 Category :: Sales Training Articles |
Author :: Charlie Lang  |
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| Article Title :: Stop Selling! for the Million Dollar Contract |
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| During the introduction of the “Stop Selling!” philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the “Stop Selling!” approach is equally applicable to selling high-value solutions in business-to-business (B2B)
settings. As a matter of fact, this approach is practical for these situations as well.During my corporate career, I was involved in mostly technical solution sales with order values typically ranging from 20,000 to 4,000,000 U (read full article) |
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| Category :: Sales Training Articles |
Author :: Michael O'Reilly |
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| Article Title :: Secrets to Getting in Front of Your Best Prospects |
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| As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.In order to do that, there are three ‘secrets’ or keys to getting in front of your best prospects:• Define or identify who your best prospect is.• Be active. The primary reason sales people fail is lack of activity and/or focus.• Be persistant. Follow up with clients. Be there when they need you.Who, then, is your best or ideal prospect? The obvious answer is anyone who has a need, can write a check or make a decision. If you were (read full article) |
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| Category :: Sales Training Articles |
Author :: Eric Graham |
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| Article Title :: Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody! |
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| I know you've heard this a thousand times, but from the looks of things few businesses are following the advice…Far too many businesses (online or offline) define their target market as “anyone with a pulse and a wallet.” (Not always in that order.)You read their sales copy and it's the same old, walking on eggshells “corporate speak”, devoid of personality, writing to a group style, as everyone else in their industry.Sure. They're not going to eliminate any “potential buyers”… But there're not going to stand out from the crowd and get their message noticed either!You need to define your target customer as specifically as possible. You shoul (read full article) |
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| Category :: Sales Training Articles |
Author :: Heidi Caswell |
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| Article Title :: You Don't Love Your Kids if You Don't |
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| "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I’d buy his vacuum.Now it was a good vacuum cleaner, but I wasn't buying one that day, already said so before his demonstration. To make things worse, he had a young assistant with him, training him. The only reason I let them do the demonstration was the new kid said he needed a place to “practice”, didn’t matter that I wasn’t going to buy one, “let me give you a free carpet shampoo”.So I looked right back and told him exactly what I thought of his sales tact (read full article) |
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| Category :: Sales Training Articles |
Author :: Thom Singer |
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| Article Title :: Peak Performance |
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| One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity.He discovered all types of individuals can become peak performers, that they are made....not born. Regardless of industry, he uncovered these superheroes of the business world in every corner of the United States.Possessing key attributes, a peak performer will very likely:• Be motivated toward results by a personal mission
• Posses the twin capacities of self-managemen (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: 8 "Must Questions" to Ask in Every Sales Situation |
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| Solving people’s and organization’s problems is ultimately what
business is all about. Effective selling involves defining your
existing or potential customer’s problems. If properly “sold”,
a sales prospect will have his problems solved with your
company’s products or services. To be successful at selling,
you must systematically approach customers with a proven
repertoire of qualifying questions that allows you to clearly
understand your customer’s current business challenges.In order to most effectively solve your customer’s problems you
have to ask questions, the “right” questions and most
importantly, listen to the answers you get. The best source of
inform (read full article) |
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| Category :: Sales Training Articles |
Author :: Casey Coke |
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| Article Title :: Attitude Insurance |
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| Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.All agents have seen it one time or another. They are at a meeting, and in the hallway during one of those five minute breaks they notice a woman on the telephone. In fact, she’s on the phone on every break. Finally one agent says, "calling your husband, huh?" to which she quickly responds, "No! Setting appointments." She’s obviously protecting or insuring her ‘good attitude’. She’s making sure that the outside influence of a meeting will not affect her production goals or her ‘good attitude’.Or, w (read full article) |
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| Category :: Sales Training Articles |
Author :: Don Pooley |
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| Article Title :: How To Attract More Leads |
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| One northern Manitoba February, Bert, a new AA convert,
was driving me from Flin Flon to The Pas to work with
another agent. Bert's enthusiasm for AA bubbled throughout
the trip, and I learned many things that helped me improve
my life.One was that "You've got to give it away to keep it". To
Bert, at the time, this meant spread the AA philosophy.
To me, it meant the sharing of all ideas.It also applies to referrals. To get them, give them.You want referrals. And you know many others who also
want them. Have you given them any? If not, why should you
expect any from them?Consider your accountant, your CA. How does she acquire
new clients? Through referrals. (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Symcox |
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| Article Title :: Training Is A Complete Waste Of People's Time - Isn't It? |
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| Is formal and informal training important? After all we can all learn from other employees or from outside consultants we bring in can't we?Well, in my previous life as a consultant IT project director I
noticed people would often be too busy doing their own job to learn the skills of an outside consultant too.That's despite massive efforts made to train people.But unless skills are used regularly after training they fade
away.Learning from others in your own organisation can also be
fraught.Learning by "sitting next to Nellie" as it's known can work. But it means that any weak custom and practise procedures are copied.These weak pro (read full article) |
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| Category :: Sales Training Articles |
Author :: Maria Boomhower |
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| Article Title :: The Magic of Asking |
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| People say to me, Maria, I am creating brochures and I am meeting people. I am telling people about my business and I just don't seem to be getting anywhere. Do you have any suggestions?When I say to them, "have you asked them to buy your product or service?" I quite often get a blank stare back at me."Ask??" You mean I should ask.Yes, this is a very important part of doing business, and many
people have lost sales that they would have received if they had
only asked for the sale.This is called, the close.Some people have said, "But what if they say no?"
So what, the odds are in business that you will have more no's than yes's. You see, the mo (read full article) |
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