 Category :: Sales Training Articles |
Author :: Dave Kahle  |
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| Article Title :: The Five Most Common Mistakes Salespeople Make |
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| 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.Mistake Number One: Over concern with strategy instead of tacticsGather a group of salespeople together around a coffee maker and listen to the conversation. After the obligatory complaints about all types of things, the conversation inevitably drifts to questions of strategy. How do I accomplish this in that account? How do I get this account to this?In my seminars, I often hold a "clinic" where sale (read full article) |
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| Category :: Sales Training Articles |
Author :: Martin Wales |
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| Article Title :: Less is More: Quick Tips to Improve Your Sales |
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| I’ll be brief. If not – I’ll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let’s go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I’m sure. As a sales professional, you need to be sensitive to this. For your own good, have a clear, short and concise benefit statement. Don’t waste a prospect’s time or yours with lengthy (and boring) introductions. Observe people who go on and on at networking events when asked what they do or introducing themselves to the group. Is that you?Less resources to get more done.Your sal (read full article) |
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| Category :: Sales Training Articles |
Author :: Doug Smart |
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| Article Title :: 7 Phrases You Can't Say in Sales |
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| 7 Phrases You Can’t Say in Sales
(Because They Will Undermine Your Credibility
and Drop Your Closing Rate)
Copyright 2004 by Doug Smart
Years ago, George Carlin listed seven words you can’t say on television. Then HBO came along, said all the words, and the world of television changed forever. Now, I know that even before you read the seven no-no phrases in sales, you might be tempted to think, oh, whatever these are they will eventually become acceptable, too.
There are two big problems with this reasoning.
1. Television has been around for about sixty years so it is still a youngst (read full article) |
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| Category :: Sales Training Articles |
Author :: Margo Chevers |
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| Article Title :: 4 Reasons Why the Sale is Not Made |
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| When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company’s policies. “If you’d only offer better specials,” or blame the economy, “If only customers had the money,” or they blame their boss, “If only I got a better schedule,” or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling
techniques.There are four basic reasons why salespeople don’t make
a sale.The customer doesn’t want/need your product or service.
Therefore they lack the motivation to make the purchase.Many sales people ignore the fact they don’t want/need (read full article) |
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| Category :: Sales Training Articles |
Author :: Adam Urbanski |
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| Article Title :: Boost Your Sales With These Proven Responses |
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| When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn’t use my services.
I’ve since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me “why they can’t”.
Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it’s a sign of two thin (read full article) |
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| Category :: Sales Training Articles |
Author :: Paul Johnson |
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| Article Title :: The Top Five Traits of a Successful Salesperson |
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| If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality.
PRIDE stands for:• Proven
• Respectful
• Innovative
• Decisive
• EnthusiasticProven refers to the candidate’s track record. Have they delivered results? More importantly, who else says so besides them? As you know, resumes can be fact, or they can be fiction. How can you tell the difference?A person who has been s (read full article) |
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| Category :: Sales Training Articles |
Author :: Paul Johnson |
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| Article Title :: Your Sales Process Isn't |
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| A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed.Webster's tells us that a process is "a particular method of doing something, generally involving a number of steps or operations." By performing specific actions in a certain order on allowable inputs, we can produce a finished result that meets a predefined design specification. This works well in manufacturing, and in recurring activities that we find in other areas of our bu (read full article) |
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| Category :: Sales Training Articles |
Author :: Ken Hill |
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| Article Title :: 10 High Powered Ways To Magnify Your Sales |
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| 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product.
Your f~ree trial or sample chapters will show your visitors that you are confident in the quality of your product and lead to more sales for you by demonstrating how valuable your product is.
2. Add a bonus for purchasing your product.
Provide a unique bonus such as an ebook you've written, a consultation with you, access to your membership site, or a resource that is only available through you.
Add to your bonus's perceived value by placing an honest dollar amount to it, listing b (read full article) |
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| Category :: Sales Training Articles |
Author :: Stuart Ayling |
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| Article Title :: Sales Trap - We Love to Talk, But Need to Listen |
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| My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client.
So what do you think happens in most sales encounters? That's right… we tell 'em what we do.
Problem #1 - Clients don't really want to know what we do.Not to start with anyway. Usually they first want to know that they can trust us and that we comprehend their situation. They also want to understand 'how' we can help them. This is different to knowing exactly 'what' we do. To achieve this we need to look at what they want to achieve, and what (read full article) |
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| Category :: Sales Training Articles |
Author :: Sue And Chuck DeFiore |
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| Article Title :: Need A Sales Boost – Try These! |
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| 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.
Like everything else, selling by using the telephone has changed over the years. The hard sell approach doesn’t cut it today. With voice mail, answering machines, tele-zappers, and caller ID the old fashion way doesn’t work any longer.
If you are selling a high end product, trying to do it all on the firs (read full article) |
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