Category "Sales Training"

  • The Sales Cycle in Long Term Care Facilities

    No business survives long without customers, so attracting and retaining your clients and residents over time is very important. Clients in today’s long term care environment are under pressure to find effective and efficient solutions to their own or loved one's needs. These problems and solutions are often solved when people work with sales professionals who are committed to understanding what client’s needs and work to find ways to meet them.
  • The Psychology of Sales in Long Term Care Facilities

    No business survives long without customers, so attracting and retaining your clients and residents over time is very important. One of the bigger mistakes senior housing facilities make is failing to train their salespeople for the context. Taking the time to understand your clients and using this information to exceed their expectations helps build your facility’s service level, leading to long-term relationships. Understanding the psychology behind the buying process is an important part of developing long-term client relationships.
  • Relationship Sales in Long Term Care Facilities

    No business survives long without customers, so attracting and retaining your clients and residents over time is very important. One of the bigger mistakes senior housing facilities make is failing to train their salespeople on relationship management. Taking the time to understand your clients and use this information to exceed their expectations helps build your facility’s service level. This will, in turn, lead to long-term relationships.
  • Overcoming Objections and Closing the Sale in Long Term Care Facilities

    No business survives long without customers, so attracting and retaining your clients and residents over time is very important. One of the bigger mistakes senior housing facilities make is failing to train their salespeople on relationship management. Taking the time to understand your clients and using this information to exceed their expectations is at the core of every sales dialogue. Negotiating the sales dialogue alone will not result in a sale; the salesperson also needs to gain the potential client’s commitment to purchase your services.
  • ST08 Expanding Customer Relations

    No business survives long without customers, so attracting and retaining customers over time is very important.  Salespeople that take the time to understand their buyers and use this information to exceed their expectations are more likely to deliver exceptional service that leads to long-term relationships.  This course discusses strategies and tactics that salespeople can use to retain customers long-term after making the initial sale.
  • ST07 Sales Management

    For a company to be an effective sales organization, they need to have more than an effective team of salespeople; they also must have an effective sales management process and professional sales managers.  This course will discuss the sales management function in the organization, the sales manager job duties, and how the sales manager helps salespeople succeed.
  • ST06 Addressing Objections & Closing the Sale

    It is a salesperson’s primary job to advance the buyer-seller relationship towards a profitable sale.  Negotiating the sales dialogue alone will not accomplish this, the salesperson also needs to gain the buyer’s purchase commitment.  This course discusses how to overcome any sales resistance from a potential buyer’s in order to close the sale.
  • ST05 Sales Presentations: Creating and Communicating Value

    Potential buyers that make purchasing decisions in the business-to-business sales environment are busy people, so salespeople need to be well-prepared for the sales presentation lest they risk insulting the buyer by wasting their time.  This course discusses how salespeople should prepare for sales presentations, along with several tactics to use during the sales dialogue.
  • ST04 Understanding the Buyer

    Better understanding the buying process is an important part of developing buyer relationships.  This course discusses the difference between consumer buyers and business buyers.  It also discusses the detailed steps of a buyer’s purchasing decision, as well as the communication skills salespeople need to develop.
  • ST03 Communication Skills for Selling

    Relationship selling is, at its core, a communications process.  This course discusses some basic communication concepts, then moves on to show salespeople how to effectively communicate with and ask questions of the buyers they interact with.  Learning to be an effective communication and question-asker will help salespeople become much more proficient at selling.

Pages