Browse Sales Training

August 19, 2007nnnBusiness Networking: something we know we should do and is good for helping us grow our business! nnMost people are terrified of going to a networking event where they don’t know people and have to “work” the room. It just isn’t a natural social skill for a lot of people. Relax! If you change your approach and attitude about the process it actually can be fun and yield great results!nnWe all have personal and professional “spheres of influence”.

Do you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ...

When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you stand with your prospect. The close is a crucial moment of decision in the sales process when the prospect decides whether to enter into a business relationship with you or not.

One of the most difficult questions in job interviews is: tell me about your weakness. Most people find it a very uncomfortable question to answer, because it may affect their image in front of their potential employers. After all, no employer wants to hire a worker who is careless, lazy, unqualified, and so on. Unfortunately, it is one of the most popular questions in job interviews, especially in large firms. So, it is unlikely that you can avoid them. What shall you do when you are asked to “tell me about your weakness?”

Sales Objection Handling - "Send Something in the post" This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this: "Send something in the post and we will call you if we are interested" When many sales people hear this, their heart skips a beat, their head drops and and they get lost for words, usually replying something along the lines of: "Oh - Ok then" What have you got planned to deal with someone saying that to you?

Each week I travel the country speaking to groups of leaders at meetings and conferences. No matter where I go I’m asked the same question time and again by leaders ranging from frontline managers to CEOs , “How can I motivate my employees?” I’ve heard this question repeated thousands of times. However, what the person asking usually means is “How can I manipulate my employees to do what I want them to do?”

Whether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before buying it. All courses are not created equal and a high price tag does not necessarily guarantee results. Do You Really Need Sales Training? The first decision you need to make in choosing a sales training program is whether you even need sales training in the first place.

Telemarketing refers to the process of generating appointments or sales leads over the telephone. While some people love it, most people actually dread it. This marketing strategy requires a lot of hard work because people do not really like picking up the phone in the middle of dinner only to be asked about certain products or services that they are not very interested about. The job can get quite nasty as potential customers simply hang up. But what will you do if you actua

In this struggling economy, you can’t listen to the radio, watch television, or read a newspaper without getting bombarded with stories about money woes. In these financial times, we have to challenge the idea of a recession. I believe that a recession can be viewed as more of a perception ...

Protect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more motivated and career focused you are the better this sales trick works.

One of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater and greater heights, I realized that John always made a conscious effort to keep us motivated as part of his daily routine. Later when I managed my own sale team, I also made attitude coaching a part of my daily routine, and my sales teams flourished as a result.

During many sales training sessions, one of the biggest areas in anyone’s career development is the ability to stay focused. I call it the Focus Charting. We all have special talents. Some people have more than others, like truly becoming a trusted advisor executing the Quid Pro Quo sales approach, but we all have unique skills. For some it might take a lifetime to determine what they are. Some people never discover their true talents. The consequence for these people is a l

Integrity in Leadership - Wisdom Integrity in Leadership - Wisdom By Louis Jorda Using quotes from famous leaders, politicians or athletes has become part and parcel of business communications. Try getting through a sales seminar, self-help book or sales kick-off meeting without being ...

Resistance: Confrontation, fight, battle, struggle, conflict. Resistance is known to be one of the biggest obstacles that hold people back from succeeding whether it is succeeding in your home base franchise or personally. Tell me, have you risen to the level of success in your best home base business that you aspire to be? If not, what is the resistance that is holding you back? Are you a writer who doesn’t put pen to paper? Are you an aspiring Internet Marketer that never does any type of marketing? Do you buy an expensive home study course, but never finish it?

Hypnotic Selling Techniques: Get Their Unconscious Mind to Say YesnnOne of the most powerful ways to sell anything is to use the techniques of modern hypnosis.nnIn a clinical setting, a hypnotist gently guides the client into a trance. Once in that relaxed state, his or her unconscious mind more readily accepts suggestions to stop smoking, lose weight or feel more confident, etc.nnOf course, while you’re trying to make a sale or close an important deal, nobody is going to l

If you’re a parent and you have ever convinced your children to do what you wanted without force or threats then you sold. An educator that makes learning more palatable for their students by adjusting their style and approach is using sales skills. A manager or employer that gets staff buy in and acceptance of new policies is selling their ideas to the team. A Plant or Quality Manager who convinces Upper Management to invest in new equipment, preventative maintenance or staff training uses sales skills to persuade them to approve the expenditure now, for future financial returns.

These interview tips on how to prepare for sales job interviews can be the difference between success and failure. These job interview preparation tips come to you from an experienced sales manager with over two decades of sales recruitment experience. They will help you to prepare the evidence and examples of your experience and skills to match the job you are applying for.

Salesmanship - I just love that word. It's the ability to sell. It's 50% art and 50% science. Of course that's nmy opinion. Ask most salespeople and they'll say it's 90% art and 10% science. I know, because that's how I felt years ago. I believe there is a science to successful selling and ...

As a speaker, I present more than 50 times a year in a variety of venues and to a wide range of audience sizes. Whenever I'm attending events, whether it is an annual conference, sales training event or luncheon group, I'm always excited to hear other speakers. But to be honest, I'm often disappointed. Those of you who know me well may be shocked to hear this admission because normally I'm an extremely supportive person!

Imagine going on a out of state road trip to a place you have never seen or been to before. You know were you want to go and what you want to do when you get there, but you did not take a road map to lead you. How long do you think it will take to get there? How long before you give up and go ...

Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team up-to-date. And, they present a tremendous opportunity for your team to connect and develop stronger relationships with each other. Unfortunately, many sales meetings are unproductive and not near

Warren Buffett, the world’s greatest dealmaker, has two rules when making big deals: “Rule No. 1: Never lose money. Rule No. 2: Never forget rule No. 1.” Money is definitely an important part of the language of deal making. Do you speak in the terms of a big deal? Most sales people don’t often think of language as being an issue between them and their prospects. But to land a big deal with the C suite, it definitely is. Why? Two reasons: 1. You’ll sell one or more steps up

First, what is lunch bucket mentality? Usually this phrase is referenced with football players and their approach to the game. “Rough, tough, lunch bucket group of guys”, is how the sportscasters and critics describe the best of the best players. They’ll do what ever it takes to win, a “real ...

I get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it works because you are not ...

Promotional Products Distributors (PPD’s) don’t start out their business planning to fail. They just fail to plan! There are startling statistics of the number of PPD’s that don’t make it in this business. But, why is that? Following is my TOP TEN LIST to answer just that question:nn10. THEY DON’T SURROUND THEMSELVES WITH THE RIGHT KIND OF PEOPLE!nPPD’s traditionally start out in a spare bedroom of their home – ALONE! They understand

Sales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you don't write down? If you can't remember what you had for lunch on June 15th, how can you expect to remember what 2 sales prospects and 3 customers told you on that same day? If it's important write it down.

Manually entering contact information into a database is a tedious and distracting task to busy sales professionals. Focused on that month's target and existing deals in the pipeline, crucial contact information is often entered inaccurately or not entered at all. That partial or missing contact could have contributed to a future sale or marketing effort - but, as is, the potential is wasted. Even the best sales management processes supported with the best lead tracking tool

Turning a Simple Shopping Trip into a Great Learning ExperiencennMy wife and I are the proud parents of two great kids—a teenage son and daughter. Our daughter is getting nready to start college next week, and our son is like almost every other 15 year old, living life large with lots of nattention on comfort and few worries about appearance. nnLast week I promised my son, Nicholas, that I would take him to the mall to buy new shoes. He loves to wear nathletic shoes (or is

A question that is often asked on sales training courses is ‘how should I dress?’ I think this is a vitally important question. You see a prospect will subconsciously have a perception of you built up in their mind in the first 30 seconds to 1 minute of a sales call. The old saying you only get one chance to make a good first impression is vital. Sales training courses will tell you that these first introductions are vital and we all know the importance of the firm but not w

“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.” rn- Willy Loman in Death of a Salesman. Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot more than being well-liked in order to succeed. Many sellers, however, should take a page from Willy’s book. Being liked won’t win you sales, but it sure does help. One of the mos

Scrabble is a mind challenging game that you can play only when you have a good vocabulary. It has been said that scrabble can help a lot increase memory and build a word bank as well. If you are really crazy about this intriguing word game but find it difficult to crack then you are advised to access cheat scrabble, an online word finding tool that is designed with word game in mind. It is different from a regular dictionary and contains nearly all the words used in English

Gatekeepers, whether we love them or hate them, are a part of sales life. There is no magic pill as each gatekeeper is different and each situation demands a customized approach. In Part 1 of this series, I outlined the first three strategies for getting past the gatekeeper and mentioned two important steps to take before you design your gatekeeper approach. In this article, I will show you the remaining three strategies that emphasize creative ways for getting past the gatekeeper by going straight to the decision makers.

The price objection is what I always hear whenever I'm doing an in-house corporate sales training programs. I always ask the group this question. "What are the biggest challenges you face in growing your business?" They always say the price objection. Within ten nanoseconds, someone raises his ...

http://www.sales-solutions.biznnWhat? Am I reading this correctly? Stop selling and I'll close more business? Yes. Let me explain. I was on an initial meeting with a prospective client last week. This prospect was frustrated that several prospects of his that exhibited classic ...

The difference between runaway business success and mediocrity often comes down to sales. Yes, you need a great product that uniquely addresses a market need. You need operations and manufacturing teams that can execute. However in the competitive world of complex “solution selling,” the difference between a great product either sitting on the shelf or getting designed into a successful project often sits with the sales team.

http://www.ktamarketing.comnnAs you know, I am continually on the look out for innovative marketing ideas that bring a high return on investment. This one is truly creative! Thanks to Roosevelt Best of UK-based Naturally First and Astrology First for sharing his ingenuity – and his results – with us.nnKARON: Hello Roosevelt. Thank you for taking the time to give us some details about this unusual (and highly effective) marketing idea.nnROOSEVELT: Good afternoon, Karon. Ce

I participated in a few charity golf tou aments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those comments was right! They didn’t hit well off the first tee. It wasn’t that they couldn’t hit the ball because they certainly did off the next tee, but why not the first? The reason is they kept telling themselves they wouldn’t.

Salesmanship requires a complex array of skills and natural abilities, and in the day to day pressure of writing sales proposals, arranging meetings and closing deals the finer points of the art are often overlooked. It is often these finer points, though, that will help you win that important contract. The ability to read and engage with people is probably the most important skill in a sales professional's toolbox and honing it is always time well invested. The main core of

Teaching life skills to your children can be fun, give them great lessons for life, and give your family some real quality time together.

Manatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different careers. They invite 140 volunteers to spend an hour with all the 4th graders in the county. As the class begins, each student is given a 3 X 5 card. They are asked to write the answers to the following questions. How old do you think I am? How many children do I have? What kind of car do I drive?r

Choosing to bid on the right keywords can be key to your pay per click success. By choosing the proper keywords - words that your potential customers would use to search for your product - you can pre-qualify web traffic and skyrocket your conversion rate. But how do you choose the right keywords? Here are 3 powerful tips to uncovering profit-pulling keywords for your pay per click campaign.nn#1) Choose Relevant Keywords While this SEEMS obvious, you'd be surprised at how m

http://www.ktamarketing.comnnHow many times a day do you see them as you surf the Web? Pop-up and pop-under windows have become a widely used marketing tool. But do they work? Are they just a nuisance, or are they really the gold mine that all the “gurus” claim?nnAfter doing a good deal of research, I’ve discovered some pretty interesting facts. After implementing my own pop-up campaign, I’ve had some enlightening moments. Allow me to tell you what I’ve discovered,

Overcoming the Avoidance Motivators In the last article, the reason most goals do not work was uncovered. (Why We Can't Change) This article will give you specific steps to overcome those barriers and accomplish more in 2010! Interested? Read on… People motivation is complicated and complex, yet if we can focus on basic truths progress can be astounding. The simplified view is we either move toward "gain" in some form, or move away from or avoid "pain" in some way. The first step to making you goals for 2010 is to understand which moves you forward and which holds you back.

Want to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many sellers put up with sales meetings rather than participate in them. Why? Because they aren’t included. Salespeople have social needs. Most spend a lot of time on their own as they call

A slow economy is a difficult time for business and no salesperson welcomes it. As total business volume slumps, triggering apprehension of deeper recession and pessimisms and uncertainty can prevail. However, it is an inevitable part of the economic cycle and businesses should learn to cope with it and salespeople should develop a strategy to survive and thrive. They should pursue only the best possible sales opportunities despite the hardships. Weak and inefficient salespeo

Sales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. But the main question is if you are a professional sales person, should you be using Twitter for your sales prospecting. If you have never looked at Twitter then you should do. It's a great place to do business. There is a misconception that many people have that Twitter is just about people selling to consumers.

If you've ever watched the opening of ABC's Wide World of Sports, then you've seen the winning runner break through the finish line, arms upraised in triumph, elated by the "thrill of victory." Of course, you've also seen the championship skier as he miscalculates and goes tumbling down the slopes into the "agony of defeat." Victory and defeat. Winning and losing. Good and bad. All similar concepts – right? The thing is, both these people are winners. Why?

Undeniable fact: Almost everyone tends to do business with people they know and like. That's why one of the most important facets of your marketing program should be developing and using your interpersonal communication skills. If you allow yourself to be shy or antisocial (and we all have those rare moments), then you're undermining your success and creating a severe competitive and financial disadvantage. The other extreme, of course, is coming on too strong. If you're alwa