Can Sales Training Courses Help You Make Sales More Easily?

March 31, 2009 2:51 pm shelley Sales, Stop Cold Calls

Image by RodBegbie via Flickr

Are you in the market for sales training courses that can help you prospect more effectively and make sales more easily?

After years of sales success in Atlanta, Anthony found himself in a rut, knowing that something had to change. He said it’s harder than ever to get appointments, that many of the professional office buildings had upgraded security at the door so you can’t even get to your prospect’s personal gatekeeper!

Sound familiar?
So, where can you find sales training courses to help you make sales more easily?
Anthony found a few that asked questions like, “Where might your ideal customers be found? Who can help you meet them?”

The short answer was, “From current customers who already know, like, and trust you!”
Here were three tips he began to sue right away:

1. Client referrals - inside the company.
Ask your happy clients for referrals inside the company.
If you don’t ask, chances are they won’t volunteer.
If they are happy, they already know that you’ll make them look good by referring you to their business buddies.
Ask for an introduction to additional influencers and decision makers inside your client organization.

2. Client referrals - outside the company.
Your happy clients also have counterparts in other organizations.
Guess what –they have the same needs as your client.
Ask your client to share names and make introductions, even if just by email.

3. Professional meetings are a great way to connect with new prospects, especially where your customers are active.
Tell your customer you’d like to attend an association meeting, and ask if you can sit together.
If you’ve done your homework, your client will become the best tool in your sales kit.
Have you seen the Fidelity commercial on TV, where the client does the selling?
When your clients are excited, they’ll do it for you, too.

If you want to sell more with less hassle, try these three ideas for leveraging your relationship with your best customer. We’ll talk about more referral ideas tomorrow.

Speaking of sales training courses, be sure to get some free tips for using truth to get what you really want. Download the first two chapters of Integrity-Based Communications by entering you email address above.