 Category :: Sales Training Articles |
Author :: Alan Fairweather  |
| |
| Article Title :: Customers - Always be Focused on Them |
| |
| I was looking at some promotional literature and web sites
the other day and it was interesting to note the number of
times the words - "We" and "Our" was used in this material.Lots of statements such as: "We are a leading supplier of__"
"Our products do__" "We research__" "We have 50 years
experience__" Very rarely did I read anything that stated
what these businesses did for the customer. They were all
features rich and benefits poor.It's not enough to tell the world how clever you are and
expect them to work out how they might be able to use your
product or service. You've got to tell potential customers
how your products or your skills and expertise bring
benefits to the (read full article) |
| |
 |  |
| |
| Category :: Sales Training Articles |
Author :: Leanne Hoagland-Smith |
| |
| Article Title :: It's All in the Questions |
| |
| Contrary to many of the books on how to be an effective salesperson, selling in today’s market place is just the same as yesterday’s. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale.So what separates successful sales personnel from not so successful? The answer to this question lies in the ability to ask questions that help the potential buyers better understand their needs while demonstrating the value you bring by asking good questions. Remember, being a good salesperson begins by focusing on the needs of the prospect and not your needs.Good questions don’t need to be har (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Tresaca Hamilton |
| |
| Article Title :: How A Dancing Horse Can Increase Your Sales |
| |
| "Yeah right!" I thought to myself as I started to
turn off the TV after hearing that the show was
about a dancing horse.I couldn't imagine watching a documentary about a
dancing horse and its rocky road to success.
I was very skeptical but curious enough to see if this
horse could actually dance.
After all, the truth is sometimes stranger than
fiction -- and a real life dancing horse beats a fictional talking horse.I was amazed to see the elaborate venue set up for this horse.
The audience was dressed as if they were attending an Opera,
and the venue was beautifully decorated with an orchestra
playing on the stage.Then out comes Brentina, the dancing horse and m (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Alan Rigg |
| |
| Article Title :: Auto Sales - How to Build a Repeat Client Base in Automobile Sales |
| |
| Here is a question I recently received from a young automobile salesperson:"I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is hard for me because I am very young. The rest of the sales guys are at least 40 with many years of experience. I would like to ask you for some personal tips so I can surpass these guys. I don't have a repeat client base quite yet, but I'm working up to it. I would appreciate if you wrote me back."Here is the answer that I provided to this young go-getter:You can really set yourself apart if you focus on learning how to ask questions to det (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Tom Richard |
| |
| Article Title :: It Is Not The Price That Is Keeping You From Making The Sale |
| |
| Most salespeople are under the false belief that the lower the price, the
better chance they have at making the sale. Nothing is further from the
truth.The truth is, your customer will not buy at ANY price if you do not have
value established. When YOU truly believe in your product and YOU
truly believe that it is worth the price, then the customer will believe as
well and the price will become nothing more than a mere detail in the
transaction.There are a couple of mistakes you can avoid regarding the price of
your product and how you handle it.Price is not a differentiator; do not pretend that it is. Price is the least
defensible differentiator in busines (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Mical Johnson |
| |
| Article Title :: Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention |
| |
| I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen.Maintain eye contactThis is more than just starring at them to appear to be interested. It also helps you concentrate on what they have to say.Ask relevant questionsDon't assume that you understand where they are coming from. Be sure to ask a follow up question and rephrase or restate what they have said. This not only keeps you in the conversation but it also lets them know you truly understand what t (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Jim Capobianco |
| |
| Article Title :: How to Master the Art of Salesmanship |
| |
| I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams.Anybody can sell anything to anybody. The thing is, some things are harder to sell than others and require different kinds of presentations. Finally, you've got to realize that unless you make your "sales calls", you won't make any sales, and the more sales calls you (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Kirstin Carey |
| |
| Article Title :: How to Sell to the Devil's Advocate |
| |
| There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car.This commercial is a great example of how people THINK they are supposed to behave in sales situations or when negotiating a deal - especially men. Guys are more used to this type of adversarial behavior and don't take any of it personally. We (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Kirstin Carey |
| |
| Article Title :: Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch |
| |
| Why are some sales pitches more persuasive than others? Are
the salespeople just naturally more convincing, or do they
know secrets about creating a sales pitch that the rest of
us don’t?Well, in most cases, convincing salespeople use special
elements within their pitches to help increase their
persuasiveness. These elements are not heavily guarded
secrets, though they are not commonly discussed in general
conversation either.Two of the most overlooked and forgotten elements to an
effective sales pitch are:1. The Visualization Step
2. The Call-to-actionEach element is easy to create and incredibly persuasive if
done correctly.VISUALIZATION STEP - (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Jay Conners |
| |
| Article Title :: 3 Ways To Overcome Pricing Challenges |
| |
| How many times have you had a customer say to you; I’ve been shopping around and XYZ mortgage company can get me a better rate and won’t charge me any points.well . . .The lower rate might hold some truth to itbut lets face it . . .Nobody works for free!Here are three things you can do too win your customer over when faced with rate and pricing challenges.1. Sell YourselfWhen a customer is shopping around, the information they give you is usually false, because they are bluffing. You can’t blame them, they, like all of us, are looking for the best deal possible.With this in mind, tell them what you can offer them based on what (read full article) |
| |
| |
| |
| |
| Prev 1 2 3 4 5 6 7 8 9 10 11 12 13 14 [15] 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 Next |
Article Categories
