 Category :: Sales Training Articles |
Author :: Gavin Ingham  |
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| Article Title :: How To Win Business By Networking |
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| In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people’s networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals.Pareto’s Law states that 80% of your business will come from 20% of your clients. Chances are that these are the clients that yo (read full article) |
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| Category :: Sales Training Articles |
Author :: Kim Duke |
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| Article Title :: Quiz: What Kind of 'Sales Shoe' Are You? |
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| Have you ever wondered what type of saleswoman you are? It doesn’t matter if you run your own company or sell for someone else – it is extremely important to know what your style is. What does The Sales Diva mean here? Well – let me throw my high heel on my desk here and I will explain.Are You a “Shoe-In” With Your Customers?The most important aspect of selling is to understand and relate to your customer. And before you can do that – you have to know yourself. Contrary to popular belief – you don’t have to twist yourself into a pretzel to be a success in sales. You don’t have to copy anyone else. You just have to be YOU – with all your quirks an (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Boyer |
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| Article Title :: Increasing Your Sales FASTER -- Dealing with "I'll Think It Over." |
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| Do you frequently hear that from a prospect?“I’ll Think It Over.”What does this mean? It usually means that either
The prospect doesn’t know how to say No, or
There are real questions he doesn’t have the answers to that he will be looking for.
He might want to price shop.
Some clients are just procrastinators; they don’t make quick decisions, or will never make a decision.
and
Something was missed earlier in the sales process.So, could this have been avoided before it got this far? Possibly. The problem is that the longer the prospect delays, the less likely you'll close this deal. I see sales close ratios go up when my clients start (read full article) |
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| Category :: Sales Training Articles |
Author :: Julia O'Connor |
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| Article Title :: Training for Trade Shows - 5 FAQs |
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| Trade shows are so obvious. You go. You hand out
brochures. You come back to the office. It’s just a glitch in
your work week. Well, it’s much more than that. Your bottom
line can float on when you make - or lose - a sale at a trade
show.Trade show training. So, who needs it? Well, you do - if you
want to understand the process and do a better job. Is
training just for one person? It’s a start but it’s best that
everyone involved in a show understand the impact a show
can have.Through the years, I’ve been asked lots of questions about
training. These are the one that are asked most often - the
FAQs about why training is important.Q - We've been goi (read full article) |
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| Category :: Sales Training Articles |
Author :: Julia O'Connor |
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| Article Title :: 9 TIPS: Don't Sell Me - Persuade Me |
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| We all have something in our past we believe someone
“sold” us. It might have been a lemon yellow car, a skimpy
skirt or a purple tie. We bought it because -despite our gut
feeling - we thought we were doing the right thing. We
wanted to please the salesman - and we believed that
person knew more than we did. Until we got home.One of the two major complaints from trade show attendees
is about the booth staff that has a heavy sales pitch. You
know that pushy salesman stereotype.. (FYI - the second
complaint is staff that doesn't know its stuff - i.e. is not
knowledgeable about the company products and services..)Trade shows have the disadvantage of compressed tim (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Hudock |
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| Article Title :: Get Tough |
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| You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job.Being mentally and emotionally tough is less about what you say and do than it is about how you feel about what you say and do. For example, if your feelings about asking a prospect to make a decision keep you from asking, then you start a downward spiral to nowhere. First, you're uncomfortable (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Hudock |
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| Article Title :: Cutting Through Stalls and Objections |
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| It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:* It helps your credibility when the prospect sees that you're not afraid to bring up stalls and objections, even before you're asked. This promotes a feeling of trust.* You remain in control, not the prospect.* You can save time and get down to business faster and easier.Here's how you can handle stalls and objections up-front:"Art, sometimes when I talk to people about what we do--and it may not be the case here--sometimes they tell me one of (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Hudock |
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| Article Title :: Build Rapport by Mirroring |
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| Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?"How many times do you think that prospect has been asked that question? How often do you think the prospect hears a salesperson ask about the family portrait on the desk, last night's baseball game, etc.? The prospect anticipates these questions. Verbal skill is actually a very small part of the rapport quotient. Non-verbal communication goes a long way toward establishing rapport with your prospect.This may seem to suggest the need to learn to read body language. But it's not as simple as interpreting (guessing) what your prospect's body languag (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Hudock |
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| Article Title :: Why Salespeople Don't Take Risks |
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| Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson.So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can’t perform. He takes no risks. Not being able to use what he has learned simply makes him feel worse. He gets caught in a downward spiral of failure and rejection. He continues to find himself not doing what he’s supposed to do – for example, not leaving his home to make sales calls. Pressure, guilt, self-doubt, worry, and fear will eventually totally immobilize this salesperson.The Sa (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: Better Listening Skills = More Sales |
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| Today’s business environment is intrinsically tied together by
ongoing information exchanges between two people. This personal
communication is most often facilitated by the spoken word.
Understanding this information, as it flows within a dialogue
between two people is fundamental to improving one’s selling
effectiveness.One of the most significant business information exchanges is
between a company’s front line sales representatives and either
it’s existing or potential customers. Information processed
between these parties will have a significant affect on many
other employees within both party’s respective companies as
purchase commitments are made.Maximizing t (read full article) |
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