 Category :: Sales Training Articles |
Author :: Tom Richard  |
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| Article Title :: Prospecting: Not A Wild Goose Chase... It's A HUNT |
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| Prospecting for future customers can be fun if you approach it the right
way. It is not a wild goose chase; it is a wild goose HUNT.Cold prospecting requires you to start from nothing and end up with the
name and contact information of the person who can say “yes” to you. If
you are in a situation where you have to use cold prospecting as a way
to generate sales, you should go in fully prepared. Your goose hunting
gear includes both research and creativity.In order to sell your product to a business, you must first find out who the
real decision maker is. This is the fun part.You should start your research on the internet. It is amazing how much
you ca (read full article) |
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| Category :: Sales Training Articles |
Author :: Michelle Shelton |
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| Article Title :: How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? |
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| In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese!
When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on leadership.Leadership can be applied to our families, friends, business associates, co-workers and relatives. True leaders are not born, as we are often taught. True leaders are developed. True leaders find out (read full article) |
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| Category :: Sales Training Articles |
Author :: Andrew E. Schwartz |
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| Article Title :: The Road to Achieving Training Success: What Holds the Key? |
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| As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to increase the possibility and probability of success.How can you achieve this you ask? An important thing to remember is that no matter how he appears or what he says, your safest assumption always will be that the trainee is subjective. They will interpret you, what you are trying to communicate, and most of the things that occur in the interchange primarily in terms of their own experience, language, understanding, (read full article) |
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| Category :: Sales Training Articles |
Author :: Andrew E. Schwartz |
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| Article Title :: Anticipating the Audience's Reaction |
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| Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true.Most people are likely to become quite active in their reactions and responses, for psychologically, they are ego-defensive as well as subjective. Either consciously or unconsciously, they will actively try to counteract anything that they find aggravating or threatening. For example, if you seem superior to them in (read full article) |
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| Category :: Sales Training Articles |
Author :: Doug Emerson |
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| Article Title :: Shout At Your Customers - They're Hard of Hearing! |
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| Some people say we live in the Information Age.I call it the Distraction Age.My new hometown is Distractionville. Everything and everybody shouts, "Hey, look at me!": E-mail, Internet, TV, telephone, newspaper, radio, family and friends. The Distraction Faction is as bright as the midday sun and louder than a freight train in Distractionville.I have had conversations lately with many small business owners about promoting their businesses for more sales. Traditional methods of advertising are more expensive than ever for the results they offer. Newspapers, magazines, radio,TV and Yellow Pages worked well in the past but due to the increasingly shortened attention spans (read full article) |
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| Category :: Sales Training Articles |
Author :: Ryan Joseph |
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| Article Title :: Sales and Closing Techniques |
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| One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision. Selling and marketing, as you may have guessed by now, are actually 2 seperate things completely.Most people don't realize that closing is essentially a process rather than o (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: Seven Keys To Closing More Sales During The Second Half Of 2006 |
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| It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.1. Develop a system for everything. There's a fundamental reason why companies like McDonalds, Disney, and FedEx do so well. They havesystems for getting things done. You can too. Think about systematizing all repetitive tasks. Quit reinventing the wheel everyday and you'll close more sales.2. Schedule your priorities instead of prioritizing your schedule. Read that line again and let it soak in. Keep two lists. One is thlong view and the other is the short view. The short view (read full article) |
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| Category :: Sales Training Articles |
Author :: Jay Conners |
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| Article Title :: Mortgage Leads Are Like a Box of Chocolates |
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| Mortgage leads are like a box of chocolates, you never know what you’re going to get. That is why it is so important to do your research before you invest.When shopping around for a lead company, you want to ask yourself six easy questions about the leads you are going to invest in.WHO, WHAT, WHERE, WHEN, HOW, and WHY.Who is the person trying to obtain the mortgage? Are they serious about their purchase, or are they looking to buy six to eight months down the road once their lease is up, and they save some money?Look for lead companies that weed out these types of leads, and will send you only potential customers looking to purchase within thirty to forty-fiv (read full article) |
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| Category :: Sales Training Articles |
Author :: Bob Garner |
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| Article Title :: As They Approcah the Finish Line... The Winner Is? |
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| Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over.On this large chart was a picture of a race track and a bunch of horses. In place of the horses heads were pictures of the sales reps faces. Each horse was at different points on the track. The Director of Sales then talked about the race that all the sales reps are in to hit a specific goal and where each one was standing in the race - and who (read full article) |
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| Category :: Sales Training Articles |
Author :: Hesh Reinfeld |
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| Article Title :: Method to the Madness of Training Seminars |
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| I arrive with about 350 other guys. We smile at each other but really don’t talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar.The trainer/speaker/guru promenades into the room and starts glad-handing everyone. He is dressed in a $1,200 suit with a sequined T-shirt underneath.He lets us know right away that he just never wears a tie. (Suddenly all of us are loosening our ties, slipping them off, and stuffing them into our briefcases.)“OK fellows, get up!” he tells us. “Put down your pens and pads; you won’t need them today. I am going to make you a successful sales rep by changing how you think, not how you wr (read full article) |
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