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Most people get nervous before taking a test. In fact, feeling nervous motivates us to study so we can pass! But for some students, it goes beyond feeling nervous to the point that it causes them to freeze up and be unable to perform well. In this section, we discuss the definition and symptoms ... Views: 1237
What if sales presentations were easier, faster and better without slides? What if you could engage your clients, create meaningful conversations and collaborate together—from the start? Find out the 3 secrets to unlock unstoppable results.
Selling at the whiteboard revolutionizes what you ... Views: 1234
For our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.
It is in essence: "you reap what you sow". This is an irrefutable law and one that you should teach your ... Views: 1232
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: 1231
You do not want to be part of the seagull system. Leadership skills training courses describe the seagull system as the leader that flies in leaves a mess everywhere and flies out again leaving their mess to be cleaned up. Leadership needs an awareness of the various diverse job roles that you ... Views: 1228
This book review is part of a series that covers the topic of Sales Management Training. Sales Management Training involves teaching sales team leaders to better conceive, plan, execute and control their sales strategy, in such a manner that ensures a growing flow of regular customers and ... Views: 1225
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: 1224
Some salespeople focus intently on just getting the sale. After all, in the end a prospect’s decision to buy from you is the goal! What happens when you focus on “getting the sale” to the extent of being blind that there are other pieces to the process? Sometimes you lose focus of what selling ... Views: 1222
To bring in the big paydays you need two types of personalities in your sales department – if you’re a one man/gal show you may realize that multiple personalities are a blessing or you can assess where your personality type naturally sits and then develop strategies to maximize your close ... Views: 1221
Just how important are happy employees to the overall success of a company? Many small and large companies alike are so busy in their day to day activities they overlook the bigger picture to their long term success and survival. In many industries employees have turned from a valuable asset ... Views: 1221
Is 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: 1217
Q. “Why did the chicken cross the road?
A. Jack Bauer: Give me ten minutes with the chicken and I’ll find out.”
If you want to be a trusted partner, helping your customers solve their most difficult problems and create lasting success, you have to solve the right problems.
Many ... Views: 1213
I don’t know about you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet ... Views: 1210
In a recent workshop I conducted on “The Art of Dealing with Difficult People”, we spent some time discussing terminations. If you’ve ever had to terminate someone, you know how difficult and stressful this can be. (Donald Trump excluded!) Over the years, I’ve developed a leadership philosophy ... Views: 1209
Many business development professionals have a difficult time transitioning to a sales management role for an abundance of reasons ranging from waiting for too long for a promotion at their current position to not growing themselves enough for a company to give them a shot at running a sales ... Views: 1202
Job overloaded is one of the biggest problems nowadays.
The ideas here can help you to reduce the unnecessary works and only work on those important tasks. And it is not just time management but also help you to grow your company’s sales at the same time.
Read the conversations between ... Views: 1200
How do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days.
Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your ... Views: 1200
I 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: 1197
Many Native American cultures, especially those in the desert conditions of the American Southwest, depended on rainmakers' magical powers to bring rain for nourishing crops and feeding the people. The Hopi believed that the mischievous Kokopelli character could summon water whenever he played ... Views: 1195
We’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and ... Views: 1193
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: 1192
If you think of the proposal writing process as intimidating, daunting and time consuming, I want you to know that you are not alone. Daunting though it might be, you’ve got to learn to do it well, because writing proposals for almost every profession a key to securing business.
There are lots ... Views: 1192
When sales people learn to use proven sales techniques closing ratios improve. Knowing which questions to ask and when to ask them also improves those ratios. Sales people must also learn sales presentation skills. Sales are often lost because of poor sales presentations. Sales training tools ... Views: 1188
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: 1188
Many companies continue to make a critical error when they are looking internally to promote someone to the role of sales manager. All too often they take their best sales person and try and make them the sales manager with disastrous results. Your best person is no longer selling, profits ... Views: 1187
The 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 ... Views: 1187
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1186
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1186
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1186
“So, what do you do?”
Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers.
The answers are painful to ... Views: 1185
Adjusting to adjustment is a vital part on easily conducting business worldwide. Change come in many forms and effectively projecting this modification, and therefore the impede it will have about your web business, allows for your company so as to be more successful. The truth that hardly great ... Views: 1185
What do children and sales consultants have in common? Ask them to play and they’ll jump in. Tap into this natural ability and you’ll unlock the secret to whiteboard presenting.
In more organizations and small businesses, sales professionals and subject matter experts are turning to ... Views: 1184
I am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ... Views: 1182
On a recent sales training course, the group were asked to do some role playing of telephone sales. I have to say the results were quite pitiful. All of the opening statements started something like this:
Hi my name is Paul and I want to introduce myself and my product to you. My reason for ... Views: 1182
While November 10th is a general Forget-Me-Not Day, salespeople can take advantage of it to build into their follow-up plan if they have missed a few touches throughout the year. It would be especially beneficial for those customers whom you haven't seen in a while. You don't want them to forget ... Views: 1181
Would low cost creative activities help you get lower-cost leads and more sales? You bet! Find out how to reduce the cost-per-lead, increase effective presentation skills and transform your sales results.
One of the most under-used activities for sales presenters is staring you right in the ... Views: 1180
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: 1180
Thriving in a much fairly rigorous as well as , reasonable comparable to prescription drugs entails originality, creative debating, and so the perfectly forms applications that would separate return items ranking rrn between an institution plus excellent with the quite a few beneficial all round ... Views: 1177
Wouldn’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: 1175
Being raised Catholic, on All Saints and All Souls days we would meditate about the most saintly and then the people we most loved who had passed away. What if as salespeople, we set out similar holidays: All Sales Do’s and All Sales Don’ts Days. Turn your focus from your don’ts into just the ... Views: 1172
I haven’t been to any tax sales in a while, but I did go one tax sale in New Jersey last month and two this week. Besides experiencing these tax sales, I also had the opportunity to talk to other investors that I know and find out what’s been going on in New Jersey and I’d like to share that ... Views: 1168
The word “strategy” means many different things to many different people. To some, the word “strategy” conjures images of war and the battle between armies or countries. To business executives, strategy is part of the planning process created by the CEO or board of directors. But strategy is a ... Views: 1168
Rating Sales Leadership
End-of-year planning and new-year kickoff are the most popular times to reflect on the status of a company—where it is, where it’s headed, what needs to improve, what is successful. But a very tough selling environment calls for more frequent, deeper assessment in the ... Views: 1167
Let’s start with what many may agree with and make the comparison between good soldiering and top selling. Veterans Day in the USA, Armistice Day or Remembrance Day in other parts of the world, falls on November 11. It may be difficult to totally decide what makes a good soldier, but here a few ... Views: 1164
As mobile marketing companies around the world are racing to capture their share of the booming mobile advertising market, businesses also have to quickly prepare to be ready to accept users from new mobile devices. Mobile advertisements on browser enabled phones have the capability to send ... Views: 1162
Matt got what he wanted. Mostly.
After a shaky start in sales, he invested in training, leaned on his work ethic and honed his execution. It paid off with an eye-popping 543 percent increase in sales. He was now the sales manager and part of his new job was hiring new reps to do what he had ... Views: 1158
When a salesperson steps back to take in the big picture of selling, often their main focus is to get a prospect or ask for a referral. These are pieces to puzzle of sales attraction. But this is only one strategy in the process. There are at least three strategic pieces: sales attraction, ... Views: 1156
Salespeople can take lessons to start their day off right from Kellogg's Pop Tarts pastries, created November 19, 1965. Pop Tarts are the simplest food item, so why wouldn’t a salesperson want to make their days that easy?
1. Pop Tarts have a sugary filling sealed inside two layers of ... Views: 1155
Grocery coupons save money of people. Generally grocery shopping is a big part of our shopping expenses. Today in this tough economic condition where there is the scarcity of money and most people are running without cash, these grocery coupons are really very helpful in cutting down our grocery ... Views: 1153
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule.
But first things first – what exactly is the ... Views: 1153
Hope you are well and are enjoying the warm sunny springtime. I'll certainly treasure every minute of the season after spending three weeks in snowy Canada at the shocking (for me anyway) temperature of -15C. It's time to spring-clean the house. Do you realise business needs a good spring-clean ... Views: 1152
If an ad is shown and then a individual clicks through it to the advertisers webpage, the user is then billed up to this maximum bid, typically from a pre-paid balance with the chosen PPC search engine.
Pay per click (PPC) Administration Services...
Tim Internet is a part of the Google ... Views: 1151