 Category :: Sales Training Articles |
Author :: Ed Smith  |
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| Article Title :: Quick Tips On Handling Rejection |
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| Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice.The secret to handling rejection is to keep coming back. You have to be in the game to win it and if you quit, it is over. Remember, success is generally located just beyond the spot you fell. First, find a way to avoid taking the rejection personally, so you can deal with the rejection objectively. While rejections most always seem personal, they rarely are.Next analyze why the rejection occurred. Then look for ways to either change the thing that was rejected or fi (read full article) |
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| Category :: Sales Training Articles |
Author :: Matt McWilliams |
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| Article Title :: Separating Yourself from the Crowd (Part One of Two) |
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| Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the "other" guy.So how do we as insurance agents take a stand and be able take back some of our customers? How do we improve our close ratio? How do we change our customers’ attitudes about price to the point that leaving you for (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Training - What's Your Goal - Exposure or Behavioral Change? |
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| When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested to accomplish behavioral change. Sitting in a class for a couple of hours or days is a good way to expose salespeople to new skills and techniques. However, new skills and techniques often feel strange and uncomfortable. Many salespeople worry that attempting to use the new skills and techniques with real, live prospects or customers will cost them sales and hard-won credibi (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: Objections Are Buying Signals… Usually! |
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| How well do you handle objections?The fact is, most people think they handle objections with ease. The
reality paints a different picture. I claim that you could have closed as
much as 25% of last year’s lost sales by simply understanding why the
customer is objecting. Oh…and by keeping your noisy trap closed for a
minute or two.“I really don’t understand why this upgrade costs extra when Acme
doesn’t charge for it.” Right off the bat you want try to get across to your
customer why that is not a valid objection. Often times you will go into a
puke session about why your product is better or why your company is
better than that of the competition. Wh (read full article) |
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| Category :: Sales Training Articles |
Author :: Kevin McLaren |
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| Article Title :: Sales Training - What Is a Disguised Implied Need? |
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| Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections?Some would argue, as salespeople, we have not handled all the possible objections upfront, in other words we have not demonstrated our value proposition fully. However, in the real world objections at the last minute happen to all of us regardless of what we think we have done to conclude the deal.What objection?It is what we see as an objection and how we manage that objection that will give us the edge in closing the deal. I have been asked many times about how to handle objections and my initial stock answer (read full article) |
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| Category :: Sales Training Articles |
Author :: Tibor Shanto |
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| Article Title :: Sales and the City |
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| It’s all about relationships!Here is how a popular TV show looks at it:In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in New York City?Here’s how your customers may be seeing things:In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in Sale (read full article) |
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| Category :: Sales Training Articles |
Author :: Gloria Whitehorn |
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| Article Title :: Getting People to Buy Without Selling |
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| In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I didn’t sell anything, I didn’t get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine.I was desperate to make a sale and I’m sure my desperation showed in my rehearsed sales presentation. I told my potential prospects all about the features of the item, but I didn’t tell them how the product could benefit them specifically. Needless to say, by using these sales tactics, I didn’t sell one set of encyclopedias.Your potential prospect is only interested in what the product, or service can do for them. Sure they (read full article) |
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| Category :: Sales Training Articles |
Author :: Bill Lee |
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| Article Title :: Getting Past the Gate Guard |
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| Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today’s electronic world, voice mail systems have frequently replaced the human gate guard.In surveys we have conducted, we have found that salespeople’s inability to get busy prospects to return their calls ranks just behind “not enough time in the day” among the frustrations salespeople face.Biggest mistake: Leaving either a voice mail recording or a message with a secretary that contains nothing more than a number for the prospect to call. After all, if prospects believed that it was in their best interest to return your (read full article) |
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| Category :: Sales Training Articles |
Author :: Janice Copeland |
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| Article Title :: Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! |
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| 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients are what is to be watched, monitored and known inside and out. Ask them questions about your service quality and listen by responding to their answers. They will continue to be your loyal client when they know you hear them and care.2- IT'S ALL ABOUT ATTITUDE! Love your work and show your passion for what you do! Take the lead of Tony Robbins, Zig Ziglar and many others. Excitement sells! If you aren't thrilled with your product/service offering, why would anyone else be? Share your excitement!3- GOAL SETTING KNOW-HOW IS KEY TO YOUR SUCCESS! Revenue targets should be identified regularly with daily/wee (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: Smart Discounting: The Right Way To Discount Your Products |
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| If a store had a great discount in the middle of the woods and nobody
was around to hear about it, would it make a difference?There are two types of discounting. There are arbitrary discounts; these
are the type you just make up because you are trying to close a sale or
for some other stupid reason. Arbitrary discounts are not only
ineffective, but they can often backfire on you and make you look like a
salesman. Then there are legitimate discounts that are in place to move
a certain product or for some other acceptable reason.These legitimate discounts work great if you can promote them and use
them to bring more customers into your store. Discounts will only eat (read full article) |
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