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Sales Training Information
Why Salespeople Fail
Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-
Increase Sales By Flying Under Your Prospects Radar Defenses
How do you persuade someone to do what you want them to do?
Sales Performance and Motivation: How to Get Your Edge Back
Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day...
Like It or Not... You?re in SALES!
Mention the word sales or salesman and two out of three people get a little clammy under the skin. ?I hate sales people and I could never do what they do!? is what many say at the mere thought of having to sell something. How wrong they are.
The Top 7 Sales Blunders
We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them.
You CAN Be a Great Salesperson!
When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge!
Sales Strategies: Its Not Who You Know - Its What You Know
We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is ? you sell. When you are ?selling an idea? or pitching a business proposal or offering a product or service ? it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple ? you just need to be in the ?know?.
Boost Your Productivity, Networking and Sales: Make an Impression
Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests ? in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips.
Boost Your Selling Power With Your Call-To-Action Phrases
Look at your marketing material. Now, is there something missing? If you?re missing a phrase or paragraph requesting your customer?s business, your copy is lacking an essential component. You can?t assume that your customers will know why they should act, how they should, or when they should act.
Get Over Your Resistance to Sales
I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can?t be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers ? that you?re really helping them by sharing your product with them.
Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted
If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system.
Sales As A Positive Experience
No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"?
The Top 10 Powerful Tools for Growing Sales Through Creating Connection
Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today.
Boost Buyer Confidence By Assuming The Sale
I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money.
12 Sure-Fire Steps To Improve Your Retail Sales
The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. Because in today's competitive retail world... getting results is what counts.
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RELATED ARTICLES
Sales: The Secrets Of Super Salesmanship Exposed
Most people tremble when they hear the word "sales".
Need A Sales Boost ? Try These!
The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more.
3 Steps to Immediately Improve Sales
Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions.
Increase Your Sales in 5 Minutes
Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business.
What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking.
Is the Sales Funnel Dead?
Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service?
Make Your Referrals Count
Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.
Survival On The Road! A Resource For The On The Road Sales Professional
It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car.
Get Tough
You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job.
TheTop 10 Reasons Why Salespeople Get Outsold
In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen a lot of deals won and more than a few lost.
Get Leverage & Increase Your Sales Results Immediately!
Have you ever started something and not completed it? Or
maybe there's something that you know that you should do but
you just don't seem to get around to it? Or perhaps there's
something that you know would benefit from more attention /
more focus but you just don't give it the attention that it
deserves?
Three Ways To Get A Prospect To Say Yes To Your Offer
Here are three proven ways that will increase your sales:
The Multiplying Factor In Sales Success
Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client.
Simple Technique for Isolating Objections
To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost
2. Financing
3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today."
My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY.
Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close."
The Dos and Donts of an Elevator Pitch
The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer?
Attitude Insurance
Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.
Pressure Washer Business; Cleaning Composite Decks
There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer.
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.
Success Secrets Of A Famous Vacuum Salesperson
I have to admit, I have an 'addiction'.
How A Dancing Horse Can Increase Your Sales
"Yeah right!" I thought to myself as I started to
turn off the TV after hearing that the show was
about a dancing horse.
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