 Category :: Sales Training Articles |
Author :: Rich Harshaw  |
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| Article Title :: The Introduction - It's An Issue Of Confidence |
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| There are two factors at work in a prospect's subconscious mind when he's considering doing business with you: confidence and risk. Your job in advertising is to raise confidence and lower risk. If you successfully do that, you'll sew up all the business. So let's talk first about confidence. The problem is that in today's marketplace, people are more jaded, skeptical, and weary. Weary of getting ripped off. Jaded from bad service. Skeptical of offers that sound too good to be true. In short, people are generally in a defensive buying position. As a result, the tendency is to either do nothing (remember your third kind of competitor, the dreaded inertia?) or to stick with their current su (read full article) |
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| Category :: Sales Training Articles |
Author :: Teri Samuels |
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| Article Title :: Qualifying vs closing |
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| The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I (read full article) |
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| Category :: Sales Training Articles |
Author :: Frank Rumbauskas |
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| Article Title :: How To Stop Chasing Prospects Forever! |
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| Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.I once heard Donald Trump say, "In selling, you must never appear desperate. As
soon as you look desperate, it's over."A friend and I were talking about the dynamics of a cold call the other day. When
we make that call, we usually hope and expect that the prospect will be receptive to
hearing what we have to say. However, salespeople face increasing resistance to
cold calling, as well as increasing flakiness on the part of prospects who do meet
with them (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Boyer |
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| Article Title :: Catapult Your Business—How to Get Customers to Chase You Instead of the Other Way Around |
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| I was thinking about the statement:The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business. If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office.The reasons I get from clientsThey don’t want to reinvent the wheel.
They want to learn from those that have done it because it will save time and money.Can we then assume that they are all wrong? Yes! At least 80% of them!Finding How to Be (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: Unleash Your Inner Sales Superstar & Win More Business Right Now! |
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| It’s a rainy afternoon on a typical mid week afternoon and the telesales team isn’t firing on all cylinders. Cedric really isn’t pulling his weight at all. He’s been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn’t performing and decides to run a coaching session with him to try and sort things out. So far so good.John and Cedric sit down and start to chat. John has read a few books on management and he kn (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: 5 Small Steps To Ultimate Sales Success |
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| “Selling worth doing is worth doing badly … at first!”
~ Gavin Ingham, 2002Have you ever wanted to learn something new but just found it too difficult? Or started something but gave up because you just couldn’t get the hang of it? Or maybe you just find the thought of ringing new clients far too scary? Perhaps you sometimes get great results but don’t know what you’re doing differently? Could you be stuck in your ways?If any of these could possibly be true then this article is for you.Everyone would agree that the ability to learn, understand and utilise new information, strategies and behaviours is important particularly with a topic such as sales (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: Get Leverage & Increase Your Sales Results Immediately! |
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| Have you ever started something and not completed it? Or
maybe there’s something that you know that you should do but
you just don’t seem to get around to it? Or perhaps there’s
something that you know would benefit from more attention /
more focus but you just don’t give it the attention that it
deserves?For a lot of business people this sums up the selling experience!Most people that I speak to who are involved in sales freely
admit that they don’t focus on new business enough or that they
frequently put off new business generation to do
something else instead. This seems surprising when every
business person knows that new business generation is essential
to h (read full article) |
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| Category :: Sales Training Articles |
Author :: Jenaé Rubin |
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| Article Title :: The First Step to Stress-Free Selling (TM) |
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| Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don’t believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them by doing homework before m contact. You will make sales more often contacting businesses inclined to advertise with you.ProspectingIdentify the businesses most likely to advertise with you. Then prioritize them. Call your best prospects before your least likely prospects. As adverse as this sounds, many ad reps call businesses who don’t believe in advertising or are n (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: The Art And Science of Closing - How To Close More Sales Right Now |
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| One of the questions I often get asked as a sales coach by sales people and business owners alike is, “How do I close sales better? What closing techniques would you recommend?”In my experience, closing is one of the three most feared areas of the sales process. The other two are fear of canvassing and fear of objections. But the real question is, what is it about these three that creates such a fear? Especially, when even some of the most successful sales professionals face challenges in one or more of these three areas. The answer is simple – fear of rejection. Humans are social animals and the fear of rejection is one of the primary human drivers so it takes a differ (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! |
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| One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe.Now I guess that not many of my readers will not have heard of logical levels; logical levels hails from neuro-linguistic programming (nlp) and has been championed by a chap called (read full article) |
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