Sales Training Articles

One of the most enjoyable professional experiences is the “aha” moment that erupts when you’re able to provide a business contact with a lead. It’s a tremendously enjoyable, productive, and effective way to network. That is, it’s all of these things when it actually occurs. The thing is, ...

Wait a minute. That doesn’t sound like a fantastic deal, does it? We’re an instant gratification society we want to have it all now, and worry about how we’re going to pay for it later. Hmmm, that puts you and your proposition in an awkward position now doesn’t it? n n It certainly isn’t funny if you’re one of the noble folks trying to sell life insurance. You’ve got a tough job you don’t need any help making things harder, so h

“Mountains are built one pebble at a time and climbed one step at a time.” This is a quote of mine that I personally put into practice each day as I progress towards fulfilling my WHY in life. The word pebble in this quote means that each action you take needs to be productive toward building your mountain of success. As I was retrieving a message today from someone who called me, I had to play the message 5 times to finally understand the phone number he left for me to call h

In an unstable economy, it is natural for people to be concerned with how much money they make and also their job security. What they may not realize is that both their personal profitability and their professional longevity depend in large part on their ability to focus. In many of the discussions that I’ve had with my coaching clients throughout the year, one thing has remained constant. Those who focus on their Most Valuable Activities (MVAs) are the ones who are the mos

OK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try andnre-invent the wheel. nnn(In a moment I'll give you a tip on how you can take advantage of something they ALL do.)nnn--------------------------------------------------------- Again, they never try ...

Selling can be a nerve racking experience for most people. The sales process has many dips and curves that can leave you at a loss for words, feeling shaky and unconfident. To effectively communicate in sales, you must have an ironclad confidence and the ability to think on your feet. Sounds simple enough, right? But what’s stopping you? I have identified the three leading causes of sales discomfort and fear that prevent professionals from clearly communicating their messag

Copywriting Checklist Okay, you know you have your product (or service) in front of you. Now it's time to get the word out with an attention-grabbing sales letter. But where do you begin? Whether you hire someone to write your copy, pass it off to a staff member or learn to write it yourself, ...

How’s the seminar/dinner approach working for your investment sales success? If your offer has real educational value you don’t have to bribe people to come by offering them a free dinner. If you can’t get people to attend your seminars now unless you offer some kind of free food it can only be because what you’re offering has little or no educational value and is really nothing more than a sales presentation, or you aren’t clearly communicating the benefits of atte

Preparing for a sales call, while it still takes discipline and time, has never been easier. Technology (CRMs, Google, other web resources) has dramatically reduced research time. The other side of the coin is that technology has made business more instantaneous and that has put more demand on salespeople’s time.nnAlthough preparing for a call can be done more quickly, preparation continues to be an area where many salespeople fall short in two ways: not preparing adequ

nIn today’s world, price is everything. Everyone seems to be looking for a bargain. Shopping the grocery stores for the weekly deals: hunting down the gas station with the lowest price, or waiting for retail stores to put merchandise on sale or clearance. Everyone wants a bargain. But is shopping for a bargain always the best strategy? For sales professionals, bargain shoppers will not guarantee long term business prospects. Although it is essential to be competitive, i

Smart business owners know that providing great service to their patrons is an essential ingredient to their overall success. They also recognize that without a certain level of revenue they will not stay in business. Unfortunately, many people think that selling and service are two distinct activities and mutually exclusive. So, where does the service part of the job end and where does selling begin in a retail store?nnI believe that service and selling work hand-in-hand to

Negotiating a successful sale of your home requires an environment that sustains the buyer's interest and trust during the process. Many of our clients have been very experienced negotiators, and from them we have learned that the goal is to reach a good agreement - one in which the underlying interests of both seller and buyer are met. The results of a poor agreement may come back to haunt the parties after the closing. Here are some thoughts to consider as you prepare to ne

You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. ...

You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know. nnIn the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” rather than with people. And we “guide” conversations along rather than letting them unfold naturally. nnTh

Anyone can sell if the price is cheap enough or if what is being sold is something people can't live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of options available to them regarding what they can buy. Therefore, in order to close the sale, it becomes necessary for us to stand out from other salespeople. One of the best ways to be d

Cold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...

Have you ever noticed what happens when you buy a new car? Once you buy it, you start noticing lots of the same car on the road. What’s that about? Or consider this: Jack and Tonya learn from Tonya’s doctor that they’re about to have their first baby. Now, everywhere Jack goes, he sees pregnant women. Fast forward nine months: Tonya has given birth to a beautiful baby girl. Now Jack stops noticing pregnant women so much and starts seeing babies everywhere he goes. This is c

In golf, there is a saying that, “You drive for show, but you putt for dough.”nnIn selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.nn The True Test of Selling nThis is perhaps the most stressful and challenging part of the sales process. It’s where the rubber meets the road. It is your ability to

One of the fastest ways to attract clients is to become known as the expert by speaking to groups. Yet, most people would rather be pushed from an airplane than get up in front of a group and speak. No one was ever born a natural speaker. When you watch dynamic speakers, it may seem as if they ...

How can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected. nnOnce you understand why cold calling is so difficult, and you start to shift your mental view of the cold call, then you can move from thoughts to actual language that’s in alignment with this new way of thinking. nnThis new language will help you to cold call without triggering feelings of sales pressure

I’m the first to say that it’s important to invest in yourself to grow your business. As a solo business owner, I’m always interested in learning new ways to grow my business and help my clients. I know that by learning the latest products and cutting edge information, I have more to offer my ...

How can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution. nnWhen we approach cold calling with a question about what their needs are, potential clients respond much more readily to the idea of talking with us. nnTo help you with this, here are a few examples of dialogues within four very

Sales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?”nnHere’s the emotional truth behind this seemingly innocent question:nnMost sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought a

Identify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are holding you back. Unfortunately, everything on this list is your fault, and it’s all your fault. Accept that and determine what you’ll do to correct your mistakes. n n Only the

Your self-esteem is the most important part of your character.nn The Reactor Core of Your Personality nYour self-esteem is the most important part of your character. This is the emotional part of your self-concept. It is the "reactor core" of your inner power. It is the emotional component of your life. It is the most important single element determining your attitude and your personality. It is the key to your success in life.nn The Definition of Self-Esteem nYour self-estee

WOW!! Can you believe it is 2006? Doesn't it seem like yesterday that we were drinking champagne bringing in the new century?? 6 years have gone by since then. What have YOU filled them with? This Is Going To Be Your Felt-Marker Year! You've seen them - those fabulous huge felt markers ...

Your company’s rival could be investing in sales training for their sales staff while your sales staff sits complacently at their office desks, perhaps reaching sales goals but never exceeding them. Not investing in sales training gives your competitors another edge that maybe you can’t afford to lose. nnSales training gives your company a competitive edge. A high performing sales team that is consistently motivated, challenged, educated and trained can be a fierce compet

Many experienced sales professionals don't see the need for continuous improvement. They often think, "I've been selling for fifteen years, so I must be great." The number of years experience is not a measure of excellence - any honest golfer knows that. Such thinking can limit sales professionals from achieving a higher level of success.nnJust because you've been doing something for years doesn't mean you can't or don't need to improve. Oftentimes, people get satisfied at ju

Want to sell more without spending more? Start with better follow-up. By Michael Pedoner SalesBuzz.com In the current economy, most company’s sales numbers are down. Salespeople blame this on lower quality leads and poor results from cold calling. Fair enough. But with marketing budgets unlikely to increase anytime soon, sales teams today have to be more relentless in their follow-up process. In short, they need a follow-up plan and the skills to carry it out – something t

Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers. Consultative selling is a term in use around the globe. And it is effective - a selling methodology and mindset where the seller, acting as a trusted advisor, assists the buyer in identifying needs and offering solutions within their relationship. (Thi

Drum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. n n Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you weren’t sure you even wanted and wouldn’t part with that dog for all the money in the world now -- you my friend are looking at one of the best sales pro’s around. All this time

The late, great Gary Halbert once said something like copy can never be too long, only too boring. That is why you need to infuse it with character! Don't be afraid to put a little stand-out language in your copy. Know why? Because we are so bombarded with marketing messages all the time, now ...

Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. nnThe customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intui

Ask for help. Asking for help is the lesson, habit, message to be learned from Og Mandino’s last scroll in his book The Greatest Salesman In The World. We all possess a natural instinct to ask for help. When we are deep trouble, we ask for help. When we know we have done something terribly wrong we ask for forgiveness. The lesson to be learned here and the habit to be formed is that we need to ask for help in the proper way. I want you to think about this for a minute. Isn’t it natural for us to ask for money, things and the success in our home based franchise?

Top sales people leave a trail of clues to their success. Who are your mentors? Do you discuss sales with a mastermind group of likeminded sales people? Too often I see sales people hang out with average performing reps and then can’t understand why they aren’t improving their game. There is no comfort in the growth zone! What are you doing to push yourself to new levels of success? Are you doing the same things over and over again and expecting different results? What do y

No, that's not an error. I didn't mean to ask you "why" you are in business. My question isn't about your goals, your aims, your vision, your mission, your business plan, your targets, or any of the other stuff that come together and answer the "why you are in business" question. n I'm here to ...

What's Black, Green and Purple? As many of you know - I love reading and for some strange reason have a memory for quotes. One I love is "The only difference between a rut and a grave are the dimensions." I know you have been working hard this year. I know you have been working smarter this ...

Whether your company is business-to-business or business-to-consumer, selling almost anything in today’s economic climate is a challenging task. If your sales effort feels like you’re pushing boulders up steep hills, it’s time to take a close look at your media advertising, especially the advertising you do in newspapers and magazines. The kind called “print.” n nPrint advertising, unlike broadcast and the Web, allows you to target your audience with a fair amount o

As much as we hate to admit it, at one time or another, we've all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of.n nDid you realize that nearly every sales call starts off with the customer not disclosing the entire truth? Salespeople rarely catch it right away. Unfortunately, they often believe the lie and then complicate the situation by building the rest of

Imagine selling your product or service without selling! Typically when we think of selling, the image of the proverbial used car salesperson, the one who pushed you into buying something you really didn’t want or need because the sales pitch was so “slick,” comes to mind. Well, I have some good ...

I spent this past week in Orlando with my family. If you've never been there before, you need to go. You can go 100 times over and still never experience all there is to experience.nnEven through all the fun we had, I couldn't help but notice some things that have HUGE business applications. Actually, I didn't just observe them, I experienced them.nnWhat are two important keys to having HUGE sales and thus making more money? You need to create value AND you need to have good

"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they werentreated in your place of business." A big problem in the sales world today is that many salespeople and companies spend more time and money to get a new client than ...

In our previous article, we looked at the extremely interesting study by Nielsen who measured Consumer Trust in Advertising Channels . Essentially, they looked at the various ways that a business delivers its message to prospects, and determined the degree to which that prospect trusted that message. In other words, they measured the retu in terms of trust. Another interesting aspect of the survey was the contrast between people I know (which the report explains as people vie

Cold Calling Tips to Create Openings for Real Conversation! nnMost of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing. nnThat’s why as soon as we make a cold call, the other person knows right away that our agenda is not to have a conversation, but to make a sale. There’s s

Negotiating a successful real estate contract requires communication skills and the ability to create a environment of cooperation. Many of our real estate clients have been very experienced negotiators, and from them we have learned that the goal is to reach a good agreement - one in which the underlying interests of both buyer and seller are met. The results of a poor agreement may come back to haunt the parties after closing. Here are some thoughts for you to consider as y

Building on the “social” in social media rn“The more I use social media the less social I become.” That’s a quote from a conversation I overheard recently at the U.S. National Speakers’ Association…and it’s been on my mind a lot since then. rnIt’s understandable that some business professionals are still a little wary of social media and social networking—and by the way that’s a list of websites that includes Twitter, Facebook, and LinkedIn, among others

You’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally successful long-term. They’re always intentionally successful and you can be too. n n What is luck anyway? By definition luck is good fortune that seems to happen by chance. Luck is