Sales Training Institute offers sales teams and individuals web-based, streaming video sales training courses, and is building a world-class faculty of best-selling authors and industry leaders.

Sales training guru Steve Schiffman, best-selling author of over 50 books including the highly acclaimed “The 25 Sales Habits of Highly Effective Salespeople”, has joined the faculty of Sales Training Institute as Faculty Chair of Sales Fundamentals.

Schiffman has been a leader in motivational and sales training since 1979. He has consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. Steve has appeared on CNBC’S Smart Money, Steals and Deals, Money Talk, AP’s Special Assignment, SRN’s Today’s Business Journal, and The Jim Bohannon Show, among others.

“I’m proud to be a part of this team,” says Schiffman. “We’ve put together a terrific video series, that is not only a great primer for anyone just starting out in sales, but also a solid review for seasoned professionals. Sales Training Institute makes this world-class training available when it’s needed, where it’s needed.”

Schiffman has developed a powerful sales training course that covers everything sales professionals need to establish a foundation of sound sales practices.

Schiffman’s Sales Fundamentals course includes:

· Introduction to sales fundamentals
· Finding qualified leads through more effective prospecting
· The key selling concepts that define successful sales professionals
· Facilitating more successful meetings
· Managing your numbers and ratios
· Turning “No” into “Yes” through objection management
· Building long-lasting client relationships with post-sales follow through

Sales Training Institute has a respectable pedigree in the web-based training space: The company is a property of Market Motive, the industry leader in web-based curricula for online marketing training.

“Our online marketing training courses have been embraced by the industry and our clients, from small agencies to Google,” says Market Motive CEO Michael Stebbins. “Now we’re offering the industry’s best sales training courses. Having respected industry gurus like Steve Schiffman on our team is what makes that possible. I personally am excited to be working with him.”

The Sales Training Institute site boasts unique online role-play tools that allow for live peer-to-peer sales simulations. Plus, members can tackle progress quizzes, and interact with faculty and peers in the forums. Thanks to a powerful dashboard, it’s easy to track personal progress through the courses. Sales managers can review their sales team’s progress, easily customize the program for each team member, and assign specific lessons to target the training where it’s needed.

In addition to Schiffman’s Sales Fundamentals course, Sales Training Institute offers courses in Lead Generation, Advanced Sales Techniques, Presentation Strategies, and Sales Theory. Other faculty members include Sharon Drew Morgen, Author of “Selling with Integrity”; Kendra Lee, Author of “Selling Against the Goal”; Chris Lytle, Author of “The Accidental Salesperson”; and Debbie Fay, Author of “Public Speaking and Presentation Skills for PR Professionals”.

About Sales Training Institute:

Sales Training Institute gathers the industry’s top sales training gurus into one streaming curriculum.

The company provides streaming video-based sales training courses through a custom online education portal. Members follow a structured sales curriculum that is presented by the industry’s top sales trainers and consultants. Powerful dashboards let members track their own progress, and sales team managers can monitor their team’s progress.

In addition to the web-based training videos, members can participate in live, interactive sales simulations with peers; attend weekly live webinars; and interact with faculty and fellow students in the forums.

The sales faculty gathers the best known authors, trainers, and consultants in the industry and brings them together in one streaming curriculum.

Licensed curriculum is available for higher learning institutions, training providers, and professional organizations of all sizes.

Sales Training Institute is a Market Motive property and is based in Scotts Valley, California. For more information, visit SalesTrainingInsitute.com or call (866) 323-9444.

For more information about Market Motive, visit MarketMotive.com or call (831) 706-2369.

The so-called “Great Recession” caused one mitigating factor that has affected sales. People did not move from the job that they had to a different position. That is to say, that sales people really stayed in the same position for longer than they might have during a booming economy. We have grown a stagnate sales force; people with experience. Yet these same people may be happy with a sameness of their selling.

Normally there is movement by reps from one company to the next, and this allows for a new sense of purpose within the ranks. However, with people staying in the same position, afraid to leave a “good” job for the unknown, we remained the same.

The recession scared the hell out of most of us. We thought that there would never be greener grass to go to, and therefore stayed where we are.

This created a lack of urgency in the sales force, and actually affected sales overall, as prospects were not “sold”. The key words were “maintain the status quo.”

Now is the time for the country to get moving again. Now is the time to train the sales force to be more assertive if not aggressive. Now is the time to reevaluate the training that you have not done for the past two years.

Everything happens when people sell. Now is the time to get back and sell.

Good selling,

Steve

1. Evaluate you numbers. Get in touch with what you are doing every day, and make sure it is working for you.

2. Dedicate time every day to make prospecting calls. Never let this “appointment”, with yourself, slip.

3. Call everyone that you have met, but did not sell. You never know what has changed in their lives.

4. Contact people multiple times in multiple ways. Think out of the box.

5. Go on one new appointment every day.

6. Get an “introduction” to someone new from your clients.

7. Call people who are not doing business with, and find out if you can “win-back” their business.

8. Work a real 50 hour week, but maximized your time.

9. Put things that are time wasters or not producing sales on hold while your sell.

10. Be innovative in your sales approach.

1. Get a physical from a good Doctor- take care of health anxiety-there is nothing more stressing to you than worrying about your health. Get a doctor to check you out, and then deal with any health issues.

2. Get more sleep- because we are all sleep deprived, we make mistakes and fall into bad patterns of judgment. Try to get 8 hours a night. By the way, it does not work trying to catch up on sleep over the weekend.

3. Drink more water- actually will help you focus.

Water is the best thing that you can drink. Even a glass first thing in the morning will start the day off for you in a positive way. I don’t know who said eight glasses is what you need, but how far off can that be?

4. Get up 15 minutes earlier each day- never be late again- this sounds so counter intuitive, but it really works. If you can get up 15 minutes earlier than you are doing now you will find that the stress of the day evaporates. You will not be late, you will have time to think, and you will not be so stressed out.

5. Change one habit- sense of accomplishment- by changing one habit you will feel a sense of accomplishment. Find something easy to do at first, and work on changing it. It will take 21 days or effort, but you will have accomplished something that needed to be changed.

6. Get rid of needy people in your life- you know who I am talk about. You don’t need down people anymore; they take up time, energy and make you feel bad. Stop wasting time there.

7. Stop ready the negative press- you will know if there is war. Stop read the newspapers or listening to the radio. You will know soon enough if there is a war! More important all that negative feeling just takes you down.

8. Wear new clothing, if you have been wearing the same stuff for the past hundred years, maybe it’s time to get a new wardrobe. Maybe even a new haircut?

9. Laugh aloud once a day. Goes without saying this is great for you!

10. Be open minded- anything is possible

http://www.youtube.com/watch?v=L1Voey4twvA&feature=player_embedded

What are the true traits of successfully sales people; and can you develop those traits?

This entry will help you discover the way to improve your sales for 2012.

1. Sales people have energy. They get up every morning with a renewed felling of being; excited about what they are doing and what they will accomplish during the day.

2. Sales people feel that they are helping people accomplish their goals. When you help someone reach their goal, you will find and complete yours too.

3. Sales people know and understand that they have to prospect on a regular basis; every day, all the time, no matter what happens during the course of the day.

4. Sales people are visionaries. They see and seize the opportunity. They have the ability to see beyond the immediacy of the situation and project out from there.

5. Sales people may be shy, but they overcome that feeling by appearing and becoming outgoing. They are interested in what others have to say, and are truly inquisitive. They like solving problems if presented in the sales situation.

Take this test, and see how you do.

Good Selling,

Steve Schiffman

Although the calendar says that 2011 is over, it isn’t time to scrap the old calendar and begin the new one.

NOW is the time for all sales people to take stock of what they have done over the past 12 months, and plan out what they will do differently.

You have been very successful, moderately successful, or poorly successful this year. We need to first determine why that is for each of these categories.

You can blame the “economy” but that doesn’t pay the bills. As a professional you need to evaluate what you have done this year, and correct course.

Here are some simple things to do:

1. How many appointments did you do on this past year, and use that number to divide it into your income? You will have an average of what each meeting was worth to you whether you made sales or not.

2. What was each sales worth to you. Take your income and dive it by the number of sales and determine which deals made the most sense for you.

3. Can you up sell existing clients? If so, which ones, and how do you know that they have an “appetite” for additional business?

4. Start to prospect now for the success that you expect in the next three months. Nothing happens if you don’t work now for tomorrow.

5. Plan your time differently. Like most of use these is unused time that can be captured. Use that new found time wisely.

Finally, don’t beat yourself up over last year; just make this one even better.

Good selling,

Steve

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