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Best 3rd Party Sales Training You've Received

post #1 of 21
Thread Starter 
My employer has offered to pay for sales training of my choice. We are located in NYC so I have a plethora of choices.

Your experiences please...
post #2 of 21
Sales techniques may look complicated, especially for beginners. Modern Sales professionals’ train people in a bit different way from other sales trainers; they not only give importance to products but also to sales persons. They build up sales man image in order to impress customer with deep knowledge of product and also train professionally to be in a positive attitude.
post #3 of 21
I've done a lot - what do you sell, and what do you want to sell? what do you think you need improvement in? what are your short term and long term goals?
post #4 of 21
Thread Starter 
I sell complex wireless communication solutions to local, state, and federal agencies. This is more or less major account management and acquisitions. I just started so I need everything. I even need to learn what my goals should be.
post #5 of 21
Quote:
Originally Posted by KPO89 View Post

I even need to learn what my goals should be.

Make a sale?
post #6 of 21
Quote:
Originally Posted by KPO89 View Post
I sell complex wireless communication solutions to local, state, and federal agencies. This is more or less major account management and acquisitions.

I just started so I need everything.

I even need to learn what my goals should be.

cool, that narrows it down. I did some training with SAP, a long time ago that was very useful. the basic idea was mapping out the customer organization. what you really should be looking for is stuff that involves

mapping customer organizations
complex sales processes (with multiple DMUs )
sales process planning
sales questions
prospecting

those would start you off.

you might hit amazon, and look for books on those subjects, then google the authors and see if they do training.

good luck
post #7 of 21
Thread Starter 
Quote:
Originally Posted by globetrotter View Post
cool, that narrows it down. I did some training with SAP, a long time ago that was very useful. the basic idea was mapping out the customer organization. what you really should be looking for is stuff that involves

mapping customer organizations
complex sales processes (with multiple DMUs )
sales process planning
sales questions
prospecting

those would start you off.

you might hit amazon, and look for books on those subjects, then google the authors and see if they do training.

good luck

Good points...I am currently reading Strategic Selling which was recommended by Artisan Fan in the "What I have learned thread".
post #8 of 21
Most, no make that all, sales training courses I have attended have been generic and useless. I have attended quite a few, and none are memorable. Could get the same info from a book. They do have some tangential value, a tip here and there, talking with your classmates at the bar afterwards. Sales is like many things, your plans are great until the action starts. Who is the best salesperson in your company? Following that person around for a week would be far more valuable.
post #9 of 21
If you are in sales I would say to go to an "inspirational speaker". Whether it is sales related or not, if you find someone to "inspire" you or give you more "drive" you will probably be more encouraged to work hard and get things done.

I just say that because the best session that I went to had nothing to do with the business but he gave me a mind-set that really stuck with me.
post #10 of 21
Thread Starter 
Anyone familiar with Miller Heiman?
post #11 of 21
Sales is not just about being a good talker, it is equally important to be a good listener too. It is vital to understand the customer's mentality to do good sales. Taking up business sales training will help in a great way.
post #12 of 21
Being a successful salesman is not an easy thing, it takes great commitment and dedication. It is very important to have good skills and techniques to be a good salesman. Therefore, it is vital to undergo sales training; it will help one to become a good salesman.
post #13 of 21
Quote:
Originally Posted by KPO89 View Post
Anyone familiar with Miller Heiman?

a very good system. my brother just discovered this system recently, after 20 plus years in sales and is really enjoying it. I had a short course maybe 10 years ago, and have read a few books
post #14 of 21
Thread Starter 
Quote:
Originally Posted by globetrotter View Post
a very good system. my brother just discovered this system recently, after 20 plus years in sales and is really enjoying it. I had a short course maybe 10 years ago, and have read a few books

Good cause I am picking this one.
post #15 of 21
The keys to great salesmanship are, in order of importance, customer insight and flexibility. Insight into your target buyer -- org structures, needs, politics, decisionmaking flows and hierarchies, industry position, etc. -- is crucial. It basically tells you exactly what your buyer would like to buy. Flexibility is the other component, and there is a tiny bit of amorality to it. Chances are, your product or service isn't going to be a perfect fit with a prospect's exact needs. You need to know how to fit your square peg into the prospect's round hole by making your peg seem as round as possible. Don't lie about what you're selling, but be acutely aware of the areas of overlap between your product's benefits and the target's needs.
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