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It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you fulfill a commitment, you build trust. Every time you break a commitment, however, you lose trust. In fact, you do more damage than if you never made the promise in the first place.

Closed-ended questions allow you to get definite answers and move toward closing the sale.nn Start Sentences With Verbs nClosed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as "Are," "Will," "Is," "Have," "Did," and even contractions such as "Aren’t," "Didn’t," and "Won’t." This is often called a convergent question. It brings conversation gradually to a convergence on a single point or

One of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all of this data for you. The first way to minimize this is to be specific on the terms you use to set up Google alerts and the second way is to set up a system of managing the data sent to you. You can choose to have data emailed to you daily or weekly and you can also set the alerts up in an RSS feed.

Salespeople come in many shapes and sizes, and generally speaking, different sales techniques are right for different markets. Consumer selling is a good example – some sales staff takes their product directly to the customer, while others let the customer come to them. However, selling a product or service to another business is a little different. Although there’s not a single fool-proof approach that’s guaranteed to work every time, many business-to-business sales en

Jim Miller, an entertainment industry sales rep, burst into the room. He couldn’t contain himself, "I pitched a client today and actually walked out with a signed deal for $50,000! I couldn’t believe the confidence and the way that it works." Confidence is a curious thing. We know it when we see it or hear it. We recognize it when our sales teams have it or when we, as sales people, have lost it. Whether we're a sales professional, sales manager or CEO, we are desperate to get it and retain it. We can even separate it out from arrogance — the precursor to death rattle for anyone in sales.r

Ahh the dreaded gatekeeper. For most salespeople, gatekeepers just might be the most emotionally frustrating and professionally challenging of all sales encounters. They can say “no” but they can rarely say “yes” to a value-oriented relationship with you. While getting to the decision maker sounds straightforward, in reality it can be tough!

Chances are, as a job requirement, you must submit a weekly sales report to your sales manager. Some sales representatives, normally those not at quota, perceive these sales reports as a policing action. “The boss is only checking up on me to ensure that I am doing my prospecting calls.” Believe me when I tell you that your sales manager already knows if you are making your calls or not, regardless of whether or not you are submitting a sales report.

Two Keys for using oscillation in selling Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation ...

Perhaps one of the greatest myths about selling is the idea that a good salesperson is born not made. Many still believe the old idea that if you have got the gift of the gab, and can talk to anyone at any level, then you could probably sell sand to the Middle East. Unfortunately in the modern world, and especially in business to business selling, these factors are merely the raw materials that are the basis from which an excellent salesperson is created. So how do you build

"There are three ways to get something done. Do it yourself, delegate, or forbid nyour kids to do it" Unknow One of the most important ways to leverage time is through delegation. As a leader, manager, supervisor, or employee, finding ways to free up time to accomplish important ...

There was a moderate crush of people, but it wasn’t the fans; it was the pit crews. Watkins Glen soon enough would be filled with 50,000 cheering NASCAR aficionados for the afte oon race. The crews were there now. They moved quickly and with purpose to their team’s designated position on the track to begin prepping for the race. They were loose, confident and all business. Over the next hour or two, the empty stage that was pit road transformed itself into what most of us have seen on television: a mobile shop of equipment, parts and gear.

Spirituality, religious beliefs, and a sales career can oppose each other and cause internal conflict. One of the people I recently coached had a clash of beliefs when he moved from a customer service job to a role in direct sales. His beliefs about using selling techniques to influence others ...

We live in a society that thrives on 15-minutes-of-fame thrill rides. Reality shows like The Apprentice, where Donald Trump baits and then summarily fires contestants, dominate TV ratings. These shows frequently glorify the bad behavior that seems to be slowly, but surely, seeping into our society. The 24-hour news cycle is an endless stream of stories about leaders who have been caught doing bad things. In the midst of this barrage it is easy to lose faith that leaders can actually do good and serve others; that men and women of character still exist.

What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is.

I have been facilitating Time Management Training Courses for a number of years and time and time again I am asked, how do you facilitate meetings successfully? It appears that the old saying of ‘meetings are where minutes are taken and hours are wasted’ still holds true in many organisations. Meetings are essential in most organisations and meetings can be highly productive if they are facilitated and managed correctly. However poorly facilitated meetings will definitely im

4 Keys to develop the “Will Theory” As a new sales person I always had the challenge of overcoming the negatives. Cold calling, getting lots of No’s and still making the next call. I heard lots of talk and ideas on motivation and listened to lots of tapes by Zig Ziglar, Earl Nightingale and ...

© 2004nhttp://www.copywritingcourse.com/keywordnnKeyword density. When it comes to SEO copywriting, this has to be one of the most talked about subjects. Why? Because keywords are the very foundation of search engine copywriting. Without keywords we wouldn’t even have SEO copywriting. Because keywords (or more accurately, keyphrases) play such an important role in search engine copywriting, it might make sense that there are certain rules and regulations - certain formulas

Do you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. n n One of the biggest mistakes you make is thinking that persuasion is about telling the prospect. Persuasion has little to do with telling, and everything to do with asking. And the reason this is true i

There are many skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must deal with others to transact business. ...

In some cases the best solutions would be the simplest. Concentrating on relationships when doing cold calls is one. It maintains us genuine, and eliminates our dread of doing phone calls. We’re real individuals dealing with real things. We are thinking about the dialogue, and it reveals. The majority of us hate putting on our “salesperson persona” whenever we make phone calls. We believe it is needed, however, because we’ve been taught to make the sale. Nevertheless

Everyone has the same amount of time each day, yet some people accomplish several lifetimes of achievements in the same time others waste wondering what to do. Some people spend more time planning a party than they do their own lives. Successful people control their time by setting goals. ...

We have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily motivated for this need for companionship, and people, and affiliation. As we talked about in previous shows, the way that you can figure out which motivational profile your sales reps posse

Re-kindle the Motivation Firenn“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 ebb and flow to di

Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? Whatever answer came to your mind is the correct answer, but it is only the correct answer for you. Fashion models may see these products as cosmetic applicators, whereas parents may see them as ear cleaners for their children.

As a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was my customer about to choose my competitor? Where was I missing business? Had I pissed anyone off? Lord knows, sales people have it rough at times.

All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and techniques. Where does an experienced sales professional find a new sales tip or find a technique for improving some area of their sales? Where does someone who has had loads of sales training

Do salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and psychedelic.

You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales ...

No sales professional ever intends to get stuck in one sale for a longer period than required. They would like to move on to the next prospect after closing a sales deal as soon as possible. That’s the way to increase total sales volume. Closing techniques ensure that a sales conversation ends with a deal. Depending on the situation sales professionals implement any one or more of the several closing techniques that are generally used. Trial Closing Before finally sealing th

he words ‘selling for introverts’ are not often enclosed in the same sentence. Indeed, the two are quite mutually exclusive. But a great many introverts find themselves in sales positions, or some other form of customer service, whether retail, food, hospitality, or other. Most introverts discover their own unique ways of coping with the demands of a sales career. A few introverts even excel at such careers. Here are a few tips to bear in mind as an introvert salesperson and a few reasons that make introverts great salespeople. It’s An Act

During seminars when I teach leaders the principle that “People don’t do dumb things on purpose.” invariably some joker will say, “Looks like you haven’t met my people.” You may be thinking the same thing because like me, you’ve observed people do some really dumb things. What is important to understand, though, is no one wakes up in the morning and looks into the bathroom mirror and says “You know, today I think I’m going to sabotage my job by doing something really stupid.”

If anyone has cracked the code, on how to improve selling proficiency, while improving other quality aspects of life as well as create upward revenues, it’s Sam Selim. After almost 30 years in top corporate selling environments, Sam says the key to selling is not in motivation at all, but in the perpetual effects of inspiration. After all, he says, “Who wants to pay for a STATIC event, when what you really need is a KINETIC process”. The problem with common-era “motiv

The concept of a loss leader is a fairly simple one. You advertise and sell a product at a loss in the calculated hope that a customer will purchase other items in addition to that one item for an eventual profit. For Example: the local grocery store purchases Cheerios cereal for $2.00 a box. The normal sale price is $4.00. The grocery store then advertises and sells the Cheerios as a special for $1.75 a box (a .25cent per box loss). The grocery store has calculated that the average person that enters the grocery store will spend $30.00 at an $8.00 per person profit.

Utilizing Gratitude as a Self-Confidence builder. There is not doubt that our attitude has an effect on our outcomes. Continually being negative, seeing the bad side of things will limit our outcomes if not eliminate the good in ones life. At the same time being positive about everything does not guarantee we will succeed in our endeavors either, but does seem to increase the odds.

I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient. Even when you pay the extra money to send it via Express Mail it’s frequently an assistant who opens your letter and determines if the boss will read it.

In the modern world, selling your product on the public market requires an intense amount of selling skills. There are new demands on the modern seller, as people approach the internet and are determined to search for the best cost or quality for the item they require. This could generally make the prospective client a lot cautious of personal interaction with sales people. So as to satisfy the challenges of operating in the international economy, the contemporary sales profe

As a salesperson you might think that people buy your product or service because of the reasons you give them. On the contrary, people buy not because of your reasons, not your company's reasons but for their very own reasons. These reasons may not seem sensible, logical or even intelligent to ...

“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting.

On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating peoplernAs a quick review, we went through the first 4 of the 7 forces of sales motivation on last week’s episode. On this week we will finish up on 5 through 7. Just to reiterate, the 7 Forces of Sales Motivation are as follows: The need for belongingr

You understand that questions are a critical part of the sales process. Yet, questions aren't producing the results you want. That’s because the way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect. n n Questions serve as a means to establish rapport with the prospect. Through questions you can put the prospect at ease, get them to open up to you, and feel comfortable with you. To make that happen though your questio

Jamie was listening patiently to his potential customer. George had said what he was looking for, why he wanted it and what would happen if he didn’t solve the problem soon. Jamie was eager to close the deal but couldn’t tell if now was the time to ask for the sale. Like Jamie, many sales people know there is a moment when people are ready to buy. They just don’t quite know how to identify it. Often it is because they’re listening for the clue, not watching for it. The tip o

It's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...

At one time, it might have seen an oxymoron to use the term “introverted salesperson,” but times have changed. More than ever before, employers are seeing that selling for introverts is on the rise. The days of the back-slapping, fast-talking salesperson are gone, replaced by a sales staff that listens to the customer and tries to make sales into a pleasurable experience. Listenr

Excerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the product or service that you are selling should never be the people that you go after for a commitment.

A Changing Insurance Marketr In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this: Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers shop for and purchase insurance. Customers are becoming harder to satisfy and harder to maintain, so that means insurers have to work that much harder at building and sustaining their custo

How what you do during and after the sale makes the difference Most of us have experienced the barley acceptable services while traveling. At most your expectations are guarded optimism as to how things will go. Those who travel on a daily basis have developed their own ways of coping with the ...

We all know about the deadly grip of selling slumps: you have a series of bad days and missed sa1es; you aren’t coming close to your potential; and you can’t stop worrying about it. In this issue of Sa1esWise we are going to explore the slump cycle and what you can do to interrupt it. What is a ...

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 . Tom Hopkins' Low Profile Selling , is a valuable resource for people interested in Sales Training and it is available through Amazon and Barnes and Noble . n Book Description nWatch your income soar! Today’s customers are better ed

Cold calling sales tips is something I decided to write about after reading an article in Inc. Magazine. The article was about David Rosen. He sells $500,000 worth of wine a year to private individuals across the country. This guy loves and lives on making cold calls. David is extremely enthusiastic about his work and about the wine he sells. Aside from his enthusiasm I really like the simplicity of his approach and that's what I want to share with you. Now get this, his first question to his sales prospect is, "Do you like wine?" It's elegant simplicity - isn't it?

Sales training and social networking for sales professionals