Sales Training Articles

© 2003nhttp://www.ktamarketing.comnnIt’s the gold medal of e-commerce. Getting that coveted sale is what every online business owner hopes and prays for daily. It’s why we fight for good search engine positioning. It’s why we battle with our copy, making it “just so.” It’s what pays the bills! But what if you could get even MORE sales from your order page? It’s really not very hard to do.nnWhat I’m about to tell you is not some big secret. It’s a widely use

A year ago I made the decision that I wanted -- no, I needed -- new carpet in my home. Believe me, it was time. So that very day I started the process. I found a few hours in my insanely busy schedule and got to work shopping for carpet. I started online, but that was just too hard. There was no way to see and feel the carpet or really ask questions. So I headed to the carpet stores; two I had chosen through my online shopping. Now, let me reiterate: I was ready, more than re

Ever since we were young, we have been taught to watch our language. “Mind your p’s and q’s, and if you don’t have anything nice to say, don’t say anything at all.” A sales person knocked on my door the other day. The experience served as a reminder that professional sales people must also watch their language, their sales language that is. Every time I asked a question, he responded with “don’t worry about it”. The whole experience reminded me that everything we say to a customer can affect their perception of us, and not always in a positive way.

Selling a product is slightly more difficult than selling it from a store. Reason being, a lot of people still don’t feel its secure to make purchasing online, not having a credit card/debit card, unsure about product, etc. The reasons could be numerous. Despite all of that people are losing their inhibitions and buying online. When you are an online seller, there are thousands of ideas that make round in your brain in order to increase sales. Not all of them are pratical b

5 Questions To Ask During the Closenby Mike Brooks, Mr. Inside Sales I get a lot of ezine topic requests each week, and many of them are requests for different questioning techniques to use during the qualification stage. As many of you know, I've written many feature articles over the years ...

Well that’s an hour of my life that was painful. No I didn’t have a dentist appointment or spend 60 minutes on the treadmill. I attended a webinar that would put an ADHD sufferer to sleep. Come on business people, are you not getting this? If you can’t create energy or excitement when you are talking about a service that you live and breath then how do you expect your potential clients to get excited or at the very least engaged in your presentation? 5 Steps to a Better Sale

Actually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He usually relies on his instinct and counts on his intuition to carry the day.

How To Create Instantly Compelling Ads Every Time. nBy Marc Gamble © 2004 n http://www.MYMOnDemand.com nnUse This Quick 3-Question Evaluation Process, So You Can Be nSure Your Message Will Sell! nn EVALUATION #1: "Well, I Would Hope So!" When you make a claim, ndon't think about it in terms of words coming out of your mouth. nThink of it in terms of words entering your prospects ears. nThen you'll realize how ridiculous some claims actually sound. nnWhenever you make a claim

7 Points in persuasive group presentations Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors. Now Brian has done public speaking ...

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 ratio. What is the personality type of the sales people in your business? The two main personality types are “relationship types/schmoozer” and “closers”.

I don’t know about you, but for me this week betwee 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 and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.

So you want to buy a new car. Problem is you really don’t have much experience dealing with car sales people and dealerships, well get you pads and sharpen your pencils im going to give you in my opinion the best vehicle purchasing advise you will ever receive. What makes me an expert? I’ve ...

At some point you look up and say to yourself, “Where have all the leads gone?” Actually, they have not gone anywhere; they’ve been where they have always been. With the new age of e-prospecting and social media marketing, many have lost their way, relying almost exclusively on the latest and greatest forms of communicating with prospective customers. Please understand that these new and improved mediums are nothing more than vehicles to do what we have always done. This Is

Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this ...

I've been hearing for years that a successful business needsto have a USP (unique sales point). The problem is that mostbusinesses find difficulty in identifying what their USP is.And even if they have a USP, eventually they find theircompetitors doing the same thing. So instead of losing sleep wondering what your USP could be,far better to think about what your ESP (emotional salespoint), could be. Your ESP is about how your customers feel when they dealwith you. How they

Often times during my Quid Pro Quo™ Sales Training workshops, sales reps complain that they just can't seem to fill their pipeline with leads ending in sales results. The market out there is changing and very competitive. First, to be successful in today's selling environment, you need to ask yourself - Are you: Flexible- Adaptable- Open Minded-Thinking Out of the Box??? Next, are you taking control of all the conditions and actions leading to your success through self quali

When I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui. She told me a little about the great value of the properties, ...

© 2004nhttp://www.learn-copywriting.comnnHeadlines are, without a doubt, one of the most important elements in copywriting. As has been said countless times before, if you don't get your readers’ attention with the headline, the chance of them reading your copy is virtually none. But headlines (and sub-headlines) play a vital part in the copywriting process for other reasons, too.nnWhether we, as copywriters, like it or not, the fact is most people will not read all the co

I hear over and over again how important the first few seconds of a phone call are to make a connection and grab interest, and my question to you is -- are you still opening your calls with the standard, “How are you today?" If so, then you've just turned off about half of your ...

Many sales people will not make changes unless they are made to feel uncomfortable. EXAMPLE - If your team feels comfortable forecasting numbers below their quota, or reporting numbers below their forecast they will continue to do so. Unfortunately, that means you must be able, when necessary, ...

© 2004nhttp://www.copywritingcourse.com/keyword nnFrom the early days of search engine optimization, keywords and content have always been vital to achieving your goals. Starting back in the days when we used to shove every slightly relevant keyword into our Meta tags, it has been obvious that search engines love text. The more advanced the engines have gotten over the years, the more complex and sophisticated many writers have gotten with their search engine copywriting.nnS

Who wasn’t told as a child that it’s better to give than to receive? At the time, we might of thought that this only referred to birthday and holiday gifts, but this old adage is just as applicable now that we’re adults, especially when it comes to business networking. If you have been to a ...

What is It? Pace isn’t everything in life. But let’s admit it ¡V moving in slow motion can be boring sometimes. That’s why people pack a speedway at a NASCAR event and not the long rallies of a Formula One Race that can take days to be complete. Basketball and baseball games are more popular than golf because they are of shorter durations than the game of golf. This is an age of instant results or instant gratification. The busy mother has to buy a DVD after her aerobics clas

Is role playing and videoing a good tool to use for sales people? This is often a questio 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 and the premier league football coach brings the team in to review the match. On goes the video and the coach and players watch, each move is analysed, the tape is stopped and the coach

Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest."nnnThose of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable reputation. Unfortunately, the fact of the matter is, people who sell for a living do so in an environment tha

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 crucial blunders that are repeated through sales. The reason that you are even reading this at the minute is because you have courageously taken the first steps into improving your sales

Today's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know. A webinar is an online meeting held over the internet using a service such as Goto Meeting. Using this simple technology you can instantly connect with any number of people quickly and easily. You can share your desktop PC with attendees and share movies, PowerPoint presentations online.

I once heard an interview with a police detective that directly relates to sales. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone. The detective ...

Finding the Real Decision Maker Reaching decision makers is actually a three-part task. One part is finding them, another is reaching them, last but not least, is creating relationships based on mutual respect. The temptation to rush out and buy a database of names to call can be overwhelming, but the first step is to turn the focus on yourself. The biggest treasure trove of information on the kind of decision makers who will actually want to buy your services or products i

I was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout:

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 sellers don’t. This is because they tackle and solve symptoms of a deeper problem, not the deep problems themselves. Getting to the root cause of problems is an essential component of a world-c

For many business professionals, time can be a tidal wave of pressure that threatens to crash the best-laid plans with the slightest provocation. Here are ten tips to get on top and in control of your most priceless resource—the time of your life! 1. Diagnose where your time “flys.” Keep a ...

© 2005nhttp://www.copywritingcourse.com nnOnly about 20% of your copy is going to get read. The rest will simply be scanned. I'm sure you've heard the statistic before. It's nothing new. While it might sound frightening or frustrating, it's a fact of copywriting life. So what do you do next? Give up? What difference does it make if only about 20% will be read anyway? nnIt makes a world of difference. Especially if you understand that there are some sections of your copy that

Why should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's less official than writing • Everybody picks up the phone! There are, however, some challenges of selling over the telephone • Shoddy technique - not preparing for your call and having a clear purpose

© 2004nhttp://www.learn-copywriting.com nnIt was going so well, so what happened? Many copywriters get off to a wonderful start: The headline is compelling, the body copy is benefit-filled, but then comes the call-to-action and the whole thing falls apart. Why? It could be a dozen different reasons, but one of the most common I’ve seen is that the call-to-action doesn’t fit the target audience.nnCall-to-action statements (those final words that inspire your customers to

Karon Thackston © 2004-2005nhttp://www.copywritingcourse.com nnIt's been a myth for as long as the Internet has been in existence. Get good rankings and your site will be successful. I hate to be the bearer of bad news, but that has never been the case. What you get when you achieve good search engine rankings is a lot of traffic. That *can* be a wonderful thing, but it by no means guarantees even one sale.nnYou see, search engine rankings are not responsible for making sale

n“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...

Outbound Sales Careers Outbound telesales is sometimes known as telemarketing. Sales careers in outbound telesales will consist of speaking directly to the consumer to sell products or services. Your phone call is likely to be the customer’s first exposure to the product, so you need strong persuasive sales skills. You may or may not have to work from a script, and you will have a persistent attitude and a determination to succeed which remains even when faced with a number

The book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions. This book inspired me so much I eventually wrote my own book emphasizing sales questions, "The 12 Best Questions To Ask ...

For any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather that you don’t believe in what you are doing. Obvious belief in the product is what persuades your customer or client to buy from you. Hence, improving your self-confidence will enha

Salesforce Admin Certification & Your Career Being a Salesforce certified professional is of course both important and rewarding if you want to pursue a career in cloud computing. Studies have revealed that most companies insist on at least a basic level certification for all job openings.rnIn an annual salary survey conducted by Denver User Group for some years now, it has been noticed that the general lift you can expect in the state, while going to one from zero certificat

© 2004nhttp://www.copywritingcourse.comnnIn its most basic form, copywriting is, among other things, the art of conveying a message in writing for the purpose of persuading someone to do something. This is especially true when writing descriptive copy. Why? Because your customer’s five senses don’t work on paper… they only work in person. That’s why we, as copywriters, have to create a sensory experience for our customers through our words. nnHave you ever stopped to

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 park with force for January, February and March to send us off with a running start. This includes adding more creativity, more products, growing the team and growing the company. That surge of energy from day one builds momentum and we’re off!

Everyone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals. Using your revenue figure to guide your marketing is like driving by looking in the rear view mirror the whole time. That number tells you where you've been. It doesn't tell you how to get where you want to go. There are a couple of key numbers and rati

Over the past few years, mortgage money has been cheap, mortgage companies have been willing to lend money to virtually anyone who could draw breath long enough to close on the home, and the oversight by regulatory agencies has been minimal at best. Consumers saw home values steadily ...

In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually drawn at about once every 6 weeks. So given that you only have once every 6 weeks to make a direct impression on your "B" and "C" list prospects, how can you make sure those follow-up calls have the greatest possible impact?nnThis week, let's go back to the science of sales, and dissect a typical opening cal

Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience:nnLove what you sell, the company you work for and the customers you serve.nIf you are truly passionate about these three things, your willingness to help your customers solve their problems will shine through. Customers will

If there are no sales, despite having everything else – there is no business. So, companies continuously try to ensure that their salespeople are outstanding and have the proficiency needed to effectively execute each step in the selling process. To a larger extent, success in sales depends upon effective sales training that prepares your winning sales team for the market. However, by the same logic, failure of sales efforts can be attributed to a large extent upon nonexist

The Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. Is it magic? No! It’s Web 2.0, and you can do it too with little investment other than your time. Don’t know what Web 2.0 really is, and therefore afraid you can’t leverage it? It’s simple.