 Category :: Sales Training Articles |
Author :: Jimmie Newell  |
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| Article Title :: Survival On The Road! A Resource For The 'On The Road' Sales Professional |
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| 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.The successful sales road trip begins long before the first appointment. Imagine if you have driven or flown all day, made all of your sales calls, and get to your hotel only to find you don't have a reservation, they don't have an ironing board in the room, they don't have a data port on the phone, they don't have high speed Internet...we could go on and on, but y (read full article) |
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| Category :: Sales Training Articles |
Author :: Nicki Weiss |
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| Article Title :: Busting Your Assumptions: Effective Probing Techniques for Sales Professionals |
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| Do you find yourself making these kinds of assumptions?- “I lost the sale because my price was too high.”- “I know exactly what my customer wants.”- “I can’t hold a member of my team accountable for the delays in our project because she won’t like me if I do.”- “I don’t delegate often enough because I know I can do the work better myself. “These assumptions may be correct. However, they also might only be partially right or they might be absolute bunk.The problem with assumptions is that we are certain they are true. We unquestioningly believe, for example, that if we ask a customer about their needs, we look stupid (should (read full article) |
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| Category :: Sales Training Articles |
Author :: Adam Urbanski |
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| Article Title :: Win More Sales With a 5-Step Sales Process |
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| 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”.If they are lucky to get to a face-to-face meeting, they “show-up and throw-up.” They spew all there is to know about their product or service and leave the meeting hoping for a favorable decision sometime in the near future.Their follow-up consists of a few phone-calls that go somewhat like this: “Hi, remember me? We met last week? Anyway, I just w (read full article) |
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| Category :: Sales Training Articles |
Author :: Tim Stokes |
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| Article Title :: Why Sales People Are Creating Their Own Objections |
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| 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.The secret is how NOW to get objections in sales!
Throw away your books on 'how to overcome objections in sales', you won't need them once you understand what I am about to reveal.Here's the simple exercise you must answer truthfully in order to learn the secret...Get a piece of paper if you want to make a huge difference to your sales, as you need to write down your answers. Go on! Get a piece now.Okay, lets begin.I want you to write down 5 answers to this ques (read full article) |
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| Category :: Sales Training Articles |
Author :: Rob Halvorsen |
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| Article Title :: Seven Critical Qualifying Questions |
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| 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.By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their productivity will improve, and you will acheive more sales in less time.Why Don't They Qalify?There are two reasons why even veteran sales pros lapse into working unqulaified accounts. The first is tactical. Salespeople, who typically have a highly political style, don't want (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake |
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| 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.If you received that salesperson's voice mail message, what would go through your mind? Do you think it might it be a question like, "What the heck is a Microsoft hosted Exchange solution?" Do you think the voice mail message would inspire you to call the salesperson back?Why did the salesperson's voice mail message fail to accomplish the desired end result? Because it focused on a solution ra (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: You're Hired... I Think |
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| 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.Last week I referred to the Runaway Bride in my newsletter and told Bernadette I was amazed at the responses I got from readers. "Why don't you write about The Apprentice," she asks. "You'll be amazed at all the selling insights you can cull from each e (read full article) |
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| Category :: Sales Training Articles |
Author :: Michele Schermerhorn |
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| Article Title :: More Customers! Less Work! |
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| Wouldn’t it be nice if there were an inexpensive method for creating more customers? There is!Many businesses spend a lot of money in an attempt to increase sales and generate a larger customer base. They use online advertising and print ads. Both these methods can be costly. Instead of spending money on expensive advertising campaigns, let’s look at these simple methods to increased sales.Use Articles Instead of AdsPeople tend to more readily believe what they read in published articles as opposed to advertising. They have learned that advertising has one purpose and that’s to sell them something. Instead of investing a lot of money in an advertising campaign, (read full article) |
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| Category :: Sales Training Articles |
Author :: Case Stevens |
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| Article Title :: How to Boost Your Sales Letter Conversion Rate |
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| 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.The famous Robert Collier must have been a real master of this technique. When I studied some of his letters,
I discovered the use of emotional triggers so subtle that you hardly notice them. What a wonderful way of
selling.Using emotion sales techniques brings results, as the example of Collier may show.Some people however, consider such methods, especially when emotion is used, as some sort of persuading "art".It isn't!On the contr (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Process - Maximize Your Sales by Minimizing "Windshield Time" |
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| 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).Sure, you could have cell phone conversations with prospects and customers, but you couldn't write notes while driving (unless you had a death wish), and you couldn't prepare proposals and fax them. Plus, there was nothing like slogging through traffic to attend a meeting, only to learn that the meeting had been cancelled at the last minute.Why did I spend so much time driving? The company I w (read full article) |
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