 Category :: Sales Training Articles |
Author :: Tom Richard  |
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| Article Title :: Sales Discipline: Five Steps To Recover From A Lost Sale |
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| Ever lost a sale? Of course you have, we all have. The difference
between the average salesperson and the great salesperson is how
quickly you recover from the lost sale. When you lose a sale that you
thought you should have won, it is often tempting to take it personally
and to become negative. If you give in and allow the lost sale to affect
your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales.There are five steps to recover from a lost sale and to rebuild your
positive attitude so that you can quickly bounce back and start making
new sales.Step One: Turn To Your Personal Foundati (read full article) |
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| Category :: Sales Training Articles |
Author :: Lisa Packer |
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| Article Title :: Emotions That Sell, Part 2 |
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| In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings:Nostalgia: Remember how wonderful things were back in the "good old days?" Whether those days were really "good" or not, we have a deep-rooted connection to our past. The smallest things -- an aroma, a song -- can bring back memories so powerful, it's as if the moment just happened.People will spend all kinds of money to stay connected to good memories. Is there some way your product or service can make that con (read full article) |
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| Category :: Sales Training Articles |
Author :: Sean D'Souza |
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| Article Title :: The Choice between Yes and Yes: A Psychological Revelation |
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| Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place.You laugh at the story, don't you?The method used to get Kara into bed seems a bit like trickery. And who am I to say that it's not? Yet I want you to pay
attention to one thing. Kara was glad to be given a choice between yes and yes.Your clients are not much differentClients come to (read full article) |
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| Category :: Sales Training Articles |
Author :: David Frey |
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| Article Title :: Follow-Up Marketing: How to Win More Sales with Less Effort |
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| A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you’re a small business owner and you’re only doing one or two follow-ups imagine all the business you’re losing.Not following up with your prospects and customers is the same as filling up your bathtub without first putting the stopper in the drain!But don’t be disheartened if you’re among the 90% of business owners I talk to that don’t do any follow up. The good news is you have ample room for profitable improvement.Consistent follow-up creates a predictable and profitable stream of prospects and customers that buy. Small businesse (read full article) |
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| Category :: Sales Training Articles |
Author :: Daniel Sitter |
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| Article Title :: Sales 101: Asking for the Order |
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| “Ask, and you shall receive”, a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business.Is this advice just for persons who make their living offering products and services to others for a commission? Yes, of course, but it is actually for all of us. After all, everybody sells! Surprised? Everybody does sell, although many people may not realize it at the time or think of themselves as salespeople. We sell ourselves and our ideas everyday.In the job interview setting, we (read full article) |
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| Category :: Sales Training Articles |
Author :: Habiba Abubakar |
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| Article Title :: Three Ways To Get A Prospect To Say 'Yes' To Your Offer |
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| Here are three proven ways that will increase your sales:1. Implement A Risk-Reversal StrategyBefore a prospect becomes a client, they want to be 100% sure that your product or service will work for them. They want to know that you will deliver on your promises. The prospect has never used your products and services before, so they may be a bit apprehensive. This is because they’re taking a risk (whether financial or emotional) to try your product or service.You’ll multiply your sales by reversing that risk. How do you do this? By implementing a risk-reversal strategy. This is as simple as having an uncommon money-back guarantee. It’s a way of "putting yo (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: Focus On The Customer: The Only Secret To Closing |
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| People are always looking for ways to close the sale. Often times when
you lose a sale, it has nothing to do with your ability to close. The only
secret to closing more sales is by focusing more on your customer.Focus on the customer goes far beyond the words coming out of your
mouth. Your focus directly affects your body language, your tone, and
your message. These are three of the key factors that customers use to
determine if they like you and if your product can solve their problem.Focusing on your customer means that you are actively listening and
that you personally care about the customer. These things cannot be
faked. You must truly want to listen and yo (read full article) |
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| Category :: Sales Training Articles |
Author :: Jason Katzenback |
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| Article Title :: Successful Selling in 21 Steps |
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| 1. Dependability was chosen as the most important.2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.3. Knowledge of product is one of the three fundamentals of success in the field of selling.4. Self-management. Perhaps no vocation gives a man a greater degree of latitude. He must be a good "boss" for himself and exact a high degree of self-discipline.5. Work organization is efficiency in self-management. Much of a salesman's time is wasted by the prospect. He must guard the balance jealously and make every minute count.6. Sincerity exclud (read full article) |
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| Category :: Sales Training Articles |
Author :: Neil Greenberg |
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| Article Title :: Increase Your Selling Confidence |
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| 1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.2. Ask specific questions. Find out exactly what the prospect needs and wants from your company's product. If you get the details early, than you can avoid possible misunderstandings and delays later on.3. Dress appropriately. Your first impression is extremely important, so always dress in a professional manner. A well dressed salesperson with good posture radiates professionalism and honesty. Since certain parts of the country are more relaxed in their st (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Fairweather |
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| Article Title :: Selling Yourself - It's Not About You |
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| I recently found myself suffering from a lousy cold; all the
coughing, snuffling and sneezing symptoms which send other
people running for cover.I also found myself apologising to people I'd come into
contact with - "You must excuse me, I'm suffering from the
cold" would be my obvious statement.However, instead of any sympathy all I heard was - "Oh, I've
got it too and my whole family's had it and it's a whole
lot worse than yours!" Okay, so they didn't exactly say the
last bit but that seemed to be the underlying message.This response isn't the best for people who want to be good
at "selling themselves." To be a first class salesperson or
a successful manager or ju (read full article) |
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