your needs, we can teach this multi-day training seminar in either a consecutive or nonconsecutive day formats.

Finding clients, networking, and growing a customer base are the key elements in this program created for those people who need to improve their sales prospecting skills. This courses focuses on building an electronic Rolodex and then knowing what to do with it. As with all of our professional selling programs, this course includes multiple role plays and practice cases.

This phone sales training course addresses skills needed for effective selling over the telephone. It can be combined with customer service training for participants sharing service and sales responsibilities.

Too many companies deploy staff to a trade show with no plan for making the most of the organization's investment. This trade show sales and selling course covers the ins and outs of successfully staffing a booth, setting realistic goals, generating traffic, qualifying leads, acting with professionalism, and following up after events.

Our relationship sales training course is designed to develop skills needed to foster long-term sales and client loyalty. The program examines the elements of the sales process with the end goal of building relationships to better serve clients and grow sales. This workshop is designed for businesses in which better relationships are essential to the bottom line.

We love free stuff just as much as anyone, and weve put together several tools to help our clients and site visitors improve their selling skills. From reading lists to training games and activities, weve posted several documents to help you improve your chances of making the sale. Check out the links in the left column of this page. Enjoy!

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Sales Training Courses Directory - Business Training Works

TrainOne offers innovative, award-winning online and classroom training products in Sales Techniques, Attitude, and Customer Loyalty, based on the work of Jeffrey Gitomer.

Our basic 'Core' library includes 78 online training modules with extensive video, interactivity, downloadable resources, and pre- & post-tests. They're hosted on our Learning Management System (LMS), which offers managers real-time 24/7 reporting on multiple levels.

We also offer live classroom programs and 'train the trainer' (T3) programs to bring your own training and coaching people up to speed quickly, as well as DVD/CD training products.

For larger clients we offer custom course development services mixing Jeffrey Gitomer content and your own market or company-specific content, delivered online with our LMS, through SCORM modules for your own LMS or through blended solutions mixing online and offline components. We have delivered products in over a dozen languages to date, and offer extensive student survey, polling and feedback options to fine-tune your training as needed.

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Sales Techniques, Attitude & Customer Service Training from ...