Sales Training Seminars

The following is a list of our standard sales training seminars. Some are available in a public (open enrollment) format in cities across the US and Canada and they are all available in a private format offered in-house at the location of your choice.

Contact us to discuss how we can best assist with your sales training needs with no obligation.

Please click the sales training class name for a one page description:

Please click the workshop name for a one page description:

The following is a partial list of upcoming open enrollment courses. These courses are perfect for individuals looking for training across Canada and the US. Limited spaces are available on a first come, first serve basis. To reserve a seat in a course please contact us.

At the Sales Training Institute Public Sales Training Seminars are available in a standard format that we can offer your employees in house or we can customize complete sales training programs for your specific organization. There is no charge for minor customization.

Sales Training Seminars

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Sales Training Seminars, Workshops, Courses and Classes

A sale is the exchange of a commodity for money or service in return for money or the action of selling something.[1]

The seller or the provider of the goods or services completes a sale in response to an acquisition, an appropriation[2] or a request. There is a passing of title (property or ownership) of the item, and the settlement of a price. A seller agrees upon a price which he willingly gives ownership of the item. The seller, not the purchaser generally executes the sale and it is completed prior to the obligation of payment. A person who sells goods or service on behalf of the seller is known as salesman or saleswoman.

A sale can take place through:[3]

Agents in the sales process can represent either of two parties in the sales process; for example:

locating prospects, fostering relationships with prospects, building trust with future clients, identifying and filling needs of consumers, and therefore turning prospective customers into actual ones. Many tools are used by successful salespeople, the most improtant of which is questioning which can be defined as a series of questions and resulting answers allowing the salesperson to understand a customer's goals and requirements relevant to the product. The creation of value or perceived value is the result of taking the information gathered, analyzing the goals and needs of the prospective customer and leveraging the products and/or services the salesperson's firm represents or sells in a way that most effectively achieves the prospective clients goals and/or suits their needs. Effective salespeople will package their offering and present their proposed solution in a way that leads the prospective customer to the conclusion that they acquire the solution, resulting in revenue and profit for the salesperson and the organization they represent.

Since the advent of the telephone, a distinction has been made[4] between "inside sales" and "outside sales" although it is generally agreed that those terms have no hard-and-fast definition.[5] In the United States, the Fair Labor Standards Act defines outside sales representatives as "employees [who] sell their employer's products, services, or facilities to customers away from their employer's place(s) of business, in general, either at the customer's place of business or by selling door-to-door at the customer's home" while defining those who work "from the employer's location" as inside sales.[6] Inside sales generally involves attempting to close business primarily over the phone via telemarketing, while outside sales (or "field" sales) will usually involve initial phone work to book sales calls at the potential buyer's location to attempt to close the deal in person. Some companies have an inside sales department that works with outside representatives and book their appointments for them. Inside sales sometimes refers to upselling to existing customers.

Marketing and sales differ greatly, but have the same goal. Selling is the final stage in Marketing, which also includes Pricing, Promotion, Place and Product (the 4 P's). A marketing department in an organization has the goals of increasing the desirability and value to the customer and increasing the number and engagement of interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, and public relations, creating new sales channels, or creating new products (new product development), among other things. It can also include bringing the potential customer to visit the organization's website(s) for more information, or to contact the organization for more information, or to interact with the organization via social media such as Twitter, Facebook and blogs.

The field of sales process engineering views "sales" as the output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, "sales" and "marketing" (among others, such as "customer service") label for a number of processes whose inputs and outputs supply one another to varying degrees. In this context, improving an "output" (such as sales) involves studying and improving the broader sales process, as in any system, since the component functional areas interact and are interdependent.[7]

Most large corporations structure their marketing departments in a similar fashion to sales departments[citation needed] and the managers of these teams must coordinate efforts in order to drive profits and business success. For example, an "inbound" focused campaign seeks to drive more customers "through the door", giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well.

The sales department would aim to improve the interaction between the customer and the sales facility or mechanism (example, web site) and/or salesperson. Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes. For example, in many out-bound sales environments, the typical process includes out-bound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step, as well as the whole process.

One further common complication of marketing involves the inability to measure results for a great deal of marketing initiatives. In essence, many marketing and advertising executives often lose sight of the objective of sales/revenue/profit, as they focus on establishing a creative/innovative program, without concern for the top or bottom lines - a fundamental pitfall of marketing for marketing's sake.

Many companies find it challenging to get marketing and sales on the same page.[8] The two departments, although different in nature, handle very similar concepts and have to work together for sales to be successful. Building a good relationship between the two that encourages communication can be the key to success - even in a down economy.

The idea that marketing can potentially eliminate the need for sales people depends entirely on context. For example, this may be possible in some B2C situations; however, for many B2B transactions (for example, those involving industrial organizations) this is mostly impossible.[citation needed] Another dimension is the value of the goods being sold. Fast-moving consumer-goods (FMCG) require no sales people at the point of sale to get them to jump off the supermarket shelf and into the customer's trolley. However, the purchase of large mining equipment worth millions of dollars will require a sales person to manage the sales process - particularly in the face of competitors. Small and medium businesses selling such large ticket items to a geographically-disperse client base use Manufacturers' representatives to provide these highly personal service while avoiding the large expense of a captive sales force.

Another area of discussion involves the need for alignment and integration between corporate sales and marketing functions. According to a report from the Chief Marketing Officer (CMO) Council, only 40 percent of companies have formal programs, systems or processes in place to align and integrate the two critical functions.

Traditionally, these two functions, as referenced above, have operated separately, left in siloed areas of tactical responsibility. Glen Petersen's book The Profit Maximization Paradox[9] sees the changes in the competitive landscape between the 1950s and the time of writing as so dramatic that the complexity of choice, price and opportunities for the customer forced this seemingly simple and integrated relationship between sales and marketing to change forever. Petersen goes on to highlight that salespeople spend approximately 40 percent of their time preparing customer-facing deliverables while leveraging less than 50 percent of the materials created by marketing, adding to perceptions that marketing is out of touch with the customer and that sales is resistant to messaging and strategy.

Excerpt from:
Sales - Wikipedia, the free encyclopedia

Secrets to Video Marketing Success Video has immense potential in B2B marketing, but many companies have been slow to adopt it. Chuck Kapelke provides quick tips for better use of video in an article published in B-to-B Marketer, a publication of the Business Marketing Association. Read the full article.

Sales Compensation Trends Survey The Alexander Group, a sales management consulting firm, released its 2015 Sales Compensation Trends Survey. You can access it here (registration required).

The Looming Talent Crisis Workforce 2020: The Looming Talent Crisis is a report from Oxford Economics and SuccessFactors that examines the most effective employee motivators, examines why 60% of employees are unhappy with their jobs, and reveals the biggest untapped source of leadership talent that is hiding in plain sight. Download it here (registration required).

15 Things to Train Salespeople On Instead of Social Selling Sales leader and consultant Anthony Iannarino explains why hed train on more than a dozen other sales skills before jumping on the social selling bandwagon. Read his blog post here.

Trade Show Smackdown In our March/April issue, we asked marketing and sales managers how they felt about the return on their trade show investment. Their responses can be found here.

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SalesAndMarketing.com

I bring powerful messages of ethics, effectiveness and efficiency insocial media and Internet marketingto direct sales and other home-based entrepreneur audiences.My programs are high contentandfilled with actionable strategies that can be implemented immediately.

For companies who want to grow their bottom line, or for distributors and leaders who want to have more of an impact, I offer live and virtual options. I travel from the San Francisco Bay Area across the US and Internationally to bring my social mediacontentto you.

Direct Selling Executives: Subscribe to my Tuesday Tips emails and learn a quick tip that will help your company get a better handle in social media each week. Subscribe here.If you are not a company executive (or top organization leader) subscribe to my regular newsletter here.

As an expert in this field, I am committed to providing cost-effective programs and solutions so that companies, field leaders, and independent party plan distributors can capitalize on this new method of networking that is here to stay.

Note: I am not affiliated with any network marketing company and am not recruitable. I am 100% independent.

Do you have a direct sales party plan, network marketing or MLM company? Or are you an independent entrepreneur, distributor or have another type of home-based business?

If yes, you are in the right place! My passion is helping people like you get online and into action!

Just to let you know, when I started your course, I only had 13 Likes on Facebook . now I have over 100. It took awhile to get over the 100 mark, butafter I tweaked my page from what I learned, and began to update it more often, the Likes increased dramatically. I learned a lot but still have a lot more to learn! Shirley Lee Shirley The Bag Lady

View Karen Clark Keynote Speaker in a larger map

Some of my speaking engagements for direct sales companies and other organizations that serve entrepreneurs have brought me to many cities within California including several in the San Francisco Bay Area such as Sunnyvale, Petaluma, Rohnert Park, San Rafael, Novato and San Francisco itself, as well as other California cities like Sacramento and the surrounding area, Laguna Hills, and Monterey. Ive also traveled to present keynotes in Las Vegas Nevada, St. Petersburg Beach, Florida, Franklin Tennessee in the Nashville area, Tulsa Oklahoma, Milwaukee Wisconsin, Minneapolis Minnesota, Sioux Falls South Dakota and several cities in Texas such as Austin, Houston and Dallas. Although my travels have so far been within the United States, I am currently seeking professional speaking opportunities in Canada, Europe, Asia, Mexico and the Middle East. My dream has always been to travel the world and I am grateful that my speaking career can help me achieve that.

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Social Media Training and Consulting for Direct Sales ...

Prospecting Tips and Techniques | How to find a person who can buy the products and services sold by you and where and when? As every thing depends upon our ...

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खरीदने के चाहवान को कब / कैसे / कहाँ ढूंढ़े । Sales Training Video in Hindi

My dear sons and daughters in Sales profession, every thing is sellable, be the sellers. Before I start this video, let me ask you some questions, first how long you have been in this profession?...

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सब बिकता है - बेचने वाला चाहिए । Sales Training Video in Hindi |

Closing Sales and close to sales makes a big difference. Closing sales Selling Skills Training Video for Life Insurance LIC Agents. Live recording at Insure ...

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ग्राहक की ना को हाँ में कैसे बदलें Part 1 Closing Sales Technique Life Insurance (Hindi)

Preview & Order DVD training programs at http://www.telephonedoctor.com Web-based eLearning Courses at http://www.serviceskills.com America's Favorite Custom...

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Selling Skills from A-Z Customer Service Training

Subscribe for more videos like this! http://www.youtube.com Start your free trial today: rapidlearninginstitute.com Sales Managers aren't responsible for growing sales, they're responsible for growing salespeople. Problem is they often lack the time, tools and expertise to deliver the kind of training that will help their team sharpen critical selling skills. This video shows you how RLI tackles this common problem. - - - Subscribe: http://www.youtube.com RLI homepage: http://www.rapidlearninginstitute.com RLI is a leading provider of rapid e-learning solutions for organizations large and small. With no-fluff training programs that are short and engaging.

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Online Sales Training from Rapid Learning Institute

The Dice Game - A Direct Selling Home Party Game The BNS Channel Sales Training 101 OPEN ME: THANK YOU ALL SO MUCH FOR SUPPORTING ME & MY BUSINESS! Shari Hudspeth - Direct Sales Fast Track, Speaker Trainer Coach! averagetoexcellence.com During the video I stated that I didn't know what you do if someone already rolled the same number......Shari McAllister Hudspeth responded: Thank you so much for the wonderful testimonial for my dice game on youtube. The answer to your question: They keep rolling until they get another number that hasn't been taken. You want all the book a party envelopes given out. 🙂 Once all the envelopes are out they can double up. Hint: When you get down to a few envelopes left, let them roll because that is the fun part for them, then they can just pick an envelope if they like to expedite the process. Hope this helps. COME FIND ME: Beauty n' Scents & More - Independent Director Browse, Order or Join Online at beautynscents.net Join my Team and get added to our Private Group Page! Scentsy - http edieanne.scentsy.us Velata - http edieanne.velata.us http facebook.com edieanne2.blogspot.com http COMING SOON Scented Cards http://www.sincerelyscent.com *All videos and information are the opinions & training of Beauty n' Scents & More and are not directly associated with The Scentsy Family.

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The Dice Game - A Direct Selling Home Party Game - The BNS Channel Sales Training 101