Sales Training Articles

Are you planning properly before making your prospecting calls? Imagine you make an announcement to a friend you're going to take a vacation in a couple of weeks. Your friend gets excited and asks, "when are you planning on leaving?" Your reply, "I don't know". She asks, "where are you going"? ...

If you are like most organizations , your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means that more and more, the return on marketing investment needs to be measured and maximized. As you've read in my previous articles, the business case for testimonials is a slam dunk. Testimonials dramatically improve click through and action rates. It makes sense: social proof makes the

My mom has a fabulous expression you're going to love. She believes if you want to make life a little more interesting then you need to ... "Stir The Pot" So What Does Stir The Pot Mean? I'm sure you've had this happen. (in fact - you may be experiencing it at this very moment) You've ...

Got your attention didn't I? There is a "nasty" little sales habit that separates "wanna be" amateurs from professionals. And I mea NASTY ... it is a moldy green, time-consuming, energy-wasting, confidence-zapping habit. Want to know what it is? Most sales people CHASE their ...

Each and every day as we are building our businesses, we all know the key to a successful presentation is a product being sold to the end-line consumer and/or sponsoring a new person. In an upcoming issue, I am going to write about the difference between making a sale and having customer loyalty in the sales process. In the sales process, you are fighting many different types of animals. For most of those who are in direct sales, you have 45 minutes to present a product/busine

Motivation is not my department it's your department. Let me explain. As a professional speaker and sales trainer, I sometimes get introduced as a motivational speaker. The truth is I'm not. You see, if you weren't a motivated person before I started speaking, you probably wouldn't be ...

Here again is one of those best practices that mark the behavior of the superstars, the Top Gun sales people. Most sales people never even consider this. Every sales person has to compete for the business. In some cases, there can be dozens of competitors, and in other cases, only one. Regardless, the Top Gun sales people understand that the more knowledge they have of the competitors, the more equipped they are to present their own offerings in a positive light, and, therefo

You probably never explain to potential clients your true goal in calling them, however, you don’t need to. They’re already aware, since we’re all sensitive when the telephone rings and it actually is somebody we don’t know. In the classic standard sales training, we mastered the latest techniques for setting up a sale. All of us speak with “prospects” instead of with people. And we “guide” chats along rather than letting them unfold the natural way. The way w

So… you’ve got a great product (or service) and your website is now optimized to be a sales conversion machine. Now it’s time for the next piece of the puzzle… getting targeted visitors to your website so they’ll buy.nnThis article covers the most effective methods for getting a quick surge of immediate traffic to your site. Plus, you’ll learn the most effective methods for building long-term, sustainable traffic and getting top rankings in the search engines.nn S

In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why you are special, unique and different, then why would I choose you yet alone pay you a premium?"

Working with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five areas include: nn Prospectingnn Overcoming objectionsnn Closing the salenn Time managementnn Consistency and momentum nnThe first part of your struggle comes from knowing what to do. Yes

Target marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target. Every product or ...

It's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike ...

Even with everything we've been hearing about the economy, people are still spending money. I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my groceries...people's carriages were filled to the top with food!

Some people dream big while others do big. Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't! Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of nregrets. 19 years ago I was at a ...

Do you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be. n n The first two steps in the sales process happen long before the appointment. Step one is to get the attention and interest of the highly qualified prospects you want to work with. Step two is to provide those prospects with a highly motivating reason to reach out to you. nn When you proper

Yep, this subject has really gotten my attention. I am so glad I finally picked up Dan Kennedy’s “No B.S. Time Management for Entrepreneurs,” after meaning to read it for quite some time. You’ve gotta love a time management book that’s short enough to read in a couple hours or less! Last ...

- I'm a grown woman and can admit this. I CAN'T WAIT to see the new Sex and The City movie!! I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda. And I'm not the only one. Millions of ...

What is a wholesaler? In a nutshell, it is a company that buys (usually directly) from a manufacturer in large quantities at a discount, then pieces out the product into smaller quantities that are then sold for a higher price. The usual chain of product goes: Manufacturer > Wholesaler > Retailer > Customer. n nServices provided by wholesalers involve both manufacturers and retailers. Producers, once the product is manufactured, begin incurring storage costs as well

Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. nnHowever, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mi

“What if I could show you how you could save money, would that be of interest to you?”n“What if I told you that you could capture more market share, would you like to hear how we can help you do this?”n“What if our system saved you time, would that be of value to you?”n“What if I matched our competitor’s price, would you buy it?”nnWhat if you were a buyer who heard one of these lines? Would you feel compelled to buy from that person? I highly doubt it. nnMan

Want to close more sales and get more referrals and repeat business? In this article you'll learn step-by-step how to make sales presentations that sell your product for you. Step 1. Get to know your product or service. What do you offer? What makes you different from the competition? What's in it for the customer if they choose you? Learn the product inside and out, not from a sales perspective, but from the customer's perspective. Sales are made when the customer feels conn

A lot of sales person or businessmen spend a lot of money just to be trained on how they can boost up their sales and negotiations. Well of course it’s very obvious, they want to earn more. When the first time you entered the world of business, you will never expect that your sales will rise up in just a few days. It is not like that, you have to take risk and take a lot of sacrifices if you really want to move forward and climb higher with your business. I have here some s

Imagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...

Well, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. nnIf you aren’t producing the results you want now you think you just have to work harder and the payoff will come. Isn’t it also true that there comes a point where no matter how hard you work the returns on your efforts begin to diminish? You can

One of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you aren’t doing anything to keep your sales funnel full, so when you’ve held your last appointments your business comes to a screeching halt. nnThis start and stop approach also leads

Unsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you! In the biographies of all your team members. “Clients say the following about Colleen...... ” In the biographies of your management team In the biographies of your board of directors On the “about us” write up on your website In a customer forum, or discussions group in a “client only” section of the website o

This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...

Relax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...

Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. n n If you’re in a service industry and you’re the business owner or a commission only sales person you must do one thing before you get the opportunity to practice your sales prowess and increase sales. That one thi

Want to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. Reciprocity is defined as a “mutual exchange” - the give and take of life. In a slow economy it can be your lifeline. Often, referrals can be one-sided which minimizes the benefits to everyone involved. Instead, when we focus on what we give as well as get, we are more successful. Here are three lessons I’ve learned on the giv

The Invitational Close is simple, low-key, classy and powerful.nnYou use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: "Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?" Or, "Mr. Prospect, does this make sense to you, so far?"nn Probe for Lingering Objections nYou ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind th

Whether you are a newbie or have had a home based franchise for years. Whether you are direct marketing or marketing in Corporate America, it’s these three mistakes that cost people their top producer status and big income in their home based franchise time and time again. I have been in sales and in marketing for over 15 years and was a sales trainer for a good portion of those years, and here is what I saw: 1. Most people underestimate the number of people that they need to talk to on a daily basis.

We've all been there! Trying to get a noteworthy prospect to return our calls and take our value added proposal, product, or service seriously. No matter how many times it happens, it's never easy getting used to the fact that some folks simply will not return our calls or take the next step in the sales process! The most productive salespersons are professionally persistent and stay focused on the target at all times. Patience, follow-up, and consistency pay off in the long

Can not you tell when somebody wants something from you? We definitely can easily. And yes it often seems annoying and invasive. Thus you might understand, then, the reason why clients will usually run for cover once your cold call is just almost “making a sale.” Most of the people sense this cold calls are self-serving for the person contacting. You may almost hear the unspoken thought, “You want something, right? Otherwise why are you calling?” This activates almost

As a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at ...

Selling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term implications of that “yes” decision. n n Combine the complexity of the prospects circumstances with the sophisticated available choices, and a prospect is likely to throw their

You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to ...

Ok. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person's role is ...

Want your ads or sales pitch to get people’s attention in 15 seconds or less?nn "We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one sale?" Phil, from Chicago nn Want your ads or sales pitch to get people’s attention in 15 seconds or less? nIf you could consistently sell your services or products in 15 seconds o

Most business people don't work their past customers at all. And those who do work their past customers produce only a fraction of the potential they're capable of producing.nnSatisfied customers like to be, want to be and are already favorably predisposed toward working with you or doing business with you. They are simply silently begging to be led. By that, I mean they want to repurchase - they honestly do. But it's up to you to expend the effort, the energy and the necessa

There are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...

I was having breakfast recently with a fabulous client of mine (and now friend) who was telling me of the super-smart idea she had. Laurel said... "Kim - you're going to think I'm brilliant!" She published a book several years ago and as self-publishing can sometimes be - she had about 1,000 ...

“Get the sale at any cost.”n“Make more calls.”n“Tell them what they want to hear.”nnSales professionals in virtually every industry are under tremendous pressure to close sales. It is not uncommon for them to hear comments similar to ones above from their sales manager, supervisor, or boss. But this approach does not create trust with customers and does not encourage repeat business or a lasting relationship. nnA more effective approach is to develop a partnering

How Will This Buying Decision Be Made? nnThree-quarters of the secret to professional, strategic selling boils down to asking The Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's

Why do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. n n Don’t try and make sales more complicated than it needs to be. Understand that there are some simple principles that hold true no matter what service industry you’re in when it comes to sales success: nn Whether you know about proven marketing principles and use them in your b

A customer’s purchase is overcharged by $10.00. The store policy is clear… “No cash refunds” so the sales associate refuses to issue the refund even though the mistake was hers. The customer was told he would have to accept a store credit or wait for a cheque to be issued by head office.nnA customer wants to exchange a sale item she bought three hours earlier but the store policy states, “All sales are final.” The employee adamantly refuses to exchange the item fo