Sales Training Articles

Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How can you ensure you prosper during these times? With action! Here are a few key tips for actions that will help you unlock the potential of your sales activities in the next 90 d

No matter what business you are in, you are selling something. Why will people buy from you? Basically, because you have something they want or they have something to gain by doing business with you. People want to buy solutions to problems. No matter what you sell, you have competitors. nnSo what compels people to choose you? Two things: uniqueness and benefits. nnUniquenessnWhat makes your business unique? Determine your business’s uniqueness by asking yourself questions

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.) Again, they never try and re-invent the wheel. Do you believe that? The "great ...

You don’t understand that you need to aim small miss small and fail forward to succeed fast. Why do 97% of the people entering the industry fail within 5 years? Because they have no clue how to aim small miss small and fail forward fast. Aim small miss small and fail forward fast is a philosophy about how to effectively market yourself so you have qualified prospects entering your sales funnel. n n One of the biggest industry myths is that you just have to get in front

Most of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection. But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s typical for both caller and receiver simply by changing our mindset. When we begin to think differently, we find that cold calling is no longer the fear-laden experience we’ve come to expect. nnBy adopting this new mindset, you’l

We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. So it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. nnIn this new cold calling approach, we think about the potential client. We especially look at problems they’re having, and we build our conversations around that. This is the most effective way to do cold calling, and here’s why:

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

If you master relationship selling, it is almost impossible for your competitors to beat. If you have established a relationship with your client, they will run your competition off before they ever have a chance to show their goods or services. nnTo start with, let’s look at the cycle of dating. SAY WHAT? Yes, dating. nnBy understanding the dating process, you can better understand the selling process, and why some sales people have such a repeat business they never have t

It’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results. nnThis new approach I’m presenting around cold calling is one of focusing on relationship rather than salesmanship. This is may or may not be new to you. And you may feel a bit hesitant to make your first cold call in wh

Even members of the MDRT will tell you they don’t really like prospecting, but they know it’s something they have to do. Prospecting should be something you look forward to with excited anticipation because you can’t sell anyone anything until you have someone to talk to, but you don’t. And you don’t because you don’t like being told “no”. n n You need a system for prospecting to be good at it. But a system is worthless if you w

How to sell anything!nAn article by Jim ConnollynIn this article, I am going to show you how to sell anything (and for a great price too!) This means not only making a sale or gaining a new client/customer - but making that sale or winning that contract in the most profitable way possible.nnOVERVIEWnPeople often tell me that once they get ‘in front’ of a prospective client, they are pretty good at converting the prospective client into a paying client. The problem is; the

Can’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.”nnMost people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, “You want something, right? Otherwise why would you be calling?” This triggers almost immediate resista

This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to effectively represent a product or service professionally. Although some of the companies that these potential "superstars" represent have some kind of a sales training program in place, it is usually not enough. You see, it ta

In the digital age where we have CRMs and online tools to measure and keep track of everything, our problem usually isn’t having enough data; it’s having too much. There’s an endless list of metrics and reports you can generate, and with all of those numbers, it can get confusing trying to figure out exactly how your sales team is performing. To make things more clear, you need to narrow your focus to a few KPIs, or what we at Sales Arbiter call KPIs (Key Behavioral Ind

Part of your career sales training should get you to think about what kind of career you want to have. If you were to equate sales people to runners there are two types of performers. The type of performer you choose to be has long term impact that will affect your overall success. n n Sprinters focus on fast starts, fast finishes, and depending on what they are selling burn out fast. The sprinter just wants to get the appointment, and close the appointment before the suspect

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

Well let's see now. Since my wife has been married to this freelance copywriter for just over 27 years, I think it's a safe bet to say she'd vouch for (most) everything I'm about to share with you, on why copywriters make better lovers. With all the work we do, there's nothing wrong with ...

Does your marketing and sales strategy have a clear objective? All too often I see people using random marketing activities hoping that something somewhere will stick, and they’ll get a customer. That isn’t an approach you want to use. You want measurable results from your marketing efforts, or you don’t want to spend the time and money required for marketing. n n Is your marketing and sales strategy aimed at a direct response or lead generation? Direct response is gear

It doesn’t matter whether you are running a large corporation or just a small business, keeping your customers happy is the key to your company’s success. When you can’t make your customers feel content with your products or services, you can be sure that they will take their business elsewhere. While keeping customers is important, getting them is equally important. Hence, you need to have a solid and capable sales team to attract customers in the first place. If you f

Salespeople are as individual as snowflakes. The way they communicate, sell, and build relationships is equally unique. If you want to lead them, you have to meet them where they are. Here’s what often happens in sales departments all over the world. The sales manager picks a goal, picks a process, and shares it with the sales team. It’s a ‘do this’ mentality. This process is usually one that served the sales manager well when she was a sales person. She believes that since it worked for her, it’ll work for everyone.

Would you find it easier to get a sale if you could read your customer's mind?nnAssuming you said yes, here's how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh?nnWell it sounds easy, but it takes self-discipline to do it right. Let's start with the questions to ask.nnThe first type is what are known as 'open' questions, meaning that they usually produce informative answers of some lengt

The last several months have been very interesting if you’re a political enthusiast. I’ve watched candidates travel across the country, shaking hands, kissing babies and spending millions of dollars trying to win their party’s nomination. nnThere is an abundance of talking heads analyzing every move that the candidates make. Most of it has become information overload to me, but I’m very intrigued with the concept of the exit polls. These quick and painless interviews

When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control when your market feels out of control: 1.) Stay focused on your most profitable business. Is there something you’re leaving on the table with your customers that you should be providin

Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale?nnWell, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been trained to do. But what you don’t know is that enthusiasm and confidence usually backfire on you.nnWhy? Because you’re talking with someone who doesn’t know you. Think about how you’d feel if someone you don’t know a

Referability is a key element for long-term insurance sales success. You know you need referrals, but you don’t like asking because it puts you in a beggar position; and you don’t like imposing on your friends, family, and associates always wanting them to refer you. You can get referrals without having to directly ask people in a face-to-face setting. n n Insurance sales success is all about the relationships you are able to build. Build a network of people who know who

Remember the numbers game? Well, this is the thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result. nnIf you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or e-mail to do the job. But once you learn to do cold calling the right way – with the new mindset – you’ll realize that sales letters really aren’t any help at all. nnHere are 4 reas

Once you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The physical ...

In today’s economy I think that it is fair to ask about your currency and how it is holding up. If you take a look at currency just as your normal, everyday quarters, dimes and nickels, you might be thinking to yourself that it isn’t holding so well, and you would be right. But I am not talking about the Webster’s dictionary version of currency.

Looking For New Customers? Start First With Your Direct Competitor’s Clients.nYour overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors’ clients fit the bill perfectly. In fact, year after year, research has confirmed that 17% of an average business’s customers would readily switch if simply asked. Over time, most dissatisfie

Master the foundation for cold calling successnnSometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in the conversation, and it shows. nnMost of us dislike putting on our “salesperson persona” when we make cold calls. We think it’s needed, however, because we’ve been trained

Most 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 step-by-step so you can move calls in the direction you want them to go. And sales strategies do the same thing. nnBut that’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 something about scripts and sales strategie

Have you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, Neil Rackham, or any other of the biggest names in sales training there is one thing you know beyond a doubt, and that is that there is unequivocal evidence that what they’

One of the key elements to being in the "zone of sales success" is Intention.nnYou may know it as focus, purpose, target, or even your objective. Your Intention is the complete certainty with which you move toward your desired outcome. Your ability to focus on your desired outcomes and to block out peripheral opponents is the key to your success. nnPeripheral opponents are distractions. These opponents cloud your vision. They distort your focus. They cause confusion, which, i

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

Your sales development training may have been all about technique and presentation skills, but you need to develop your connection skills too. Ideally you want to become the go to person for your clients and your client’s associates. The reason they will go to you is because you’re the guy (using the word guy in a neutral sense here) who knows a guy you knows a guy that can get them what they want. When you’re connected your value and your sales prowess will grow expone

Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale? nnWell, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been trained to do. But what you don’t know is that enthusiasm and confidence usually backfire on you. nnWhy? Because you’re talking with someone who doesn’t know you. Think about how you’d feel if someone you don’t know

You want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the required five key areas for professional success. Sales are very important, but you’ll find it very difficult to sell if you haven’t developed a unique position in the marketplace

When you hear no you're hearing it for a very good reason. You’re told no because: you don’t know how to market yourself so you’re talking to the right people for the right reason, you don’t know how to use your marketing as a filtration process, you don’t ask enough questions when you’re talking to prospects, and you don’t listen to what your prospects are telling you. Once you understand why you’re being told no and how to cha

As a sale professional, what would you do in this situation? n nYour new client just signed an agreement putting you way ahead of the previous year. Not only would it catapult you in your organization and the industry, your personal income was about to reach new heights. Then, the following week, the person who signed the contract is replaced and in walks a new decision maker.n nHis first order of business is to cancel all new contracts because of a strategic change in the co

There are several ways to present sales training. It has been customary to provide instruction to large groups of people in workshops or seminars. In recent years it is becoming more convenient and cost effective to offer training using online webinars and online courses. Also, CDs and DVDs are offered for instruction that can viewed whenever needed. It does not matter which method is used, the rewards of coaching will not be appreciated without appropriate follow up. The poi

Sales is not a personal thing - Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? nNo one likes to do business with people who are negative. But sometimes we don't even know we have a negative attitude. Take Casey for example: nnWhen Casey, a 38 year-old top sales executive in her field for years, started having difficulties in the sales game - not meeting quota, she asked for my help. I probed her about ho

The simple fact is - most people now look online when researching which companies to use for anything. Your website and your business email correspondence must reflect your professionalism and personal style. They also need to stand out from the competition. And they need to make a connection with your viewers.rn rnWAIT! Is it actually possible to make a personal connection and establish a relationship with a total stranger on the Internet? Yes, it is. And one of my favorite

Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people -- or at least chasing the sale. nnHere are 5 important steps to help end the “chasing game” in our cold calling efforts. n n1. Avoid reading from a scriptnnLife is not a script, nor are normal conversations. When we read from a sc

Real estate sales is a tough road when you look like and sound like every other agent. First off there are too many agents in every market, so if you can’t find a way for people to recognize you as the agent they want to work with your swimming up stream with little hope of survival. Like so many agents each year you’ll wear out or starve out and leave the industry. nn You don’t want to be unique by being strange or dishonest about your background. One way to find your

At some point in your career your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down. The three things you don’t want to do are: panic, be pushy, and allow your self-confidence to tank. n n As your bank account dwindles and you have few if any sales in the pipe you start to panic. When you panic it triggers feelings of desperation. But the more desperate and needy you appear to be the less likely an

The secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. n n Effective listening isn’t a natural skill and you make it unnecessarily hard for yourself. You make it hard to listen when you allow your mind to be cluttered with other thoughts, your thinking about what you’ll say next while the other person is still talking, you&#8217

Have you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and turn the written music on the page into the song this written music is supposed to produce. n n In the beginning it’s a rather agonizing process. Then it becomes easier and perhaps

Sales Success in Challenging Times This article has come about because of the need to provide quality information on the sales process to the myriads of sales people who want to improve their sales and make a lot of money in sales but don’t have a whole lot of information as to how to effectively represent a product or service professionally. Although some of the companies that these potential "superstars" represent have some kind of a sales training program in place, it is

Have you ever walked out of a sales meeting feeling that it went really well? You had a great conversation, they seemed very interested. However, afterwards you couldn’t get the prospect to return your phone call? It leaves you scratching your head and wondering what’s going on. What actually happens here? Most likely it is one of two things. 1. You had a great conversation because the prospect is kind but they really aren’t going to buy. In this case, you exaggerated the energy of the meeting. You convinced yourself they were interested.r