Selling Techniques

Mastering the right sales techniques is the key to making sales and keeping customers. These 17 lessons cover 12 topics that teach everything from effective greetings to handling objections and closing sales.

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How can the SalesForce course be improved?

" keep it up excellent "
" No, it was a great programe. Great to have training that is specific to furinture stores. "
" Nothing, i cant think of anything i was missing out on. In fact i learned even more than i thought i would. "
" have more quiz questions. "
" To have more varied examples about customers especially when dealing with the "I'm just looking" customers. In our store there are a lot of people who really are just looking and sometimes even when using the techniques from the course you can't gain any success but the course makes it seem easier than it really is sometimes which can be frustrating to newer sales people. "
" PERIODIC REVIEW OF THE MATERIALS WILL BE EXTREMELY HELPFUL. "
" Same videos over and over Put Me to Sleep Try using Different Videos OR People "
" Some of the questions on the tests were too vague, or could have had mere than one correct answer. "
" I THOUGHT IT WAS PRETTY GOOD. "
" The showroom practice is probably very helpful, but it sits there as something to click, not a required part of the course. Either working this practice into the overall course, or putting it up as a slide showing more specifically what the showroom practice for each module is would make more people take advantage of it. "
" Update the short films with better actors. It is a little dated and the salesman seemed cheesy "
" The sales part of the course was more difficult in the testing phase than the product side of the course. "
" Less repetition. "
" all information is helpful "
" No suggestions. "
" I did not like when you took the quizzes that ifyou got the answer wrong it did not tell you the correct answer. I would have to go back a lot of times to find the right answer. Just because i did not get the correct answer, i was still left wondering what was the correct answer. "
" Make it less confusing sometimes "
" Wording of questions, and meaning of answer choices sometimes ambiguous. "
" I FEEL THAT SOME OF THE ANSWERS WERE SO SIMILAR THAT IT MADE IT MORE DIFFICULT TO ANSWER CORRECTLY. ON ONE SECTION, THE DISCOVERY PROCESS, GOALS FOR DISCOVERY WERE DEVELOP A PERSONAL RELATIONSHIP AND UNDERSTAND YOUR CUSTOMER NEEDS. hOWEVER, THE CORRECT ANSWER WAS DEVELOP A PERSONAL RELATIONSHIP YET BOTH ANSWERS WERE LISTED. THIS VERY MISLEADING. "
" NO COMMENTS "
" I think its a great refresher for any sales person, so I would suggest this for any sales person no matter how long they have been in sales.(wonderful progam) "
" never ending store "
" I thought it went well. "
" When taking the test at the end of a module, if you get an answer wrong but still score high enough to pass, you never do get to see what the correct answer was, in order to learn the correct method/answer. There should be a way to see what the correct answer was, or you'll never understand where you went wrong. "
" I have been in this industry for over 35 years, and I have made alot of money and many new friends. This is a good base for someone new in the field but I feel that it is trying to change my way, my very successful way of working w/ clients. everyone is different and the same rules do not apply to everyone. I have a very strong bus/finance background, been in pro sports( where you need to read people , & fast). I am not a proponate of this type of training. "
" more training like this "
" hard copies of some of the teachings, tied in with some scripting for different situations. "
" I don't have any suggestions for the course it was easy to follow and understand for me. "
" I don't have any and I think that the lesson that you have is very good. "
" I wish it wasn't so repititive. "
" be less repetitive or get a FF button "
" As the facilitator, I found I had to replay the lessons many times to get complete written notes to refer to in the sales meetings (we discuss as a group). A printable manual/guide would be of tremendous benefit to a sales manager/trainer. The verbal points that were made on the video were very helpful but I practically transcribed every word that was said in order to be able to review the points with the team. This was a VERY time consuming process. "
" I think its great and does not need improving. "
" i think the only improvement i can suggest is using different colour text to emphasize key words so that they are more easily remembered. "
" I had some difficulty with the login and loading a couple of times. "
" I really think that this is a fine sales training tool just the way that it is. While I realize that this is probably not a big budget production, the only improvement that I could suggest would be to have a tidier, more uncluttered furniture store. I've found that appearance also goes a long way in helping the sales staff to close sales. "
" Everything was excellent and for me. "
" make the lessons shorter similar to the furniture basics course "
" I don't know how it could be improved "
" The two examples that were used over and over again became extremely monotonous and were ineffective for me after the first couple of segments. I would lose interest and there was really no benefit in seeing the same segments repetively. This course was the least benefit to me out of the ones I participated in strictly because of the format not the material it was intended to cover. "
" It would be nice to see how to handle customer issues with products or services that are not up to the customer's expectations. Handling an angry customer would be helpfull. "
" we have no return policy, need ideas on handling that objection and no guarantees ideas on handling that too "
" It was all very well done. "
" There are none I can Think of. "
" None, I enjoyed it a lot! I really liked how the people in the course used belivable situations and language. "
" some of the statements made by the sales people were to phony. That's not the way people talk. "
" IS THERE AWAY TO GET SOME WRITTEN INFORMATION TO HELP REFRESH WHAT WE LEARNED ON LINE? "
" The course is doing a great job now. I don't think i would change anything now. "
" Sometimes the computer would choose an answer when the mouse was dragged across the screen and it was not the answer that I was going to choose. I would restart the quiz, after that would occur. I use a notebook computer and the keys are very sensitive. I did not know if it was my computer or the program. The same thing would happen with the continue button if the mouse was sitting in that location. I presume that it is the sensitivity of my computer. The program was easy to manipulate and correct this error. "
" Nothing really, it covered all the basic principles of selling. "
" Take away the repeativeness of the same scenario and use other situations. This would help me understand the situation better and it would keep me more interested. "
" There were times when I answered a question incorrectly, but no reason was given for why my answer was incorrect. It would be nice to know why an answer is wrong. "
" no suggestions "
" talk about others ideas "
" need to have a course in spainish "
" The only objection I had is that the examples didnt mimic real life situations. People dont speak like this and I think the sales people need to take what they have learned from this and mold it to what will work for them. It gave good tips and useful information but "David" responces seemed too polished and used car salesman-ish and your average customer may catch on to his tactics. "
" none needed "
" It could be a much better training tool, but it seemed a bit lengthy and was rather dry. "
" There are times when people's objections such as color and size cannot be resolved without perhaps taking fabric samples home, or remeasuring their space. I do not see that addressed in your course. "
" it is godd as is "
" IT IS FRUSTRATING WHEN YOU HAVE TO TAKE A TEST MORE THAN ONCE BECAUSE IT LOSES YOUR RESULTS. "
" NO RECOMMEDATIONS AT THIS TIME "
" A FEW OF THE QUESTIONS SEEMED TO HAVE MORE THAN 1 ANSWER WHICH COULD APPLY. MAKE SOME OF THE QUESTIONS MORE CLEAR. OVERALL VERY GOOD "
" They should improved by timeing the test. "
" keep practicing "
" well beings it was my first dnt really have any i think you hit them all. "
" NONE AT THIS MOMENT. "
" THE DIALOGUE SEEMS A LITTLE "CANNED" SOMETIMES. OUR SALES TEAM THOUGHT THAT SOME OF THE CONVERSATION WOULD HAVE OFFENDED OUR CUSTOMERS OR APPEAR CONDESCENDING OR DISINGENOUS. "
" in order to improve the sales force course I would say that we could make it more interesting by providing people with more than just one situation for every time the sales person runs into a problem that way it is easier to deal with when you have more than one problem that is re-occuring "
" selling to couples "
" dont judge a customer for the way they look "
" focus psihology education...al goes with "make custm to feel very esspecial".... "
" It be made more frequent and product knowledge would go a long way in capacity building "
" DETAILS SEE ABOVE. "
" I would not change a thing. The modules are very easy to follow and understand. "
" make it live "
" Maybe each module could be slightly shorter. I train while on the sales floor, and if I am 10 minutes into the training and a customer walks in, I have to quit in the middle. It generally takes me 15 to 20 minutes per module. "
" I don't think you need to change anything. "
" just stress that it also takes alot of improve on the sales persons part "
" HAVE A PRACTICE TEST AVAILABLE "
" Use different customer actors. Do not use the same 2 or 3 for the whole session. Use actual customers off the street instead of actors. "
" I thing that it is good just the way that it is. "
" no suggestions "
" The SalesForce course needs to be on a timely matter(more than just 1 day to finish all of the chapters courses). I suggest hands on training is best for people because people are visual and communicators. "
" PLEASE CONSIDER THOSE WHO ARE NOT COMPUTER LITERATE. "
" i have greately improved my selling skills i want this type of training more often "
" First, black is not a color. It is void of color. Second, the design couse was to black and white. "
" Better actors. "
" time consuming "
" try and get it out there for more people to know about it "
" I would love to see a final lesson that incorporates all those previous to really get a feel for the whole process. "
" NONE EVERITHING IS VERY NEAT. "
" when one misses a question, the correct answer should be provided at once. "
" More info on closing "
" not any really enjoyed it "
" quicker software "
" Section on the attitudes of successful salespeople. Talk about the mindset and daily disciplines of successful career salespeople. "
" more group learning "
" I think it's great as it is! "
" Seeing the same examples over and over was kind of aggravating but I guess it does help to learn so I can't complain. "
" provide some role playing examples that wpuld help the salesperson demostrate their full understanding of the lesson "
" find ways to update the program so that we can update ourselves. "
" NO NEED TO IMPROVE. VERY GOOD. "
" In the Buying Signals segment the customer's comment about fabric being nice was not regarded as a buying signal. In our store, we sell fabric that is not upholstered to a sofa. So liking a fabric would be a buying signal. Other details like that. "
" gear the training towards a more intelligent Trainee. Too much time was wasted with very common sense instruction "
" Make it more reasonable with responses. "
" IN THE FABRIC FIBER SESSION, I WOULD PLACE MROE SWATCHES THAT CLOSING RESEMBLED THE FABRIC ON THE SHOWROOM. "
" I would suggest putting the Focus of the test questions on do we understand the course material without making the test questions so tricky. "
" It was good no comments "
" COME UP WITH A SOLOUTION TO THAT CUSTOMER THAT COMES IN ON THE PHONE AND DOESN'T GET OFF.WON'T TALK TO YOU AT ALL "
" do not use the same video of the same two people over and over. "
" I would like to see all the videos with captions under them due to most people watching these videos on the sales floor. Most professional sales people don't want the customer to hear sales training or to even know that "selling" is being taught. "
" Some questions could be a little more definitive. "
" Better looking women "
" we had difficulty getting into training. with the time difference between zones the site was tied up updating while we were scheduled to train. lose the continuity of the lessons when there is so much time between. "
" I don't have any suggestions. "
" less repetition "
" more information on engaging the "just looking" customer "
" include training modules for selling protection plans. "
" i suggest that people try to ask for the sale because it's a good selling point when customers are looking..and i suggest that stay with your customer when they said i'm just looking do not lead them when they ask you need to walk with them and talk about some out furniture stuff so you can get confident with the cutomer "
" Some of the multiple choice seems a bit too 'tricky', convoluted even. But then this is what multiple choice is all about, correct? "
" I would like to have a printed copy of the infromation I learned to use as a referal tool. I will not total retain all the information. "
" I would love if this information came in some type of handout so that I could go back to it when I need to brush up on my selling abilities. "
" none i learnt a lot from this "
" GREAT COURSE "
" Some of the questions read a little tricky. I would clarify it a little more. "
" The only thinkg I would change is the lenght of time to download lesson's. "
" Need some updates, i.e. accident protection program; return policy. "
" For me the appliance tools were useless. "
" Be able to work on it at work on nights we are not busy from 8 to 9. We couldn't get on at work. Computer would kick us off. There are some people that don't have computers at home. "
" Eliminate some of the repition to help simplify and shorten the course. "
" Course is fine as is. "
" I t was a good course. "
" loads to slow and freezes up often "
" the course seems to be thorough. "
" We should have this training in spanish too "
" Your course is great I learn a lot wish it could stay for quick reference thank you. "
" none i think is good the way it ismy sales has "
" None, it was very helpful and informative. "
" Although it is difficult to do I think that the historical and design aspects could be enhanced. Customers love to be romanced and the more the customer feels and believes that we understand their needs; the more we will sell and increase total tickets. "
" More real life situations would help. "
" More writing needs to be in the course when not used with adio. "
" Please create option to make the presentation full screen to lessen eye strain as well as enlarging the fonts the questions are in for ease of reading. "
" It was very informative. I think it was great for the new and seasoned professional.No work needed to improve as far as my opinion counts. "
" More detail with objections and closing the sale. "
" A bigger typos and screens for easy reading. "
" IT WOULD BE A GOOD IDEA TO HAVE A WORKBOOK THAT WE COULD REVIEW PERIODICALLY TO REFRESH OUR MINDS. "
" take out references to application of fabric protection. we no longer apply the protection. "
" To do more practice. "
" The staged actors used makes it look too easy. Not the case with every customer! "
" i think by my manager allowing me to start it as soon as i started and not later down , because i would already picked up my own habbbits and now i know how to close and ask opened ened asks. "
" THE COURSE WAS HELPFUL...CAN'T THINK OF ANYTHING, IT WORKS WITH WHAT YOU HAVE AT THIS POINT. "
" more training videos "
" none very good program "
" I'm amazed at all the things in this course, so I don't think that I can think of another thing to add. "
" The seling part of this was not good. I felt the questions where to single minded. "
" PLEASE INCLUDE OR ADD A SECTION ON HOW TO HANDLE CUSTOMERS WALKING IN THE STORE ON A CELL PHONE & WAVING YOU OFF AS YOU APPROACH THEM ARE THEY RUDE OR ARE YOU RUDE FOR TALKING TO THEM? "
" NONE IT WORKED PERFECTLY FOR ME "
" Vary the sales people more rather than use the same salesperson and the same customer throughout the lessons. "
" MORE MOCK EXAMPLES "
" I find it's too time consuming with having a busy shcedule to the training with work and home life added. Too many hours needed to spend on the computer. Maybe for some, it fits into their time alright,I find I rarely have the time to sit and work on it. It's hard to retain the information when I can only get to training now and then... "
" have all of the audio dialogue also available in text so that you can read the content if audio isn't available. "
" I think that there should be more education on the furniture itself (exp: featutres & benefits, how its and where its made, and just general information to help new associates appropriately answer customers questions & concerns)because this will help beginners a great deal! "
" My computer didn't have audio, so I think I missed quite a bit of info. "
" MAKE IT MANDATORY FOR ALL SALES STAFF EVERYWHERE TO EXPERIENCE THE CHALLENGES THAT THIS PROGRAM OFFERS.IT IS SIMPLY THE BEST TOOL I HAVE EVER USED. "
" Use of the multimedia format is of value because it touches on various learning styles that we believe will be useful for current and future employee skill development. "
" Great course "
" You left out a lot of information on the sales process. Maybe you should do more research and learn from "real" masters of selling before putting together a course since there was a lot of information that should be covered that wasn't. Also, of critical importance was the fact that the questions and answers were far too small to read on the computer screen. BLOW UP the words to make it readable. "
" A little more authentic personality in the sales person as an example instead of him saying "Can I write that up for you?" before they were even ready to close. I personally believe you can turn people off faster which would kill the sale by repeatedly asking for the sale than knowing when that "one perfect time" usually will present itslef if you hadle it right and don't act nervy or presumptious. "
" The only point where I do disagree is when the salesman calls is customers by their first name (ex: Maria), instead of Mrs. Sanchez? My opinion is that it's to familiar. I do prefer to call the customers by their last name and let them decide if it's OK or not. "
" MAKE IT MORE SPEAKER-LESS FRIENDLY, I COULDNT HEAR THE PRESENTATIONS BECAUSE I HAVE NO SPEAKERS. "
" none so far "
" Shorten the lenght of each lesson to make time for more productivity in store. "
" I think it is very good the way that it is. I cannot think of any improvement at this time. "
" None at this time. I believe that the course is easy to learn and quite straight forward. "
" Overall course is good. I like the constnat training. Knowledge is power and the constant training will help later on in my sales career. "

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Reviews

				" After a few months of testing we are receiving very positive feedback from our Managers where we have rolled out SalesForce - Selling with Service. After more than 30 years in the industry this is the best sales training program I've seen. The accessibility, allowing pace of training to be personalized, testing, and the interactivity are far ahead of other products I've used in the past. I'm planning on an even greater commitment to this product in the future.  "

John Hamilton, Sr. , Vice President Human Resources
RoomStore Furniture

				" My wall looks great in our sales bull pen with my Furniture Training Company Certifications on it. I have been more mindful of my personal sales skills and I am taking more accountability for making sales happen with what I have learned from this training. You have put together a great training tool.

Thank you for the opportunity to use your product. "

Ben Kroff, Sales Associate
Boulevard Home Furnishings