 Category :: Sales Training Articles |
Author :: Mike Palman  |
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| Article Title :: Order Takers vs. Sales Professionals |
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| As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order – but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold.Befo (read full article) |
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| Category :: Sales Training Articles |
Author :: Don Price |
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| Article Title :: Unlocking the Myth of Hypnotic Communication |
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| Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts. Here we are, in modern times, where we have set foot on the moon, (ops – better watch my words – there are people who still think the earth is flat) broke the sound barrier, communicate wireless with the most modern technology and still people see hypnosis has a hoax. Even the well educated are not off the hook from such lack of knowledge and ignorant responses.Altered states and trance experiences have been around lon (read full article) |
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| Category :: Sales Training Articles |
Author :: Tim Stokes |
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| Article Title :: How to Build Rapport in 7 Seconds! |
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| I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale.I knew I had to change my approach. Meanwhile I realised there were two sales I had to make, first myself, so that my customer "believed" what I might have to say or recommend, then the second sale was the actual service I was providing.By this understanding I started to work on building rapport. The system I created was so effective I was stunned. Customers would buy virtually anything and everything I recommended. I knew my system worked!I then proceeded to teach o (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: How Pareto’s Principle Impacts Your Sales Success |
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| Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto’s principle impacts your selling process in three key areas:· Hiring The Right Sales People,
· Training Sales Team Members, and
· Coaching The Team To Higher Performance LevelsAlmost all of the candidates that apply for sales positions today fall into the 80 percent g (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: The Multiplying Factor In Sales Success |
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| 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 sa (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: Being Politically Correct When Selling Can Cost You Sales |
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| In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be “politically correct,” polite or to look professional, you must ask permission if you want to probe for information.Don't believe it!DON'T DO IT!If you believe you must ask permission to ask questions, you dramatically reduce your ability to access the information needed to consistently close your sales, becau (read full article) |
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| Category :: Sales Training Articles |
Author :: Lance Winslow |
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| Article Title :: Direct Sales and the Use of Clipboards |
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| Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company p (read full article) |
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| Category :: Sales Training Articles |
Author :: Tim Stokes |
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| Article Title :: Why ALL Sales Decisions Are Based On Emotion - Here's The Proof! |
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| Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine?From my research your answer will almost certainly be yes, at some time. So let me ask you why did you stand there reading the magazine instead of just saying to yourself, 'I've read this magazine before, I think I'll buy it?'The answer is, because you wanted to know you would get value for your money. You wanted to know more about what content might benefit or interest you in your life. And you really wanted to know if the magazine was worth your $5 or so!After all $5 is $5. You don't want to risk throwing it away (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Training - How to Maximize Sales by Changing Your Sales Training Focus |
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| Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.Think about it – if every one of your company’s salespeople sold every product and service in their portfolio to every business unit, department, and division of every account, what kind of number would they produce? Something huge, right?From a sales management perspective, few things are more frustrating than having a bunch of “one trick ponies” on a sales team. These are salespeople that have developed a comfort level with one product or service, and that product (read full article) |
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| Category :: Sales Training Articles |
Author :: Keith Longmire |
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| Article Title :: Cross-selling for Increased Sales, Profits, and Customer Satisfaction |
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| Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes…
You buy a computer, the sales person offers you a printer, scanner, software… When done well cross-selling will dramatically improve your sales, profits and customer satisfaction. Done poorly it will drive customers away in their droves.The first time I told my wife about this concept she was scathing – “all those *£$% sales people trying to sell you something you don’t w (read full article) |
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