 Category :: Sales Training Articles |
Author :: Tom Richard  |
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| Article Title :: Customers Do Not Know How To Ask Good Questions – That Is Your Job |
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| 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.Customers do not know what questions to ask. So instead they ask a
question that they are comfortable with hoping that you will find out what
they truly want. By getting to the heart of the matter and finding out (read full article) |
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| Category :: Sales Training Articles |
Author :: Leanne Hoagland-Smith |
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| Article Title :: Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results? |
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| 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.Extensive research conducted by the American Society for Testing and Development (ASTD) discovered direct training expenditures were 2% of payroll costs with another 10% of more in indirect costs. With all of this interest and dollars being invested in training and development for improved sale (read full article) |
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| Category :: Sales Training Articles |
Author :: Neil Greenberg |
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| Article Title :: Do You Know the Emotion Behind the Objection? |
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| 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.1. Does the buyer feel neglected?
This is a prime danger of taking regular customers for granted. You could well walk in expecting a sure-thing order only to find that your customer isn't sure he or she wants to deal with you anymore. Why not?The buyer may feel that the amount of steady business that his or her company has (read full article) |
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| Category :: Sales Training Articles |
Author :: Thomas J. Baskind |
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| Article Title :: 11 Secrets to Leadership in Sales |
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| In his classic book, “Think and Grow Rich”, Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.To paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them d (read full article) |
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| Category :: Sales Training Articles |
Author :: Thomas J. Baskind |
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| Article Title :: The Road to Pendingville is Paved with Good Intentions |
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| 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:- Your prospect repeats a question that has been answered fully.
- Your prospect asks for a sample
- Your prospect makes “positive noises.”
- Your prospect makes “any comment or question about price”
- Your prospect asks for references.
- (read full article) |
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| Category :: Sales Training Articles |
Author :: Thomas J. Baskind |
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| Article Title :: Finding the Need is Only Part of the Sale |
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| Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right?Well, the problem with that approach is that it only addresses part of the pie. Think about it. What do you do when YOU need something? Let’s say you need to buy a new computer; do you sit around and wait, hoping that a computer salesperson is going to call you? NO, of course not; you go out and you fulfill your need.So, as a salesperson, if people really NEED your product or service they will pick up the pho (read full article) |
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| Category :: Sales Training Articles |
Author :: Eric Johnson |
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| Article Title :: Customers For Life |
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| 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:How can I create customers for life?Two main objectives in the “customers for life” program are getting repeat business and referrals from your clients. Amazingly, few people diligently pursue these objectives. Many studies have demonstrated that the cost to obtain a new client greatly exceeds the cost to obtain repeat business or referrals from existing client (read full article) |
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| Category :: Sales Training Articles |
Author :: Neil Greenberg |
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| Article Title :: Nine Common Mistakes Salespeople Make |
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| 1. They talk instead of LISTEN.
Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over".2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell (read full article) |
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| Category :: Sales Training Articles |
Author :: Cathy Goodwin |
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| Article Title :: Customers Want You to Ask for the Money |
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| Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes."Can we just talk for awhile?" she asked."No," I said firmly, amazing myself. "If you want me to work on your resume, there will be a charge. You can decide not to hire me. But we can't just sit and talk."I remembered this incident several years later, when I greeted a neighbor in our local coffee shop."I've got a friend visiting," she said. "He's thinking of starting a business and he wants to talk to you. You do business coaching, don't you? We'll see you t (read full article) |
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| Category :: Sales Training Articles |
Author :: Neil Greenberg |
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| Article Title :: Failed Salespeople Share Similar Traits |
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| We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path.Here are some recurring characteristics and traits of salespeople who thought they could hit a home run in a sales career, but who struck out in their attempts. Many of those people had a bat on their shoulders, but failed to swing at the ball as it passed them by. Hopeful (read full article) |
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