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I didn't want to change the topic of fanocks thread so I am posting a response to your message here:
I worked in the sales field for almost a year to develop my skills. I've done extensive research in the past on companies that provide great sales training, what I found was that Xerox has a terrific training program. I didn't work for Xerox but I went through their training program myself and found it great. :smx6:Great process. They teach you that the sales process is 6 steps. It is called Client Centered Selling. Basically the idea is that each visit or contact with the customer is a sales event. You don't close them on buying the printer from call 1, rather you close them on something in the process. For instance the first phone call you close them on visiting their business and talking to their employees and IT department. Then you close them on a meeting after you work the number and help them see a value in going with a Xerox machine. But remember, the copiers industry is a tough industry. If you decide to go with Xerox, try to apply for the big corporate accounts. Small business or personal accounts will be very hard to do. These owners think a lot about their bottom line. Xerox in a way is the Apple of computers. Beautiful design, great software and high-quality prints but extremely expensive. You're usually asking people for a minimum investment of $30K. Unfortunately you are competing with Kyocera and the other Asian cheap brands and a small business owner will most of the time care mostly about the price. Unless they are a design artist or photographer then quality is not important to them.
Remember as usual that selling to Businesses is the way to go. Selling to customers is just not worth it. When you knock on someone's door and they open the door sweating in their pyjamas or sleepwear, I myself could never find an ice breaker to that one.:smilielol:I usually apologize and leave.:smx1:
Here are the other programs I found through my research and through asking other sales people:
Oracle recommended by JScott 😀
IBM
Eli Lilly
There is another big company that sells wine out of California but I can't think of their name now. I'll see if I remember it later.
Companies I would avoid:
MLMs of course and any company that tells you to make a list of your friends and family members.
PepsiCo.
Cocacola
Any soft drink or Beer co. because their training consists of sending you to the store and filling up shelfs.:coffee:
You don't have to work as a salesman to learn to sale. Here are some resources to help you develop your skills:
Great books to learn sales:
The Sales Bible by Jeffrey Gitomer (I'll say this is in itself enough, it's really a great book. No wonder it's called a Bible)
Also his little Red book of sales. All his books are great by the way.
How to Master the Art of Selling by Tom Hopkins
Programs to listen to:
The Psychology of selling by Brian Tracy
Anything by Zig Ziglar
Programs to attend:
Dale Canegie institute
In the end sales training should be part of your ongoing personal development training. Concepts get forgotten and business situations change. And the best of all teachers is experience. Don't forget you're always selling in life.
To your success and as Zig Ziglar says: SEE YOU AT THE TOP.
howard :smx6:
I worked in the sales field for almost a year to develop my skills. I've done extensive research in the past on companies that provide great sales training, what I found was that Xerox has a terrific training program. I didn't work for Xerox but I went through their training program myself and found it great. :smx6:Great process. They teach you that the sales process is 6 steps. It is called Client Centered Selling. Basically the idea is that each visit or contact with the customer is a sales event. You don't close them on buying the printer from call 1, rather you close them on something in the process. For instance the first phone call you close them on visiting their business and talking to their employees and IT department. Then you close them on a meeting after you work the number and help them see a value in going with a Xerox machine. But remember, the copiers industry is a tough industry. If you decide to go with Xerox, try to apply for the big corporate accounts. Small business or personal accounts will be very hard to do. These owners think a lot about their bottom line. Xerox in a way is the Apple of computers. Beautiful design, great software and high-quality prints but extremely expensive. You're usually asking people for a minimum investment of $30K. Unfortunately you are competing with Kyocera and the other Asian cheap brands and a small business owner will most of the time care mostly about the price. Unless they are a design artist or photographer then quality is not important to them.
Remember as usual that selling to Businesses is the way to go. Selling to customers is just not worth it. When you knock on someone's door and they open the door sweating in their pyjamas or sleepwear, I myself could never find an ice breaker to that one.:smilielol:I usually apologize and leave.:smx1:
Here are the other programs I found through my research and through asking other sales people:
Oracle recommended by JScott 😀
IBM
Eli Lilly
There is another big company that sells wine out of California but I can't think of their name now. I'll see if I remember it later.
Companies I would avoid:
MLMs of course and any company that tells you to make a list of your friends and family members.
PepsiCo.
Cocacola
Any soft drink or Beer co. because their training consists of sending you to the store and filling up shelfs.:coffee:
You don't have to work as a salesman to learn to sale. Here are some resources to help you develop your skills:
Great books to learn sales:
The Sales Bible by Jeffrey Gitomer (I'll say this is in itself enough, it's really a great book. No wonder it's called a Bible)
Also his little Red book of sales. All his books are great by the way.
How to Master the Art of Selling by Tom Hopkins
Programs to listen to:
The Psychology of selling by Brian Tracy
Anything by Zig Ziglar
Programs to attend:
Dale Canegie institute
In the end sales training should be part of your ongoing personal development training. Concepts get forgotten and business situations change. And the best of all teachers is experience. Don't forget you're always selling in life.
To your success and as Zig Ziglar says: SEE YOU AT THE TOP.
howard :smx6:
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