Sales Training Articles

Tom Hopkins is The Official SelfGrowth.com Guide to "Sales Training". You can find complete information on Tom Hopkins and his products by visiting TomHopkins.com.

Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. The following content relating to Sales Training has been reviewed by the editorial staff at SelfGrowth.com for quality and caliber.

All articles written by an Official SelfGrowth.com Guide are denoted by three asterisks (***) at the beginning of the title.

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Need Sales Coaching? Top 10 Questions You Should Ask Before Hiring a Sales Coach - by Jeremy J. Ulmer
Submitted on Nov 19, 2009 from Jeremy Ulmer
Are you looking to hire a sales coach to improve your career, leadership, life, business and sales results? Well, I’m going to tell you right now that there are many sales coaches in the field and it is hard to know where to start, or what to look for when hiring a coach. There are highly ...
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Maximising Sales with Basic NLP - by Cherise Owen
Submitted on Nov 19, 2009 from Cherise Owen
Salesmanship requires a complex array of skills and natural abilities, and in the day to day pressure of writing sales proposals, arranging meetings and closing deals the finer points of the art are often overlooked. It is often these finer points, though, that will help you win that important ...
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Time Management - Using the WASP STING Effectivley - by Frank O`Toole
Submitted on Nov 19, 2009 from Frank O'Toole
I have been facilitating Time Management Training Courses for a number of years and time and time again I am asked, how do you facilitate meetings successfully? It appears that the old saying of ‘meetings are where minutes are taken and hours are wasted’ still holds true in many ...
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Will Your Ship Come in Today? - by Colleen Francis
Submitted on Nov 19, 2009 from Colleen Francis
When I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. ...
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Don’t overdo it! - by Colleen Francis
Submitted on Nov 19, 2009 from Colleen Francis
Avoid the trap of overselling It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, it’s important to recognize that this is a trap that we ...
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Running Your Race - by Adrian Miller
Submitted on Nov 17, 2009 from Adrian Miller
Skilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the runners ...
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Nope These Are Not Sales Techniques - by Adrian Miller
Submitted on Nov 17, 2009 from Adrian Miller
The drawn out recession has snapped many salespeople back into reality. Regardless of the industry, the days of fast and easy sales are over. So-called sales professionals who have forgotten or never learned basic proven selling techniques are now realizing that they better ramp up their efforts if ...
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My Sales Pipeline is Constipated - by Adrian Miller
Submitted on Nov 17, 2009 from Adrian Miller
The analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not ...
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The 4 Common Errors in Sales - How not to make Them - by Frank O`Toole
Submitted on Nov 16, 2009 from Frank O'Toole
I am positive you already know that there can be a lot of mistakes made in sales, we have all made them, but I have found on sales training courses sometimes when you make mistakes you need some one else to point them out as they are not always visible to you. It s no different than sports, take ...
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The Power of Persuasion in Negotiations: The Battle Plan - by Michael Bahian
Submitted on Nov 15, 2009 from stephanie stephanie
In the world of business, I believe you are aiming to win all the negotiations you make. Negotiations are not easy to win because you have a lot of things to learn, practice, master and also prepare. In the military missions, before they engage themselves into battle, they already prepared a ...
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How to Sell More Now While Positioning for the Recovery - by Randy Goruk
Submitted on Nov 12, 2009 from Randall Goruk
As business owners, leaders and managers we wake up every morning asking ourselves, “Is this the day we begin to see the signs of an economic recovery?” When really we should be asking ourselves two questions: 1. How do we sell more today? 2. Are we positioned for the recovery should it ...
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What Could the Social Media Business Model and Your Business Have in Common? - by Ted McGrath
Submitted on Nov 11, 2009 from Ted McGrath
Right now you may be asking yourself, what the heck does the Social Media Business Model have to do with my business and do I even care? The answer: You should care because anyone who was ever successful was not only creative but they also modeled the success of others. Well, Why not model the ...
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The Power of Persuasion Tips: Repeatedly Hear the Magical Word ‘YES’ - by Michael Bahian
Submitted on Nov 11, 2009 from stephanie stephanie
I believe that the role of a persuader in marketing and sales is to encourage and make sure that your clients will take a positive decisions and actions. This actions includes when your clients agrees and repeatedly says the magical word ‘YES’ during your persuasion. I will give you some ...
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A Persuasion Reminder to Ger Your Clients to Take Immediate Action - by Michael Bahian
Submitted on Nov 09, 2009 from stephanie stephanie
When you entered the world of business, you already thought of how you are going to get more sales in just a small period of time. There are a lot of techniques that you can use in persuading your clients to get what you want but you need to learn how, when and where to use this. You must use ...
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C-Level Selling Tip 9 - Overcoming Executive Intimidation - by Sam Manfer
Submitted on Nov 05, 2009 from Sam Manfer
Anxiety is the uneasy feeling that arises within you when thinking about approaching a senior level executive, doctor, high government official, etc. It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience. So in essence, it’s your own imagination that ...
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The Persuasion Tips: Getting Others to Take Immediate Actions - by Michael Bahian
Submitted on Nov 05, 2009 from stephanie stephanie
In the world of business especially in marketing and sales you will encounter a lot of excuses during the process of persuading your client. This usually comes out when you are already closing the sales. So, are you tired of all this excuses? Aside from getting more sales, getting clients to ...
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CHALLENGES FOR SALES PROFESSIONALS - by Dirk Zeller
Submitted on Nov 04, 2009 from Dirk Zeller
The most significant challenge for sales professionals is their time control. How a sales professional uses their time determines income. The sales professionals in the top 10% of their industry control, use, and invest their time more wisely and effectively than the lower performing sales people. ...
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The Persuasive Way of Getting Others to Accept Your Point of View - by Michael Bahian
Submitted on Nov 03, 2009 from stephanie stephanie
Getting others to accept you point of view has never been easy. Almost all of us are never taught how to argue your point of view in a right manner. I said right manner because a lot of people when talking about their opinions, they are arguing it in a destructive manner and then conflicts ...
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The Magic of Masterful Closing - by Diane Helbig
Submitted on Nov 02, 2009 from Diane Helbig
I’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I ...
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Sales Is A Verb - by Diane Helbig
Submitted on Nov 02, 2009 from Diane Helbig
Sales is a verb. Okay, now settle down. I know if you look in the dictionary it says that ‘sales’ is a noun. Stay with me here for just a minute. My point is that ‘sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in ...
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Always On - by Diane Helbig
Submitted on Nov 02, 2009 from Diane Helbig
As a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a ...
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A Persuasive Technique to Get Others to Accept Your Point of View - by Michael Bahian
Submitted on Nov 02, 2009 from stephanie stephanie
There are a lot of persuasive techniques that will and can help you how to persuade people and get what you want. One of these techniques is to get others to accept your point of view. Talking about the point of view or opinion of others is really not that easy specially when both of you does ...
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The Persuasion Power in Getting Others to Accept Your Point of View - by Michael Bahian
Submitted on Nov 02, 2009 from stephanie stephanie
Everywhere we go, sometimes we saw or encounter a lot of people fighting each other, screaming and shouting to death. What do you think is happening with them? If you are going to ask them and investigate, you will found out that the most reason of their fight is not accepting each ...
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The Best Persuasive Way of Winning over Your Adversaries - by Michael Bahian
Submitted on Nov 02, 2009 from stephanie stephanie
Persuasion means how you can influence others to follow you and like you. This is the meaning of the power of persuasion and not influencing other people to dislike others. Adversaries are always around in the world of marketing and sales and some of your opponents will do everything they can to ...
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A Sales Prospecting Technique That Steals Your Prospects And Customers - by Stephen Craine
Submitted on Nov 01, 2009 from Stephen Craine
Protect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more ...
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3 Things That Get in the Way of a Great Sales Process - by Kaya Singer
Submitted on Oct 30, 2009 from Kaya Singer
If you own a small business you likely spend more time marketing than everything else put together. You also know that in marketing there’s an order and a system to the process and when you follow the system correctly, it works and it brings you more clients. One of the biggest mistakes ...
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Help the Buyer Calculate ‘Best Value’ - by Robert Menard
Submitted on Nov 10, 2009 from Robert Menard
Ask any twelve buyers to define ‘Best Value’ and you will likely hear a dozen muddy descriptions. In today’s performance metrics, numbers driven environment, we need to speak the buyer’s language. The successful seller specifies ‘Best Value’ by expressing it in quantifiable terms ...
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Supplier Evaluation Takes More Than a Pulse and a Price - by Robert Menard
Submitted on Nov 10, 2009 from Robert Menard
The issue of supplier evaluation has caused some misunderstanding in purchasing circles. A coherent supplier management strategy requires this best practice so let’s clarify some of the major points that make an evaluation program a success. Is supplier evaluation the same as ...
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Buyer and Seller Authority - by Robert Menard
Submitted on Nov 10, 2009 from Robert Menard
We purchasing pros are fascinated by purchasing law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in purchasing ...
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Follow Up Until They Buy or Die - by Kathy Jiamboi
Submitted on Oct 28, 2009 from Kathy Jiamboi
Many people laugh when I say this, some people cringe. I think most people are afraid to continue to follow up for fear of being rejected. But the truth is statistics show that the majority of sales happen somewhere between the 5th and 12th contact. Some information from the National Sales ...
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Testing for More Profits - by Kathy Jiamboi
Submitted on Oct 28, 2009 from Kathy Jiamboi
The only way to know if one marketing medium is better than another is to test. Some businesses fall into the trap of doing what they have always done marketing and advertising-wise because it produces what they think are okay results. This is all well and good if you have in fact tested other ways ...
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C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers - by Sam Manfer
Submitted on Oct 26, 2009 from Sam Manfer
Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they ...
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C-level Selling Tip 7 – Leveraging Your Golden Network - by Sam Manfer
Submitted on Oct 16, 2009 from Sam Manfer
Get support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out. You have a golden network of people. I call this your info/intro highway. ...
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The Attitude towards Persuasion - by Michael Bahian
Submitted on Oct 16, 2009 from stephanie stephanie
Do you believe that life is 15% of what happens to you and 85% is on how you reacted to it. That is the work of attitude. You cannot change the past but you can change the future by changing the attitude. You cannot change the inevitable but you can change on how you reacted on it. That’s the ...
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C- Level Selling -- Subtleties Make Big Differences in C-Level Selling - by Sam Manfer
Submitted on Oct 14, 2009 from Sam Manfer
Over the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc. When I suggest what they ...
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Will Water Conservation and Water Saving Green Technologies Spur the Future of American Prosperity? - by Eric Nelson
Submitted on Oct 06, 2009 from Eric Nelson
In June of this year, California Governor Arnold Schwarzenegger asked President Obama to declare Fresno County a federal disaster area. The White House has not yet responded to Governor Schwarzenegger's request. Requests for presidential disaster declarations are much rarer for droughts than for ...
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Pick at the Scab - by Kelley Robertson
Submitted on Oct 05, 2009 from Kelley Robertson
Sales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t probe deep enough into the size and scope of the problem. I remember hearing a great phrase from another sales trainer. He suggested that sales ...
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Cost versus Worth - by Kelley Robertson
Submitted on Oct 05, 2009 from Kelley Robertson
“How much will this cost?” Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, “thanks but no thanks”. Far ...
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If At First You Don’t Succeed - by Kelley Robertson
Submitted on Oct 05, 2009 from Kelley Robertson
I suspect that you have heard the expression “If at first you don’t succeed try, try again.” This adage was created many decades ago and it remains true to this day. And even though many sales people understand it, they make a fatal mistake—they use the same approach although their original ...
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Decision-Maker or Decision-Faker? - by Lawrence Rosenberg
Submitted on Oct 03, 2009 from Lawrence Rosenberg
Excerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the ...
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CREATING SALES AND SALES VOLUME COMPARISONS - by Dirk Zeller
Submitted on Oct 02, 2009 from Dirk Zeller
Evaluating your performance against the statistics of other agents or companies in your market segment is a great starting point, but it is rarely enough to uncover your unique edge or point of difference. When you compare your numbers to MLS stats for the number of units sold, number of ...
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C-Level Selling Tip 6: Networking, Use Your Resources - by Sam Manfer
Submitted on Oct 01, 2009 from Sam Manfer
If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really ...
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Sales Management Training: 8 Competencies of Top Sales Professionals - by Marc Weiner
Submitted on Sep 29, 2009 from Marc Weiner
Beginning in the early 1980s, organizations and well-renowned establishments such as the Harvard Business School, The Gallup Organization, the Chally Group, the Xerox Corporation, among others, began studying outstanding salespeople to identify the competencies – also referred to as the vital ...
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ONLINE MARKETERS MAKE SERIOUS MONEY AT HOME - by Jewell Evans
Submitted on Sep 25, 2009 from Jewell Evans
With the economy tanking and thousands of workers in fear of losing their jobs or have already been retrenched there is one industry that is going ahead in leaps and bounds and putting thousands of dollars into the pockets and bank accounts of ordinary people. Some disaffected workers are even able ...
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The Psychology of Selling: Telemarketing 1 - by Mark Anthony
Submitted on Sep 23, 2009 from Mark Anthony
The key to higher sales is developing a presentation that taps into your prospect's psychological needs. Each phase of the sales process satisfies a need that moves your customer closer to the sale. In a telemarketing presentation, tapping into your prospect's psychological needs allows you to ...
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The Art of Communicating - by Mark Anthony
Submitted on Sep 23, 2009 from Mark Anthony
INTRODUCTION: There are several basic skills that you need to acquire in order to improve your interpersonal communication skills. Effective communication is an essential part in our everyday lives. In this seminar you will be introduced to the basic interpersonal skills, which in turn will help ...
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TEN WAYS TO IMPROVE TELEMARKETING - by Mark Anthony
Submitted on Sep 23, 2009 from Mark Anthony
1. Ask "am I catching you at a bad time?" 2. Delete the 'reading from a script' sound. 3. Change tone and pace of voice so it is similar to that of the person you are talking to. 4. Never argue with a customer even when you must defend your position. 5. Ask questions, ask questions, ask ...
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RADAR: THE CONSULTATIVE SELLING TOOL TO UTILIZE YOUR NATURAL STRENGTHS - by Mark Anthony
Submitted on Sep 23, 2009 from Mark Anthony
Uncover the prospect's need while establishing trust and credibility. Once you have a clear marketing and sales understanding of who your prospect is, how to find them, and how to get their attention, you must learn how to get them excited about what you have to say. This is a crucial part of ...
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5 most common training mistakes - by Richard Denny
Submitted on Sep 23, 2009 from Richard Denny
There are hundreds!… But here are 5 to start you off… 1.THE UNPREPARED TRAINER Have you ever been on a course where the person running it clearly hasn’t done any preparation? Watching the ‘expert‘ trying to get ready as they train is really entertaining, but a poor learning ...
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Low Cost Order Management with Open Source Software - by Ricky Bracken
Submitted on Sep 18, 2009 from Ricky Bracken
Manage customer orders for your retail and restaurant business Traditional order management solutions require merchants to lock themselves into a proprietary vendor controlled order management solution. These proprietary systems are expensive, difficult to implement and lack the flexibility to ...
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