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Sales Training Information
Busting Your Assumptions: Effective Probing Techniques for Sales Professionals
Do you find yourself making these kinds of assumptions?
Win More Sales With a 5-Step Sales Process
Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the ?next step?.
Three Secret Keys to Persuasion Magic
Just a few critical distinctions can supercharge your
communication skills:
Leverage Avoidance Values for Irresistible Selling
What are values? Values are filters that everyone uses to help
make sense of all the information we must process before we make
a decision. When you appeal to a person's values you speak
directly to their decision-making criteria.
7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.
Why Sales People Are Creating Their Own Objections
I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it.
Seven Critical Qualifying Questions
Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.
The Biggest Mistake in Sales Prospecting
Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. That was it - that was the "meat" of the voice mail message.
Youre Hired... I Think
I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me.
More Customers! Less Work!
Wouldn?t it be nice if there were an inexpensive method for creating more customers? There is!
How to Boost Your Sales Letter Conversion Rate
Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while
writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the
time.
How to Maximize Sales by Minimizing Windshield Time
During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).
Customers Do Not Know How To Ask Good Questions ? That Is Your Job
Customers will ask you a question and you?ll proceed to talk about your
product. That is why you are not making more sales. It is your product
knowledge that keeps getting in the way. Not that you do not have
enough product knowledge ? trust me you have plenty. It is that you are
not listening to what your customer is truly asking you. You are taking
their questions or statements literally instead of trying to clarify what it is they are truly asking you.
Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?
Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with the key word of selling and 4,700 titles with the key words of sales and marketing.
Do You Know the Emotion Behind the Objection?
Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions.
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Sneaky Sales Tactics
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Secrets That Lead To Failure In Sales
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How To Write Sales Letters That Deliver
Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just didn't send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just didn't have what it takes.
Customers For Life
Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question:
The 7 Deaths of a Salesman
In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success.
Be Yourself
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The Road to Pendingville is Paved with Good Intentions
If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example:
You Dont Love Your Kids if You Dont . . .
"You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum.
How To Attract Buyers Using The Right Sales Terminology
It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales.
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all?
How to Spellbind Your Prospects in 10 Seconds!
You've got yourself 10 seconds to HOOK your prospects or LOSE them!
The Five Most Common Mistakes Salespeople Make
Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.
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