 Category :: Sales Training Articles |
Author :: David Steele  |
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| Article Title :: Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects |
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| A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.Most prospective clients, even if they are very interested in working with you, often need a way to build a relationship with you in bite-sized pieces to work up to engaging your services.Effective marketing will ALWAYS include a SPECIFIC, EASY, TARGETED, COMPELLING, and usually FREE, call to action.Everything you send out can and should include a call to action; e-mails (in the signature line), web site, flyers, business card, advertising, announcements, newsletters, even the outgoing greeting of your voicemail system.Three Types of Calls (read full article) |
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| Category :: Sales Training Articles |
Author :: Jan Verhoeff |
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| Article Title :: Acquired Expertise: Attitude and Confidence |
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| “I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested.” The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed.As the client agreed to the purchase, the clerk smiled, offered other services, recommended the service package with the product, and completed the sale, earnestly convincing the client she was meeting her need. At the check out, because the clerk had quoted regular pricing, discount pricing was available so (read full article) |
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| Category :: Sales Training Articles |
Author :: Julia O'Connor |
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| Article Title :: Are You Deaf? Dumb? Blind at Trade Shows? |
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| I'm constantly amazed how otherwise smart marketeers
become deaf, dumb and blind at a show. I remind clients -
You = Your Company - so when the company rep is
incompetent, it reflects on everything about the company.DEAF?Not really deaf, but not aware of the gist of the conversation.
Interaction at trade shows is quick, maybe with nods and
incomplete sentences. There's a tendency to let your ears
slide over important words.Often you, as the staff person, are so intent on making the
pitch that the words just tumble out, not giving the visitor an
opportunity to break in with questions or comments. This is
awful! The visitor feels trapped because you've committe (read full article) |
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| Category :: Sales Training Articles |
Author :: Julia O'Connor |
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| Article Title :: Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors |
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| Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking. Standing,
standing. Talking, talking. Walking, standing, talking - and
walking some more.We've become a comfortable people. We don’t walk miles
per day on hard surfaces. We don’t stand for hours in a
relatively confined space. And, we get grumpy when we’re
required to do so.Not only do we get grumpy inside, we show it on the
outside. Our shoulders droop. Our smiles become forced or
disappear. We begin to make snide little comments - “Boy,
this is a a long show.” Or “I feel like I’ve been here forever.”We perch on the edge of tables, put elbows on counters or
just sit (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Hudock |
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| Article Title :: Don't Get in the Way of Your Sale |
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| One of the issues that salespeople struggle with in the Budget Step is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have trouble talking about money. Because their product is too expensive for them, they assume it's too expensive for their prospects.A good rule of thumb to remember: Never look in your prospect's pocket.You're selling BMWs and the average price is $55,000. Besides the company car, which costs you nothing, you own a ten-year-old Chevy, worth a few hundred dollars. Your prospect has enough pain to move to the Budget Step, but you choke. Why? Because you think that spending (read full article) |
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| Category :: Sales Training Articles |
Author :: Daniel Sitter |
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| Article Title :: Sales 101: Learning about Price vs. Cost |
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| For as long as there have been documented records, there have been merchants, or as we are called in modern vernacular, salespeople. People want things. People need things. Considering that there will always be a public demand for something, there will always be a need for salespeople! It has been said that "Nothing happens until someone sells something." This is absolutely true. The sales function drives every other aspect of a modern company. Sales must come first, for without sales, there is no need for marketing, accounting, manufacturing, human resources, etc…Ask almost any average salesperson what his greatest problem or objection is and more than likely you will hear the w (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: A Sale in 30 Seconds? It's all in the Greeting |
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| It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival.Sound impossible? It’s easier than it seems.As a salesperson, you have 100% control over the experience that customers have in your store because it is your home turf. You have the advantage of knowing your store and products inside and out and using that knowledge to prepare yourself for your customer’s arrival.Establishing a comfortable and engaging environment for y (read full article) |
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| Category :: Sales Training Articles |
Author :: Dave Kemp |
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| Article Title :: Just Ask |
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| For the ‘big three’ automobile sales consultants, the ‘employee discount pricing’ has made it to easy to sell. It has been great for a change. But... don’t let this style of ‘short cut selling’ sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) (read full article) |
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| Category :: Sales Training Articles |
Author :: Allan Cowley |
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| Article Title :: Increase Profits from Your Existing Customers |
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| An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back.In order for that relationship to be cultivated properly, you will need to have some method of keeping in touch with your customers on a regular basis. For this to be possible you will require some personal information about them.How to get your customers details without making them feel pressured.We have all been in a shop where a pushy salesperson has fallen just short of demanding our name, address and telephone number. When (read full article) |
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| Category :: Sales Training Articles |
Author :: Steven Popkin |
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| Article Title :: 7 Steps to Selling Artwork |
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| Selling arwork is easy when you follow a road map. In
this article you learn the step by step guide to
marketing art for profits. Now onto the plan!1. Decide that you want to sell your artwork!Now, I know this sounds ridiculous on the surface but look at it a little deeper. Many artists love just creating art, they have no desire to sell what they make. Selling their work becomes unfortunately a necessary evil. Suffice to say...Supplies, tools, food and housing costs money. If you want to be a full time artist you either have to have money saved up, work another full time job or learn how to sell some of your work. Many artists look at this last alternative as something th (read full article) |
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