Sales Training Articles

Do you consider the idea that your clients want you to help them solve problems? They want you to reach out and find out about their needs. However, We think that our clients are happy with what we’ve done for them. I’m sure they are. And, they’d like to do more business with you. Are you doing as much for your clients as you could be? Do you know the answer to that question? Most of us sell something to our clients and then move on to the next prospect. We proceed under some interesting beliefs – many of which aren’t true.

by Karon Thackston © 2006nhttp://www.copywritingcourse.comnnIn Part 1 of this series (http://www.marketingwords.com/articles/copywriting_makeover_providerwatch.html), you were introduced to Provider Watch, a company whose site copy was a bit confusing. (You can see the original copy here: http://www.copywritingcourse.com/providerwatch-original.pdf.) While they had a wonderful understanding of their target audience and they had absolutely made an emotional connection, the cop

The end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more stressful, then people tend to think, I'd like to offer a step-by-step guide to help you set and reach your yearly target.

Listen up! I have got the bargain of a lifetime.. I am a top sales and marketing consultant and I will give to you the best home based franchise idea for a buck…that’s right…for one dollar. You can do absolutely anything that you want to with that idea, and I will have no rights to that idea after I give it to you. You might be thinking..WoW..What an opportunity! A home based franchise idea by a top sales and marketing consultant for one dollar..what a deal..where do I buy? On the serious side….the stumbling block to this incredible offer is that an idea just that..

Saving the Lost SalennThere is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale. You know by now that when the customer says, "I want to think it over," he is really saying "good bye." You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen.nn People Are Often Ready to Buy nO

You could be generating 50% to 100% more sales with your marketing. How? By working with basic human nature to convert more of your prospects to customers. Each week 100 or 1000 people visit your web site or read your small business marketing materials but only a handful of those are contacting you. You can double the number of people who buy your products and services and double your profits. The biggest mistake made by small business owners is that they treat marketing as

In the retail industry, it seems as though we are constantly faced with the issue of trying to find new customers. Most of us are obsessed with making sure our advertising, displays, and pricing all “scream out” to attract new customers. This focus on pursuing new customers is certainly prudent and necessary, but, at the same time, it can wind up hurting us. Therefore, our focus really should be on the 20% of our clients who currently are our best customers.n nIn retail,

A Gardener I am not, but a few years ago some Raspberries were transplanted and took over the North side of my house. As I was taking my evening stroll in my yard, I noticed that they were loaded with sweet red berries. I decided to spend the time picking several quarts of the elusive red ...

"This sales training will increase your sales." How often have you heard that when looking for sales training? Whether it’s a book, a CD, DVD, or a live course by a well known sales trainer, how do you know if it will work for you. If you’re investing money into improving your sales skills, or ...

What is ‘Joy’? Is ‘Joy’ attainable? Webster’s defines ‘joy’ as “the emotion evoked by well-being, success, or good fortune or by the prospect of possessing what one desires.” Based on that, joy is definitely attainable. You see, each of us has our own definition of ‘well-being’, ‘success’, ...

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in ...

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 efficiently to be successful. Sales is a Value Exchange. At its core, sales is trading one thing for another - generally, trading money for a product or service. When the customer sees your product or service as worthy of their parting with their money, you will make a sale.

A sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this way. n n That’s not to say you shouldn’t invest in all three areas because you should. The two areas you’re familiar with are self-improvement and sales process trainin

”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. Owning your own business, controlling your own destiny, is an exciting concept that many people desire. However, most will fail because they fail to understand 7 critical steps for business

Despite our best efforts, some of the deals we work on will at some pint in the sales process stall. How can you extricate yourself from the land of no-decision for those cases in which - despite your best efforts - your deals nevertheless grinds to a halt.

Every year at exactly this time, the articles and news stories begin building on the topic of "New Year's Resolutions". Whether it's a news reporter on the scene of a New Year's Eve party or someone warning us not to fall into the typical New Year's Resolution trap, it doesn't matter who is writing the story; these are all reminders to think about the things we want to achieve and how to make them happen. Sadly though, many people who make New Year's Resolutions won't achieve them. Why not? They aren't thinking about their resolutions as goals.

Many sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling.

Motivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in everything and anything that you do. And be acutely aware that every interaction that you have and every message that you send has to have an undercurrent of motivation associated with it

Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself. Some people seem to spend hours seeking out the magic words that will help them win in any negotiation yet fail to look to see what they or their employees are doing wrong.

When you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale.

Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some time, be required to cold call in order to generate sufficient leads for your business. Having said this, even the most seasoned sales professionals often resist this strategy unless th

For every business, training is an important part and it is highly essential if it is a big business concern. Sales team are important part of any company and one could see immediate results in the growth of the company after making them to undergo training with the help of professionals. It is a common misconception among people that the trainings could not bring effective results, on the contrary if the employers are trained with the help of professional trainers it could a

I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was ...

As I was riding down the road last week, I noticed a billboard. As I sat waiting on a stoplight I kept staring at it. I couldn’t help wondering what those people were thinking when they created that thing. It made no sense to me whatsoever. The focus was completely off. They were spending all that money on a billboard that was practically useless.nnThat happens quite a bit with all types of advertising. Well-meaning people design and/or write ads that just don’t make good

The 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. We use this principle right throughout our sales training. We coach salespeople to consider the 80/20 principle when thinking about their communications with prospective customers and clients. Where should the emphasis be between talking about you and talking about them? Did you get 80% talking about them and 20% talking about you? #

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 the most polite way to phrase this, but you could be suffering from a case of sales constipation. No, a swig of milk of magnesia isn’t going to do the job here, but there are strategies to get you moving along again.

Are you selling at the right level? One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling ...

Steve called from Minneapolis to ask how to attract new clients for his auto repair shop. He has been in business for two years and has four trained technicians to keep busy, but he was having difficulty attracting enough new customers. Steve wasn't just waiting for people to show up at his shop. He regularly mailed letters to new homeowners in the area. His rationale was that people who had just moved into town would be looking for a mechanic before long. Steve wanted to k

One disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot ...

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 they’re going to hit their goals or even keep their jobs. There has definitely been a shake out of ineffective salespeople in the last two years, and organizations are choosing to function with streamlined sales teams that are lean, mean, and focused on effective selling.

Goal setting; sales 101 plain and simple, right? However, it really isn’t that plain and simple is it? Have you set your detailed goals for the day, the week, the month and your year both personally and for the success of your home based franchise? Goal setting is critically important to the success of your home based franchise. Without goals…you do not have an exact plan of where you are going, you do not have an exact plan of how you are going to get there and you will not know when or if you have ever arrived.

Every day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us. While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. They are seeking ways to leverage these difficult times and evolve their own companies. They refuse to let the difficult economy stall their growth. One client I was speaking with the other day said I must be an ete al optimist, refusing to face reality. Maybe.

Karon Thackston © 2005nhttp://www.copywritingcourse.com nnSometimes learning what not to do is as important as learning what to do. Copywriting is no exception. I oftentimes see copy that is well written, but obviously created by an amateur. How do I know? One or more of the following five mistakes was made and that killed the copy… dead.nnOnce you understand why these mistakes are, in fact, mistakes, you can easily avoid them. It isn't like they are complicated concepts.

Many of us often wonder how a particular businessman fares better than other in spite of recession or stiff competition. How often have you as a customer walked into a store second time just because your previous experience was pleasant. How many of you have changed your service providers on account of inappropriate customer service? One important thing that differentiates your success from your failure at business is the art of knowing your customers. It is crucial to know

Sales People fall into 3 categories. - Can't afford to lose them - Can't afford to pay them - Can't afford to leave Can't Afford to Lose Them There are certain individuals who deliver so much value, that it usually takes half their working life for the pay structure to catch up with their actual worth. Not just because of the business and profit they bring in for the organisation, but also the safe pair of hands and broad shoulders they possess. They tend to be walking

by Karon Thackston © 2006nhttp://www.copywritingcourse.comnnSometimes, despite our best efforts, the message we most want our customers to hear gets lost in a sea of superlatives. The marketer within us takes over and - before we know it - the core focus of the Web page, brochure or flyer becomes blurred. Let me assure you of one thing… if your prospects can't determine - with crystal clarity - what you do and how you can benefit them, all your copywriting efforts will be

Over the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors understanding of selling. When ever I found myself in a slump or things just didn’t seem to work the answer always seem to be in ...

Smile and the whole world smiles with you – well, possibly your banker will! Having a positive and optimistic attitude helps you bring in business as new customers connect with your message and are filled with excitement over the opportunity of working with you. The secret is to educate your prospect on the value of becoming your customer. You can do this effectively by conveying a positive message filled with reward and desired outcomes.

You found a prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service. Selling Tip #1: Find the prospects problem The BEST way to implement this ...

Unfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place before they start the sales process. They use S.M.A.R.T goals which in case you don't know are... Specific Measurable Attainable Realistic Timely They leave very little to chance so their positive results are far, far higher.

Very often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person. Take a few minutes and list the reason why you are making the call: Did you get answers such as: - Because I'm desperate for business - Because my boss said so - Because I have to make 8 appointments a week to hit my commission targets - I don't know! - To make a sale Or

There are many points where it is possible for a sale to stall but the main three are as follows 1.After you have made the initial presentation, 2.The initial proposal 3.When the contract has gone to the legal department for verification. As the last point is really not a matter for the salesperson to worry about we will take a look at the first two points mentioned, i.e. the initial presentation and the initial proposal. So lets begin with how we can prevent a potential deal slowing down to a point where everyone seems to lose interest.

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 have taken the time to train properly for the race. Just like runners, salespeople are goal-oriented individuals working to reach the finish line in the best possible time.

Last weekend I experienced a perfect example of simple selling. Let me explain. Last weekend Be adette, my wife, took me to Howie-In-The-Hills for a 3-day golfing package to celebrate my birthday. Mount Dora is a beautiful lakefront village located in Central Florida and that's where we ...

You can start selling more today as soon as you stop talking and start solving your customer's problems. Stop talking about your products and start solving your sales prospect's problems. Have you ever seriously thought about the disadvantages of talking too much, especially if you're in sales? The disadvantages can be humongous and have a negative impact on your selling results and your personal income. Here's a short list of the disadvantages of talking too much. 1. You can't learn anything about your sales prospect when you're doing all the talking.

Not 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.

This past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better. At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of lessons but the key to the school is that they taught for about 1 hour, ...

© 2004 http://www.copywritingcourse.com nnIn part one of this article series, I introduced a client of mine (AEwebworks) who suffered from some copywriting traumas. The basic diagnosis was a lack of synergy within the copy, ineffective use of testimonials, a lack of focus on the target customer’s buying process, and the inability of the current copy to support the search engine goals of AEwebworks. nnAfter doing some research, I created a plan of action for writing SEO cop

The main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan. Lets not pretend it's easy, because it is not. But just because it is not easy does not mean you should put it off. Lets just put any worries aside about it being to difficult and make a start on our plan. Lets start by listing your existing customers, starting by listing them in order by how much revenue they bring you.

The most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the initial contact with them and always make sure that you are speaking with the correct person from the very beginning of the relationship.