Sales Training Articles

Picture this: A group of sales reps are heading down the hall to the conference room for a meeting with their manager. They are definitely taking their time getting there. They stop for coffee, peek at their Blackberrys and seem to be pondering something silently in their heads. Wouldn’t you like to know what’s going on in their heads? We do, so we decided to find out. We asked two groups of sales reps “What reaction comes to mind when you hear there is going to be a sa

Doing your homework before you make a sales call has never been easier. And the good news is, the bigger the account, the more information you can uncover. Making assumptions is second only to procrastination in undermining your effort to win more business and make morey money. Why make ...

1. Ask "am I catching you at a bad time?"rn2. Delete the 'reading from a script' sound.rn3. Change tone and pace of voice so it is similar to that of the person you are talking to.rn4. Never argue with a customer even when you must defend your position.rn5. Ask questions, ask questions, ask questions.rn6. Listen to what the customer wants; give them what they want and need rather than being focused on what you have to sell.rn7. Have multiple offers available to best serve you

One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider:nn Make one more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those meetings could you turn into sales? Consider your current conversion ratio and think of the impact on your business.nn Suggest one additional item to every customer. This is pa

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Today, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement. The secret is to keep a constant flow of fresh leads without losing track of any of your current prospects and customers.nn Your Prospects Want a Quick Follow-up nnA technology research firm known as KnowledgeStorm recently produced a report in which they revealed that a prospect's receptivity to

Use These 5 Powerful Prospecting Tips and Make More Sales Appointments. Wouldn't it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting tips. If you use them you'll be guarantee to make better ...

It has often been said that among the many musical talents of renowned jazz trumpeter Dizzy Gillespie was his skill for blending harmony with the unexpected. He himself summed it up best by saying: “It’s taken me all my life to learn what not to play.” Dizzy knew it was never enough to just give an audience what they thought they wanted. He recognized, as is the case with most professionals, that there needs to a discipline to what you do. People tend to be

If your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...

One of the more popular questions I get about copy from subscribers is, "Do people really read all that copy?" Of course they are talking about the online long copy sales letters you have to scroll all the way down to the bottom to find out how much it costs. These letters can be from 5-15 pages ...

Remembering a customer’s name can improve your sales. However, people in my workshops often tell me that they have a difficult time remembering names. I sometimes think we tend to get too hung up on trying to recall a person’s name, especially if we have only met them once. Like anything else mental, the harder you try to remember someone’s name, the more it will elude you. However, there are a few things you can do that will help;nn1. One of the most common tips is to

When I put a call out for article topics I received a lot of requests for beginner’s marketing information. Really, sharing thoughts on marketing your business is good for all of us. It’s something we can always use a refresher on. So, here we go. The main key to marketing effectively is understanding your value – the value your prospect sees. People don’t buy things they don’t need; especially these days. You have to speak to their pain, their need. So, try this quick exercise: Write down the following – What do you sell? What’s the product or service?

Have you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore. nnBut many salespeople are still use them because that’s all they know. They’re working from that old, ineffective cold calling mindset. And they’re making the same mistakes over and over again. nnI’d like to talk about 4 classic cold calling mistakes from the old traditional appr

Are you currently job searching? Here's a pro tip for interviews: Steel your nerves and ask the hard questions. It may sound unconventional and even counterintuitive to follow this advice. (Really, who thinks about grilling the interviewer?) But it's critical if you want to find the right fit. And the right fit is extremely important, especially in today's job market.

What's Trust Got To Do With It? n By Jacques Werth, President n High Probability® Selling n ©All rights reserved. 'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales ...

Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral ...

The sales and reputation of a company depends on its sales team. The more trained and effective the sales team is, the more profit is guaranteed for that company. Sales training is an important aspect that is necessary for generating effective sales. Sales training helps the sales personnel to achieve their targets without much ado. There are a few rules of thumb that ought to be followed to convince people that the product that is being presented to them is actually needful

Sales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to generate new sales leads at an unprecedented rate for your team. nnLead generation sales training is necessary now more than ever. Consumers and companies are holding back on everything fro

Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going ...

So you've gone through the effort... collecting testimonials and putting them onto every web page, right next to your page copy to provide that critical social proof. You're all done, right? Not so fast. Ask yourself: how do the testimonials look? I don't mean if they are compelling - how explicit are the result?. I don't mean if they are current - are they recent testimonial that have recently been rotated through? I don't mean if they are credible - is the source of testimo

You can’t effectively shift market share (steal business) business if you don’t clearly know what you're up against. For example, imagine how surprised you’d be to learn that a recently hired NFL coach never looked at film of the opposing teams. As another example, if you owned stock in Domino's, and you learned that the company’s top management never ordered from Pizza Hut, you might be tempted to quickly sell that stock.nnThe best place to start shopping the competi

As solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring ...

If your business is a success, you probably had to pour most of your time, energy and money into it for what may seem like forever. You may see your company as an extension of yourself and it may be hard to even imagine life without it. In some cases, your entire family may have depended on the business, discussed it endlessly around the dinner table and practically made it into another family member.nnOn the other hand, your business may have only been marginally successful.

This book review is part of a series that covers the topic of Sales Training . Sales Training is tools and techniques which allow someone to be successful and confident in marketing and sales. Tom Hopkins is the Official Guide to Sales Training . Selling for Dummies , by Tom Hopkins, is a valuable resource for people interested in Sales Training and it is available through Amazon and Barnes and Noble . n Product DescriptionnSelling is really about people skills – to be succ

"I don't care about you." That's a pretty lousy thing to say to someone, but every time you make a sales call, that's what goes through the mind of your prospect. The person you are talking with, does not care about you, he or she cares about himself or herself. That person cares about their business, not yours. They are more interested in what you can do for them than how great your are, or how many years your company has been in business.n nThe worst way to convince a prosp

More and more people are letting go of the belief that it’s impossible to make money and also do what you love. Working with passion is more than just making money; it’s about being fulfilled by your work. I used to think the key to fulfillment was all about making money. I was always focusing ...

So finally the time has come to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start?nnA good time to start thinking about selling a business is right after startup, when it shows signs of beginning to succeed and become self-sustaining. Even if you are planning on bequeathing it to your progeny or a partner, it

In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other person and finding a problem we can solve for him or her in insurance selling.nnThat’s how we begin a conversation with another person – talking about them rather than talkin

Have you ever considered the fitness level of your customer service department? No, I’m not talking about an employee exercise program. Rather, I’m asking if your team that provides service to your clients is functioning at peak performance. If you haven’t given this much thought, you might ...

I went back the next day and Jen spent a couple hours showing me her websites, her stats and some other details about the program she uses. I was a bit overwhelmed. It was a lot to keep track of! read more: http://www.sevincweb.com/business-instant-money-maker.html I wondered if I could really run my own online business selling thousands of dollars worth of products every day. Jen seemed to sense my sudden hesitance and told me that after I signed up with the company, they wo

Do you write a to-do list each day? Do you write down your plans? Do you create a written strategic plan for each year? If you are not writing things down – how are you remembering what you need to do? Writing your goals, plans and activities ensures you have a written and visual plan for your success. What happens when you write things down? Writing down your goals and activities forces you to think about what you need to do and provides you with a checklist and guide to fo

There have been a number of recessions over the last 30 years and it appears that the retailers that fare the best and come out ahead of the competition have a number of things in common. So, what do the best do that the rest don’t? The first thing the best do is that they set out a strategy for retail sales training that seeks to achieve exactly this. Their strategic statement looks like this: We will take customers from our competition and increase our market share, by gi

When young professionals envision sales positions, they might picture the car salesman at the local dealership or their own teenage stints working in retail. In reality, about 5% of the United States population works in the sales industry. The sales job possibilities are seemingly endless — and so are the opportunities for job seekers.

“Never let the final proposal be the first proposal they see.” This is advice that I have given many times in Engage webinars and at sales training sessions to salespeople in organizations both large and small, and I’m often asked to explain in more detail what I mean by that. I’m pleased to do so in this article, because what I have to say in that point is absolutely vital for salespeople who want to improve hitting and surpassing their sales targets.

Have you ever lost a sale because a prospect came up with an objection?nnIt may have happened at the start when they said they were too busy to talk to you or later when they told you your price was too high.nnHas this ever happened to you? Has a prospect ever said:n n"I have to think it over."nn"We have a supplier for this."nn"I have to get approval from my boss."nn"We really don’t need this right now."nn"I have concerns about your ability to do all this."n nIt’s like so

If you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand.nnIf you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand. Y

There are only two reasons any business (including nyou) advertise...nn 1. To either get someone to buy the products or n serves you're offering, or... n 2. To generate interest in potential customers so n they will contact your business (either call or n visit you) to obtain information that will enable n them to make a buying decision. nnThe question you need to be asking yourself is... how neffective are the ads you're running at accomplishing at nleast one of these two ob

Re-kindle the Motivation FirenBy: Deborah Shanenn“Today, take responsibility for your life. Have the courage to live it to the best of your ability”. Frank Richelieu, the Art of Being YourselfnnOne of the hardest challenges we all face in our lives is staying motivated. Whether it’s our job, work, staying healthy, or keeping our relationships stimulating and growing, we all ebb and flow in our motivation cycles. No one’s fire burns all the time. We actually need that

Networking Or Not-working?nnIn this article I am going to show you how to reduce your costs whilst increasing your sales at the same time!nnAs you probably know, there are books, courses and audio series out there telling you how to network more effectively. What this material tends to focus on is how to get the best from a networking event; without even mentioning the core reason why most people fail to gain anything worthwhile from their networking efforts!nnNo matter how g

Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you have to offer. You’re excited about following up with them – but your calls aren’t returned. What’s happening?nnWell, the only way to find out the truth of the situation is to ask them. But before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to c

Do your clients consider you easy? No, not the type of “easy” that wasn’t such a good thing to be in high school, I’m asking if you are easy to work with. The key components to having a good long-term relationship with those you sell to are being someone who is flexible, responsive, and ...

Whenever we step into something new or take on something we’ve never done before, it’s not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we’re not always aware of. Some signs of hidden fear ...

We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection. And we start to panic, thinking we’re about to lose the sale. nnSo we fall back into the old traditional cold calling approach. We try to overcome objections and keep things moving forward. The notion is that if we’re persistent enough, we’ll make the sale. nnKeep pushing?nnIn this old tradi

Why do perfectly normal people break out in a sweat when it comes time to close the deal? Normal people have closing anxiety because they haven't properly handled the earlier steps in the sales process. Closing should be nothing more than a natural conclusion to a selling conversation. n n If you’re suffering from closing anxiety it’s due to one of four reasons. The prospect didn’t agree to a selling conversation in the first place. You confused the buyer by

From the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.” nnThis is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other person to tell us the truth about where they stand. nnHere are four powerful reasons to relax and stop trying to force cold calls into sales:nn 1. When we’re carrying “forwar

Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.” nnThis almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, that we leave a message anyway. We avoid dealing with another person’s potential negative response to us and we avoid being challenged by the receptionist as well. nnBy the time

Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? I'm going to ...