Sales Training Articles
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Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales.
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All articles written by an Official SelfGrowth.com Guide are denoted by three asterisks (***) at the beginning of the title.
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Getting People to Buy - By Tom Hopkins- 3 Things That Get in the Way of a Great Sales Process - by Submitted on Oct 30, 2009 from Kaya SingerIf 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 ...
Views: 9You must read the article to rate it. - Follow Up Until They Buy or Die - by Submitted on Oct 28, 2009 from Kathy JiamboiMany 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 ...
Views: 17(3 votes)You must read the article to rate it. - Testing for More Profits - by Submitted on Oct 28, 2009 from Kathy JiamboiThe 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 ...
Views: 10You must read the article to rate it. - C-Level Selling Tip 8, Getting Past Gatekeepers and Handling Blockers - by Submitted on Oct 26, 2009 from Sam ManferSubordinates, 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 ...
Views: 8You must read the article to rate it. - C-level Selling Tip 7 – Leveraging Your Golden Network - by Submitted on Oct 16, 2009 from Sam ManferGet 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. ...
Views: 15You must read the article to rate it. - The Attitude towards Persuasion - by Submitted on Oct 16, 2009 from stephanie stephanieDo 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 ...
Views: 20(2 votes)You must read the article to rate it. - C- Level Selling -- Subtleties Make Big Differences in C-Level Selling - by Submitted on Oct 14, 2009 from Sam ManferOver 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 ...
Views: 12(1 vote)You must read the article to rate it. - Will Water Conservation and Water Saving Green Technologies Spur the Future of American Prosperity? - by Submitted on Oct 06, 2009 from Eric NelsonIn 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 ...
Views: 21(1 vote)You must read the article to rate it. - Pick at the Scab - by Submitted on Oct 05, 2009 from Kelley RobertsonSales 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 ...
Views: 23(2 votes)You must read the article to rate it. - Cost versus Worth - by 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 ...
Views: 26(2 votes)You must read the article to rate it. - If At First You Don’t Succeed - by Submitted on Oct 05, 2009 from Kelley RobertsonI 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 ...
Views: 23(2 votes)You must read the article to rate it. - Decision-Maker or Decision-Faker? - by Submitted on Oct 03, 2009 from Lawrence RosenbergExcerpt 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 ...
Views: 28(2 votes)You must read the article to rate it. - CREATING SALES AND SALES VOLUME COMPARISONS - by Submitted on Oct 02, 2009 from Dirk ZellerEvaluating 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 ...
Views: 23(1 vote)You must read the article to rate it. - C-Level Selling Tip 6: Networking, Use Your Resources - by Submitted on Oct 01, 2009 from Sam ManferIf 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 ...
Views: 23(1 vote)You must read the article to rate it. - Sales Management Training: 8 Competencies of Top Sales Professionals - by Submitted on Sep 29, 2009 from Marc WeinerBeginning 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 ...
Views: 26(1 vote)You must read the article to rate it. - ONLINE MARKETERS MAKE SERIOUS MONEY AT HOME - by Submitted on Sep 25, 2009 from Jewell EvansWith 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 ...
Views: 45(4 votes)You must read the article to rate it. - The Psychology of Selling: Telemarketing 1 - by Submitted on Sep 23, 2009 from Mark AnthonyThe 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 ...
Views: 41(2 votes)You must read the article to rate it. - The Art of Communicating - by Submitted on Sep 23, 2009 from Mark AnthonyINTRODUCTION: 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 ...
Views: 40(3 votes)You must read the article to rate it. - TEN WAYS TO IMPROVE TELEMARKETING - by Submitted on Sep 23, 2009 from Mark Anthony1. 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 ...
Views: 34(2 votes)You must read the article to rate it. - RADAR: THE CONSULTATIVE SELLING TOOL TO UTILIZE YOUR NATURAL STRENGTHS - by Submitted on Sep 23, 2009 from Mark AnthonyUncover 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 ...
Views: 38(2 votes)You must read the article to rate it. - 5 most common training mistakes - by Submitted on Sep 23, 2009 from Richard DennyThere 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 ...
Views: 43(3 votes)You must read the article to rate it. - Low Cost Order Management with Open Source Software - by Submitted on Sep 18, 2009 from Ricky BrackenManage 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 ...
Views: 45You must read the article to rate it. - C-Level Selling - A Sales Person's Best Resource - by Submitted on Sep 16, 2009 from Sam ManferUp and out -- that is my motto. Whenever I'm pursuing a contract, project or deal, I find out who all the top level people are in the organization. Then I focus on how I'm going to spread like a virus in an organization and get to them. But the leaders who are always the most helpful are those ...
Views: 39You must read the article to rate it. - The Opening Statement to get you Those Sales - by Submitted on Sep 17, 2009 from Frank O'TooleMy name is Liam and I want to introduce myself and my product. I will tell you what the secret is to a better water system. I want to talk to you about this; I hope you will listen…….blah blah blah. Now in all honesty we have heard these types of opening statements before but have we ever taken ...
Views: 47(2 votes)You must read the article to rate it. - The 4 Simple Secrets to Selling - by Submitted on Sep 16, 2009 from Frank O'TooleWouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales. 1. You’re Attitude. You may never have though about this ...
Views: 46(2 votes)You must read the article to rate it. - Find Out The Fundamental Truth Behind Sales - by Submitted on Sep 16, 2009 from Frank O'TooleYou are in the middle of a call and you are leading them to their desire to their water but the problem is you can not get them to drink it. In sales training courses we explain to participants that you do not need to make them drink the water you simply want them to realise for themselves that ...
Views: 36(1 vote)You must read the article to rate it. - Do Not Make The Crucial Mistake in Sales - by Submitted on Sep 16, 2009 from Frank O'TooleI am positive you already know that there can be a lot of mistakes made in sales. The reason that I work as part of a sales training courses provider is because I want to inform people of these mistakes that come up again and again in which I am sick to the back teeth explaining. There are 4 ...
Views: 40(1 vote)You must read the article to rate it. - Cold Calling Isn’t the Only Way to Get Prospects - by Submitted on Sep 15, 2009 from Kendra LeeNot many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.John was a managed services provider looking to grow his company. He ...
Views: 38You must read the article to rate it. - Step to Success in Sales - by Submitted on Sep 17, 2009 from Frank O'TooleTake those steps to successful sales Imagine you could avoid reluctance and avoid rejection on your sales calls. Now who would not like that? To be a professional sales representative you need to go through a process of steps. In sales training courses it is said that if you do not go through ...
Views: 40You must read the article to rate it. - Who needs more action? - by Submitted on Sep 16, 2009 from Frank O'TooleTake action in your sales Wouldn’t we all love a bit more action! If you are working in sales, sales requires movement, sales requires action. You need to get commitment and get action from your prospective clients and act yourself too. You need to do this in a planned time frame. Recently on ...
Views: 36(1 vote)You must read the article to rate it. - The Revealing Secrets of Sales Training - by Submitted on Sep 16, 2009 from Frank O'TooleThe truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step in ...
Views: 36(1 vote)You must read the article to rate it. - C-Level Selling Tip 4 -- Relationships with C’s Produces Business, but You Don’t Have a Relationship - by Submitted on Sep 10, 2009 from Sam ManferRelationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure the ...
Views: 36You must read the article to rate it. - Become an Expert at Handling Price Objections - by Submitted on Sep 10, 2009 from Alen MajerThe best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede ...
Views: 35You must read the article to rate it. - Face Off with a Negotiation Master - by Submitted on Sep 10, 2009 from Karel MurraySeated at my kitchen table, I have initiated the “who will blink first” exercise with my black cat, Jette. She is settled at her favorite place by the table leg, one small paw lifted to chest height and her face, emblazoned with a beseeching look, turned up towards me. Her breath is shallow ...
Views: 34You must read the article to rate it. - Can a stupid recording really help me sell more? - by Submitted on Sep 17, 2009 from Frank O'TooleIs role playing and videoing a good tool to use for sales people? This is often a question I am asked when meeting prospective clients who are looking at the possibility of running some sales training courses. Well think of it this way, it’s a Monday morning after the big match at the weekend ...
Views: 39You must read the article to rate it. - Close that sale - by Submitted on Sep 17, 2009 from Frank O'TooleJust imagine, if every prospect you met said ‘where do I sign’ or ‘when can you deliver it’ to a salesperson wouldnt that be the ultimate dream. Sales trainers all over the world would probably be redundant as there would be no need for your sales team to attend sales training courses. ...
Views: 38You must read the article to rate it. - Discover the impact of silence in selling - by Submitted on Sep 17, 2009 from Frank O'TooleI attended a sales training course a number of years ago and the trainer was talking about closing techniques. I remember he said on several occasions ‘ask for the order and then keep quiet’ he had plastered all over the walls in the training room silence can be golden. I would love to say ...
Views: 37You must read the article to rate it. - Sales Peoples' Biggest Weakness – C-Level Selling - by Submitted on Sep 08, 2009 from Sam ManferSalespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for ...
Views: 42(1 vote)You must read the article to rate it. - Subliminal Messaging That Builds A Successful Sales Mindset That Will Increase Your Sales Results - by Submitted on Sep 05, 2009 from Stephen CraineSubliminal messaging is the effortless way to build a positive sales mindset and make your sales skills more effective. Have you ever seen successful sales people and wondered how they constantly achieve top results. Even when they have only the sales skills that others have, and use the same ...
Views: 43You must read the article to rate it. - Subliminal Messages Sales Training Can Make Your Sales Skills More Effective - by Submitted on Sep 05, 2009 from Stephen CraineSubliminal messages are a great sales training resource that can be added to your existing sales skills. Subliminal training can effortlessly stimulate your mind and add a new dimension to the way you use your sales training. All you have to do is put on a set of headphones, listen to a sales ...
Views: 45(1 vote)You must read the article to rate it. - Close More Sales Following These Six Simple Steps - by Submitted on Sep 04, 2009 from Damian KutznerWant to close more sales and get more referrals and repeat business? In this article you'll learn step-by-step how to make sales presentations that sell your product for you. Step 1. Get to know your product or service. What do you offer? What makes you different from the competition? What's in ...
Views: 42You must read the article to rate it. - How To Start In Sales - by Submitted on Sep 04, 2009 from Richard DennyThere are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you’re new to the industry or even if you’re just looking for a bit of business advice. The definition of selling is hard to explain as we ...
Views: 47You must read the article to rate it. - The Sales Theory of Relativity:ABC = Always Be Closing! - by Submitted on Sep 01, 2009 from Geoff Fickeby: Geoff Ficke Albert Einstein’s famous “Theory of Relativity” (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though very few amongst these millions actually understand the scientific premise ...
Views: 53(3 votes)You must read the article to rate it. - C-Level Selling Tip 3: Sales Rejection, What You Didn’t Learn in College - by Submitted on Aug 31, 2009 from Sam ManferMost training for salespeople comes from corporate marketing which sends the message that your mission is to tell prospects about us, convince people to buy, and discuss why you are superior to competition. This is marketing – trying to generate interest. Once the prospect says, “Tell me ...
Views: 48(2 votes)You must read the article to rate it. - How NOT to Oversell - by Submitted on Aug 30, 2009 from Karen ReismanHow to NOT Oversell Karen Cortell Reisman, M.S. In the movie, Jerry Maguire, Tom Cruise reaches an epiphany which he has to share with Renee’ Zellweger. After his LONG spiel, Renee’ interrupts him saying, “Shut up. Just shut up.....You had me at hello. You had me at hello.” Do you ...
Views: 53(1 vote)You must read the article to rate it. - ***Hiring People for Tele-Sales? Why Not Select Those Who Speak Intelligibly! - by Submitted on Aug 29, 2009 from Nancy DanielsIt is Saturday morning and I just received a phone call on my business line from a man who was doing a survey. The person he wanted to speak to had to be male and had to be over 21. [Thankfully, I was able to respond politely that I did not ‘fit the bill’ and proceeded to quickly end the ...
Views: 50(2 votes)You must read the article to rate it. - C-Level Sales Training Tip 2 – The Prospect Seemed Interested, But the Sales Cycle Stalled - by Submitted on Aug 25, 2009 from Sam ManferSales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due diligence work with subordinates and ...
Views: 55(1 vote)You must read the article to rate it. - Hit the Prospects Hot Buttons to Close More Sales - by Submitted on Aug 25, 2009 from Geoff FickeAt the conclusion of every sales presentation the salesman will have achieved one of three results: a sale is made, a sale is lost or valuable information is gleaned that can result in building a relationship. The third result can be called identifying the “hot button”. Obviously, the purpose ...
Views: 60(2 votes)You must read the article to rate it. - When Selling Do Not Confuse Objections and Conditions - by Submitted on Aug 22, 2009 from Geoff FickeMy first sales manager, a grizzled old veteran with a no excuses allowed attitude used to tell me, “there are no lousy products, just lousy salesmen”. As a rookie salesman I thought the comment surely a strange one. Of course, there are bad products I thought. I know a bad product when I see ...
Views: 55(1 vote)You must read the article to rate it. - Selling Is the Most Important Job For Every Entrepreneur - by Submitted on Aug 22, 2009 from Geoff FickeLet’s consider the example of an entrepreneurial inventor attempting to market his newest creation: a portable hydrostatic body fat test appliance. Design is complete, testing is finished and results exceeded initial assumptions, several working prototypes have been built, UL Approval is in hand, ...
Views: 51(1 vote)You must read the article to rate it.
