 Category :: Sales Training Articles |
Author :: Gloria Whitehorn  |
| |
| Article Title :: Business Appointment Success or Failure |
| |
| One of the quickest ways to loose a sale is to be late for an appointment. A businessperson’s character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you?So by all means, be on time for your appointment. Make sure to let the prospect know how much time you will need to make your sales presentation.If the prospect is on a tight schedule, it is doubtful they will give you their undivided attention. You both may (read full article) |
| |
 |  |
| |
| Category :: Sales Training Articles |
Author :: Gloria Whitehorn |
| |
| Article Title :: Curiosity and How It Effects Your Business Proposition |
| |
| The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.The approach includes everything that takes place from the time the salesman meets the prospect until the salesman begins their first selling talk, or until the salesman enters the second phase of selling, which is interest.At this point the prospect has not been told much about your proposition. This is your chance to (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Gloria Whitehorn |
| |
| Article Title :: The Business of Closing the Sale Without Killing It |
| |
| You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action.While you are giving your sales presentation pay strict attention to how your prospect responds to your sales talk. Of course, if the prospect is already at the second or third stage of the selling process, you should move on to the next stage.Always try to find out what the prospect wants most out of your goods. Some people will be interested in every aspect of your proposition. Som (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Gloria Whitehorn |
| |
| Article Title :: The Makings of a Salesman |
| |
| Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship?The answer, of course, is no. The central fact of salesmanship is rending a service to your customer. It has to do with convincing others to buy your goods as a benefit to them at a fair price. And they must be satisfied with their purchase.When looking for people to sell your goods, you will no doubt run into several (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Gloria Whitehorn |
| |
| Article Title :: Your Business Approach Can Make or Break a Business Deal |
| |
| Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect’s attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat.The mission of your opening statement is to get the attention of the prospect. Without the prospect’s attention, the selling process cannot be started. Nervousness may cause the salesperson to hurry their sales presentation, leaving out critical information.If a salesman is nervous it could be due to lack of conf (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Diana Liffick |
| |
| Article Title :: Really WINNING Over Customers |
| |
| Three qualities are needed to sell anything in life. They are:1. STRENGTH.2. EMOTION.3. CONFIDENCE.If you are in sales or taking customer cancellation calls, exercising these three qualities well can help you be more successful.Your strength will come from the knowledge of your product and the ability to get back up after a fall.Your emotion will come from your belief, real or feigned, that your product is the best product in its class, and your empathy for the reasons why customers would want to stop using your product and/or to go with a competitor.Your confidence will come from within; it is som (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Debbie Jenkins |
| |
| Article Title :: The Pipeline: Curious, Desperate, Inspired? |
| |
| You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email to leanpipeline@aweber.com with "Send Me The Pipeline - I'm Missing Out!" in the subject line!You know how it is, sometimes, even when everything else seems to fit, you'll pick up a prospect that really isn't suited to you. This has happened more than once to my business in the past and it can become a frustrating waste of time and money. So, today I'm going to share with you some secrets for spotting the trouble in (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Debbie Jenkins |
| |
| Article Title :: Don't Read This Issue: Why Saying No Can Make Your Sales Rate Soar! |
| |
| Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.I discovered the power of saying no when our business first got really busy. A potential client approached us to implement quite a large eCommerce project. We couldn't take it on and didn't want to get any bigger than we already were at the time, so humbly declined the business.What happened? They asked us if we'd be willing to reconsider if they were willing to pay more! That unexpected result left me with a dilemma (but a nice one). It seems that even when you say "No" to business you won't necessarily be able to turn it away.The problem is, most small businesses rarely sa (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Debbie Jenkins |
| |
| Article Title :: Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! |
| |
| Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain.Once you've persuaded someone to move away from something, it becomes much easier to provide them with something desirable to move towards.7 Tips For Using Pain To Build MotivationThis "pain" approach can add extra power to everything from sales letters, motivating self talk, sales meetings, pr (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Tom Richard |
| |
| Article Title :: Making Sales is Easy When You Learn How to Make Friends |
| |
| Friends buy from friends. Why? Because people trust that their friends
will go above and beyond the duties of a typical salesperson. They
know that their friends will give them friendly, honest help and provide
them with the product that is perfect for their needs. In return, these
people develop into loyal customers who are happy to support their
friend’s business with continued sales and referrals.So how do you take advantage of this wonderful sales cycle? You must
change the focus of the sales experience on making a friend rather than
making a sale. When you focus on making a friend at all costs, you will
find ways to serve your customers beyond the scope of 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
