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Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they're going to make a buying decision, they suddenly hold off.
Yes, there are times when a buyer legitimately can't ... Views: 1000
Sell to the customer's value expectations, not to your value propositions.
We've all heard the rule of listening to what the customer has to say, and there's not a salesperson who thinks they don't listen to the customer. Reality, however, is quite the opposite. I find time after time when ... Views: 848
One of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater ... Views: 1691
A winter scarf is said to be very versatile because it allows you to create any look when wearing it. However, not all winter scarves are good enough for you. There are some things that need to be considered in choosing the right winter scarf for you.
First of all, scarves are made from ... Views: 2366
Approaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is ... Views: 2879
During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better.
Here are seven things you can do to make sure you ... Views: 1902
People block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ... Views: 2629
As President of the Sales Professionals of Ottawa, I was lucky enough to moderate a panel discussion entitled “How To Hunt In Today’s Jungle”. Each panelist discussed the “how to’s” of lead generation in their field of expertise; telesales, social media, internet research, and print ... Views: 1318
We all need plans and to have a sense of what we need to do to be successful. Very few sales people have written plans for their business or their personal goals. They tend to say: I know what they are and I know what I need to do. Yet at the end of a year they are rarely happy with the results ... Views: 5292
When you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentable? What is your prospect or customer hearing and seeing?
How do you come across?
What is it ... Views: 1061
If buyers could get by without salespeople, do you think they would? It is an interesting question if you stop and consider the role of the salesperson. Of course, considering the role in an abstract way is one thing, but what about when you consider it from a personal perspective? What ... Views: 882
I'll never forget the first time it happened to me. The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I had stayed up nearly all night to make sure I had every element covered perfectly in my presentation. For ... Views: 1052
When you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales ... Views: 1168
Do you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe ... Views: 1147
Affiliate network management can be a time consuming part of your online business. That’s why most people use something like the Clickbank affiliate program or Commission Junction, both “full service” affiliate-based sites. There’s benefits to this. All the hard work of setting up affiliate ... Views: 1275
Affiliate network management can be a time consuming part of your online business. That’s why most people use something like the Clickbank affiliate program or Commission Junction, both “full service” affiliate-based sites. There’s benefits to this. All the hard work of setting up affiliate ... Views: 1275
All of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them!
You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer ... Views: 1347
No sales manager wants to make the torturous mistake of hiring a complete sales dud.
Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to ... Views: 852
Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells.
There are ... Views: 2472
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle ... Views: 1056
As we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we talked specifically about the 7 major forces of motivation for each of your sales reps.
Where your ... Views: 1625
We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days.
1. Give something of value ... Views: 874
FOR IMMEDIATE RELEASE
Media Contact: Ann E. Zaslow-Rethaber
(888) 866-7276
www.iscjobs.com
Recruiter shares how salespeople can succeed in new economy
“The economy has changed and companies need to hire salespeople who can succeed in today’s marketplace,” says Ann E. Zaslow-Rethaber ... Views: 1346
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior.
We call em, you guessed it…”Masterful Reprimands”.
Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the ... Views: 860
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people
As a quick review, we went through the first 4 of the 7 forces ... Views: 1903
The secret to the success of a business primarily lies in its ability to attract and retain its customers. Any good trader understands that 80% of the business originates from 20% of his/her customers. It is therefore essential for any business to develop an effective customer loyalty strategy ... Views: 1069
I have been involved in “selling” for nearly a dozen years now. I have sold everything from life insurance to media services. I have had the privilege of working with hundreds of different sales reps, and meeting thousands more. They all have one thing in common – they want to make more ... Views: 1469
5 Marketing Tips To Consider For The Real DM
Do you know who really makes the final decision to purchase your products or services? It is often not the person that you are led to believe is the buyer. Many sales people are even told by the buyer that it is their decision, but like a banker, ... Views: 1331
Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ... Views: 2116
One thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. ... Views: 1392
On this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques
The longer I used to talk to my salespeople, typically the more silent I would actually become.
This is not usually what sales managers do, and I ... Views: 1134
One of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps.
It’s really one of the most popular requests that we get at Sales Management Mastery ... Views: 1798
Great leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading.
There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, ... Views: 1469
A couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime.
I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company’s as wekll. I did that for many years. but one of the ... Views: 1922
As sales professionals we’ve all most likely had this problem with a prospect at one time or another. They were a hot prospect sending you all the right buying signals and then all of the sudden they switched off. Now they don’t return your calls. They are unresponsive to your emails and you ... Views: 3429
Determining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to ... Views: 2800
GO FOR THE “NO” IN SALES
By: Liz Wendling
How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ... Views: 1193
There is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ... Views: 2737
“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used.
Try restating in terms of the prospect. ... Views: 3371
If you manage a sales staff and if you are someone who is looking into how you are going to get better performance out of your sales staff, you are going to find that there are a number of things that you need to look into. Many managers realize that they can increase performance through sales ... Views: 1274
The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the ... Views: 1162
People continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first.
In the past few months, I've watched numerous salespeople shift all of their prospecting efforts ... Views: 1098
Tactics For Keeping Score On Your Business.
Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, ... Views: 2433
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak.
The problem most sales managers have when doing joint field work is ... Views: 5119
Do you dread public speaking? Do you avoid situations where you might have to stand up in front of others? You are not alone. Research once found that people feared public speaking even more than death!
If like many people, you are filled with apprehension about presenting to groups, you can ... Views: 4053
What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ... Views: 3320
“I’m swamped right now”
“I’m way too busy to do that”
“I’ll need to call you back, I’m way behind right now”…
Does this sound like you?
If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ... Views: 1841
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow?
To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ... Views: 2133
Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ... Views: 1838
One of the keys to increasing sales is to control and reduce the turnover of sales staff and management. It is not only very costly turnover in terms of recruitment, training and end costs, but also very counterproductive when growing sales revenue. Sales are most important for every business. ... Views: 1109
The sales professionals of all ages prefer to go outside to talk with potential customers who sit in a long seminar on sales coaching technique. Managers and executives place a high premium on results but corporations want sales people to have the information required to use intuition in a ... Views: 1726