Sales Training Articles

It seems that everywhere we turn all we hear about is how tough it is to start a home based franchise. I say that the exact opposite is true and quite frankly there couldn’t be a better time to start your own home based franchise. I’m here to remind you that you need to focus on the opportunity rather than challenges that surround having your own home based franchise. If you have not created a niche marketing strategy to the affluent...why the heck not? First of all, I strongly suggest that you go out and buy Dan Kennedy’s No BS to Marketing to the Affluent.

Most people who come to my sales trainings want to know about objection handling and closing. Unless they have had training before or are a little bit more experienced, they think that sales relies on what you say at the end of the process. This is not true because sales is a process that begins right back when you are doing your prospecting, your research and when you make first contact. The end bits should be about the finesse of how you finish the process. Instead many people worry and comment:

Yup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed.

What is selling?nnIn its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for.nn How Markets Work nOur market society is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he feels that he will be better off as a result of the transaction than he would be without it.nn The Three Options nIn a free market, the cust

Karon Thackston © 2005nhttp://www.learn-copywriting.com nnIt happened twice during the same week. All I wanted to do was make a purchase, and they were making every effort to keep me from it (or so it seemed). Why would a business who wanted me to buy from them so badly put enough roadblocks in my path to make me want to click off the site and go someplace else?nnThe roadblocks that almost kept me from purchasing were repeated upsells. You know the kind. You go to a site and

© 2003nhttp://www.copywritingcourse.comnnI can’t even begin to tell you how many times I’ve heard the statement, “I get tons of traffic, but no sales.” It’s normally followed by comments like: “My site is highly optimized for the engines and my rankings are great. I don’t understand why no one is buying.” Let me shed some light on this mystery.nnMost often, when site owners (or professional copywriters for that matter) write “search engine optimized” copy

Nothing happens in business until a sale is made. Marketing is simply about getting new customers and keeping them. If you’re not doing something everyday to market and promote your business, your competitors are. Here are ten easy-to-implement tips to effectively market and grow your business:nn1. Partner with large email database list owners and offer to cross promote each oher. The list owner will advertise your event, product, or service to their email database and youâ

I have been educating myself on the law of attraction. Here’s a pretty basic view on this big subject. We as humans are made up of energy, much like the rest of the universe. There are invisible frequencies of energy which attract each other through thoughts, feelings and meditation. ...

Right now, the business world is a-buzz about Chris Anderson's latest book, The Long Tail. Even if you haven't read it, chances are you've heard of it: the best-selling business book that predicts the future of business lies in selling less of more. Niche marketing, Anderson posits, isn't just tomorrow's trend -- it's today's reality.nnThe idea has caught on, and in a big way. Many companies are entering niche marketplaces -- tailoring some or all of their product line to mee

Social media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do you just see it as something fun to do when you have time? Or, is it possible that you’re one of the skeptics who don’t believe social media can really bring you new prospects? Let’s ponder that for a moment. The two primary questions in prospecting are always:r

THE 6 “SECRETS” TO SALES SUCCESS AND A 6-FIGURE INCOME There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. T

n • Could you be earning more ….? • But even more importantly, could you be keeping more of what you do earn? The top agents not only track their K.P.Is (Key Performance Indicators) and their targets, but … they also have a financial Business Plan and a system which lets them know where they are financially at all times. So, if you want to rise to the top, read on …. n(1) Have a system for tracking your expenses … If you are computer proficient, perhaps you could use either o

In a previous article about how to be found on the Web, I told you about my experience typing in key words I thought potential clients would use when trying to solve a problem for which I had some answers. I wanted to know if they could find me by using the search engines, and I wanted to know who else they were finding as well.nnTo do this research, I imagined what a potential client would type into a search engine. For my newsletter service business, I guessed that a potent

I don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...

Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society.nnThousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their customers, co-workers and managers. Today we know more about what it takes for you to be one of the best in the business than we have ever known before. And the most important thing we have le

Here is the question most often asked by leaders: “How do I get my people to do what they are supposed to do?” In other words, most leaders are interested in how they can move people. Leaders are constantly seeking ways to motivate their employees to do take the right actions, for the right reasons, at the right time.

Persistence is a vital skill that every sales person needs. It’s been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Let’s explore the behind-the-scene dynamics involved in a typical scenario.nnMeet Mrs. Executive. Her day is booked solid, scarcely allowing her to catch her breath between each meeting. Some meetings are internal. Others are with clients and customers. And a few ar

Can you handle a few tough questions? If I could ask you ten questions, the correct answers to which would ensure your growth, increased sales, and profits this year would you take the time to ask them of yourself? Your answers to some of these questions could have a tremendous impact on your ...

Networking is a critical part of sales and marketing. I'm going to assume that you are actively involved in some sort of networking activity. With so many options to choose from it can get confusing. There are some guidelines that I use when deciding where to go. 1. What is the intent of the event or organization? 2. Who are the attendees? 3. What are the logistics? What is the intent of the event or organization?r

How did Hotmail gain over 12 million subscribers in 18 months? How did the very low budget movie “The Blair Witch Project” become such an incredibly successful phenomenon? The answer lies in the power of “buzz.” n nBuzz or word-of-mouth marketing influences more people to buy, or not to buy products and services, than most other forms of marketing. Why is it so powerful? Basically, we have a need to share information as a means of communication and also as a way of un

How effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...

It is a known fact that sales people hate planning. Let's be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot afford to lose.

Today, more than ever, the success of meetings relies heavily on the strength of program content and presentation. Nothing can spoil a meeting more than hiring the wrong speaker. That’s because speakers do more than just convey the overall meeting message. You look to them to provide insights, awareness, and cutting-edge information in an energetic, motivational, entertaining, and professional manner. What more could you ask for? Well, the right speaker can emphasize an imp

© 2003nhttp://www.copywritingcourse.comnnI’ve always loved scented candles. They help create a cozy atmosphere. They give you a relaxed feeling. And - most importantly - they make your home smell wonderful! So, naturally, I was excited when I was approached to rewrite the index (front) page for an online retailer who made specialty, soy scented candles.nnThe goals of the copywriting rewrite were to increase sales and improve search engine positioning for the terms “soy c

Sales people are looked down upon and viewed by many as slick, pushy, aggressive and cheats. While we may have earned that reputation by a few sales people there are too many occasions where we all experience that behaviour. So how do you deal with customers and prospects that have that view? How do you behave? The first thing you do is demonstrate your behaviour in a way that shows that you are a professional. And do so every day. Your customers and prospects now know you

Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, online sales training is set to take a massive increase in adoption in 2009/2010. There are many benefits of considering online sales training: Zero Travel Time - Online sales training can be accessed instantly from the main office location, satellite offices, home office workers and even studied whilst travelling on planes and trains.

Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get back to the field. Whether you’re delivering product or soft skills training, participant time away from the job is expensive and your organization has a right to expect to see a sizeable return on their investment.

For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part to building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business ...

© 2003 http://www.copywritingcourse.comnnI believe it was Mark Twain that once said, "If I would have had time, I would have written a shorter letter." His point being... it takes much more thought and time to write a short, concise piece than a long one. It's true, too!nnThink about it. How hard is it to get your point across in a very limited amount of time or space? Ever tried to write copy for a postcard mailing? How about a 30-second radio commercial? How do you tell cu

In recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term. nnA simple word like guest versus customer can make a dramatic difference in the way we perceive the people who pay our salaries. A customer is someone who makes a purchase. A guest, on

Sales talk versus sales babble. Which one describes you? How can you be so sure? Well for starters, if you're talking off the top of your head - like it or not you're probably doing sales babble. And that's because, when you're talking off the top of your head - there's no preparation involved for you. Without preparation you can ramble on, beat your gums and just plain run off at the mouth. Pity your poor sales prospects and customers who are forced to listen to sales babble every day.

One of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the specific pursuit of sales ...

Three Keys to Building RelationshipsnnTop sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient’s" best interest, and bound by a high code of ethics.nnThe medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.nn Begin With a Thorough Examination nJust as a medica

“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 too often, sales people feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying decision if the price of their produ

8 Steps to developing the Socratic Method Sue is meeting with Mr. Corporate, after some initial small talk Mr. Corporate asks, “What have you got?” Sue responds, “I have prepared some ideas on your new campaign and am prepared to present it, but before I do that could you bring me up to ...

© 2003nhttp://www.marketingwords.comnnThere seems to be a common myth regarding site visitors and the buying process these days. I’ve heard this statement more than a few times over the last several months: “My visitors find me when they use search engines. They type in the exact keyphrases I’m listed under. So when they get to my site why aren’t they buying?” The simple answer is that they aren’’t ready to buy yet.nnJust because surfers type a specific keyphra

A camcorder is not just an object of desire. You need to invest in a machine that will give you good value for money. So just don’t rush out and invest around USD 800 or more on a whim. Before you give into your desire sit down with a friend and write down how many times you are likely to use the camcorder or whether it will just adorn a shelf.nnHere are a few tips from gadget gurus:nn1. Know what your options are. Surf the World Wide Web and read about camcorders and diffe

Increase your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. n n First, identify 3 new prospects each and every day. Write those three names down before the end of the day each and every day. Then allow your subconscious mind to start processing how you’re going to make a c

Listen Attentively When Others SpeaknnThere are books, articles and multi-day courses on listening. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. Your mastery of these skills, through discipline and practice, is all you need to become an excellent listener, with all that that entails.nn Listen Attentively When Others Speak nThe

Your Beliefs and Your Successnn Customers buy from you when they believe in four things. These four things are 1.You 2.Your product or service 3.your Company and finally 4.Your price. If you would like to have a high closing ratio then you must first believe in these things yourself. The first thing you must do is believed in yourself. You must have 100 percent faith that you are performing with the proper actions and having the correct behaviors and habits. Your behaviors a

Most People Do Not Study. Reason two on why 95% of people fail in their home based franchise and will never become a top producer is because most people do not study. I asked the question in the first article of this series if you were obtaining what was needed for the accomplishment of your goals and dreams. Maybe the more important question is: Are you studying, learning and doing what is necessary to be the master of your craft, be that top producer and to have the best home based franchise possible? Trust me, this is easier said than done.

Many salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement.nnEffective negotiating, however, is a process that begins with your first contact with your customer or prospect. From the moment you make contact, the other person will evaluate the value of your product, service, or company. Here are strategies that will help you increase your value

“With rapport anything is possible. Without is nothing is possible.” nnTo influence anyone in a persuasion setting (without threats, weapons or coercion) rapport is absolutely vital. nnMost sales people attempt to establish rapport by finding a topic of interest that they might both have in common. This rapport building technique can often lead to long digressions away from why they are actually there - the sale!nnA great deal of time is spent in teaching rapport and is o

Are you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. It is so important that you learn how to deal with your prospects when it come to closing the sale so bearing this in mind here are five tips to help you along the way 1. Be sure to show your prospect that you are on their side, show them that you really do care about their needs and how you can help them.

The telesales industry has grown considerably over the past few years, creating a wide range of job vacancies. Many specialist recruitment agencies can help you find your ideal role within the telemarketing sector. Recruitment consultants work to understand your key strengths and motivations, matching your skills and experience with particular vacancies and recommending you to top employers. It can be difficult to find the ideal job within a specific location. Specialised rec

© 2004nhttp://www.copywritingcourse.comnnWhen you write a press release, what is your ultimate goal? No doubt, getting the information to as many publications and on as many Web sites as possible. The focus lies in moving outward… taking the press release to as many *other* sources as possible. We buy lists of journalists, pay public relations companies to distribute the release to thousands of targeted leads, use online press release distribution services, and create our

Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking for referrals as a primary approach to filling their pipelines. But they aren’t getting the number of high quality referrals they’d like or need. The techniques we’re hearing aren’t working consistently.

If you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every ...