 Category :: Sales Training Articles |
Author :: Mark Dembo  |
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| Article Title :: The Keys to Buying Motivation: Unlock the Door to Sales Success |
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| One of the key things that we teach salespeople is that your job in sales is to understand what it is that people do, and then to help them do it better. For only by understanding what people do; how they do it, why they do it that way, when they do it, and who they do it with, can you be in a position to really help them and show them what will make sense to them. Notice that the emphasis here is on the prospect: what makes sense to THEM. It’s not about what makes sense to you, or what you would like to sell them. Notice also that we’re not talking about asking prospects about their “needs,” “problems,” or “pain.”As D.E.I. Management Group President and auth (read full article) |
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| Category :: Sales Training Articles |
Author :: Philip Ashforth |
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| Article Title :: Overcoming Objections Towards More Sales! |
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| In this article, we are focusing on how to overcome objections from prospects and we will be sharing some great ideas on how you can make far more sales to really maximise the new business appointments you go on.One reason many businesses don't capitalise on all their opportunities, is when it comes to handling the objections and stalls from sales prospects. You probably know the ones, "let me think about it," "our budget is spent," "I need to get some other quotes in." "get back to me in 3 weeks." there are many more.Part of the skill in dealing with objections and stalls is to get to know the prospect's REAL reason for objecting or stalling, the real reason is usually fair (read full article) |
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| Category :: Sales Training Articles |
Author :: Gavin Ingham |
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| Article Title :: How To Sell More By Avoiding The Top 10 Excuses Used by Sales Losers! |
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| As you might expect I spend a lot of time working with sales professionals helping them to breakthrough their personal barriers. In doing so it always amazes me that the same “reasons” for under-performance arise again and again. Salespeople look me in the eye and voice these “reasons” as if they’re real and as if I’ve not heard them before!In this article I am going to share with you the top 10 excuses used by sales losers so that you can audit the “reasons” that you use when you’re not getting the results that you would like. In my experience nearly all salespeople use some or all of these excuses at some point in their sales career. Auditing your usage of them (read full article) |
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| Category :: Sales Training Articles |
Author :: Valerian Dinca |
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| Article Title :: ReInvent Your Product |
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| Sales, that unique experience that comes and go!When we have it, we think it will last forever, when we don’t, we worry that it will never come. It is not only an experience, it is a way of living in a permanent challenge with competition, with customers and with ourselves.
You have been successful selling your product for a while. You have grown, you have achieved your goals and you have the will to continue to grow and achieve! You cannot wait just doing nothing the time when you will have no demands because your product is an old one.
You must find something new to keep your market warm or if you don't have one, is the time to Reinvent Your Product!
(read full article) |
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| Category :: Sales Training Articles |
Author :: Rohaizad Jumat |
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| Article Title :: Sell The Wife! |
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| How to close a deal?Are you involved in the marketing/sales industry?How much deal that you already close?Do you know that there is a few tips that we almost forgot to use?I will share with you on this problem.As a start, I want to ask you... do you know that the first time you show yourself to the customer, definitely you are a bad guy for them? Trust me, this happened to anyone for the salesperson even they have a good looking or good personality. So, don't wait too long to solve this. Now, let me tell you the way to change that "bad" assumption ... allright?First,Create the COMMON BOND as quick as you can. Make them as your "friend" or y (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: Do Not Make These Top 10 Selling Mistakes! |
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| Achievement of selling “excellence” is most often earned rather
than learned. Outstanding professionals continuously seek to
hone their skills from mistakes made and lessons learned in
pursuit of success. Professional sales people in search of
extraordinary selling competence are no exception.There has been an ongoing philosophical argument among sales
professionals whether extraordinary sales people are “born or
made”. Most think born, because few people can maintain
consistent sales generation performance within the same span
of time needed to achieve financial and motivational
stability.Since most sales people’s compensation is based on actual sales
orders obtai (read full article) |
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| Category :: Sales Training Articles |
Author :: Jenaé Rubin |
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| Article Title :: Step Two - Getting In |
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| When we try to shortcut the sales process, we make sales harder and stressful. Short cuts are long cuts and make many sales impossible. To bring in more and larger schedules, make sales happen faster and dissolve objections, follow the sales process. The first step is Getting Ready, creating a foundation. The second step is Getting In. If you can’t get in, you can’t sell anything.
Keep your first (phone or in person) call on purpose: to get an appointment. If you try to sell your product during this call, you jumped three steps. You are focused on yourself instead of them. They don’t care about you… until they see what you can do for them. Besides, until you know (read full article) |
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| Category :: Sales Training Articles |
Author :: Teri Samuels |
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| Article Title :: Selling is About Asking - not - Telling |
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| How many times have you encountered a salesperson that wanted to know about YOU before presenting the benefits and features of their product or service? How many times?As an upper level manager in the senior housing industry I was constantly challenged by helping the sales and marketing staff understand the difference between asking and telling. Just this one challenge was costing the company millions of dollars in lost business on an annual basis. Here’s an example:Let’s assume you’re responsible for helping your parents move from their existing residence to a senior housing environment, know as a CCRC (Continuing Care Reti (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Boyer |
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| Article Title :: Lead Generation Isn't About Getting the MOST People, It's About Getting the Most Qualified People |
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| Something I’ve seen over and over is that many of my clients originally believed that marketing and lead generation is supposed to bring “as many people through the door” as possible. It isn’t. It is about “getting the most qualified people through the door.”I’ve developed a rule of thumb in my business consulting that has helped me identify one of the big problems my clients frequently have. The rule goes this way:If there are
two different groups responsible for lead generation and sales, and
if marketing success (advertising, lead generation) seems extraordinarily high,
while the sales close ratio is way down (maybe 1 in 10)
then the (read full article) |
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| Category :: Sales Training Articles |
Author :: Kevin Nations |
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| Article Title :: How to Create the World's Most Powerful Sales Script |
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| You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales script is only there so that you can measure and improve what you do.The World's Most Powerful Sales Script for you is one that is completely natural. Begin with one developed completely from your subconscious. Tape record several sales calls over the next few weeks and have them transcribed.If you don't have someone locally that can transcribe them, the web is a perfect place to get hel (read full article) |
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