 Category :: Sales Training Articles |
Author :: Virden Thornton  |
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| Article Title :: The "Canned Sales Pitch" Myth |
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| Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling.Studies conducted by the public opinion researcher, social scientist and author Daniel Yankelovich in the late '70's and the Stanford Research Institute's VALS (values, attitudes and life-styles) study that assessed buying motives in the early '80's, indicate that there are at least five distinct categories of purchasers or individual buying modes.These studies provided insight into how adults communicate, are persuaded and how they make buying decisions.It's almost impossible to create a verbatim sales pitch to address the variety of issues (sometimes conflicting) (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: In Sales, Words Just Don't Compute |
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| In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian’s research at UCLA, who reported that only 7% of a person’s communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively (read full article) |
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| Category :: Sales Training Articles |
Author :: Gordon Goh |
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| Article Title :: Sales Success - The 5 Steps |
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| It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results…Step 1: GoalsWithout clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.First aim to improve your last y (read full article) |
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| Category :: Sales Training Articles |
Author :: Frank Salisbury |
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| Article Title :: Why Salespeople Fail |
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| Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-1. Low confidence and self image2. A low sense of personal responsibility for their performance, and3. A low acceptance level of the need to practise selling skillsIn all top performers, and in sales team this might represent only between 15-20% of the population, these barriers have been overcome, or at the very least compensated for.Where many people make the mistake is in assuming that they can solve their overall sales force performance needs by employing people with the opposite of these characteristics.These people only represent some 15-20% (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Edwards |
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| Article Title :: Increase Sales By Flying Under Your Prospects "Radar Defenses" |
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| How do you persuade someone to do what you want them to do?A whole world of marketing exists around us trying to do that every minute of the day. Do you even notice it anymore or, like your prospects, have you subconsciously set up a system of "radar defenses" against the daily bombardment of marketing messages? Take a minute and count up the advertising methods which fight, for your attention (and money) every day. Just the basic list includes:Yellow page adsNewspaper and magazine adsPostcards, catalogs, and direct mail circulars in your "snail mail" boxRadio pitches interrupting the flow of your favorite songsTV (read full article) |
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| Category :: Sales Training Articles |
Author :: Paul Shearstone |
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| Article Title :: Like It or Not... You're in SALES! |
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| Mention the word sales or salesman and two out of three people get a little clammy under the skin. “I hate sales people and I could never do what they do!” is what many say at the mere thought of having to sell something. How wrong they are.Here is the cold hard fact: From the time you are born to the time you die, you – regardless of your profession or what you do – are in sales.Appreciate that when a baby cries for the first time for its mother’s milk, he/she is attempting to close the new mom on the importance and benefits of doing what the child wants. In short, the baby is making its very first sale… The sale will be made. There will be plenty more.A (read full article) |
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| Category :: Sales Training Articles |
Author :: Neen James |
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| Article Title :: Sales Strategies: Its Not Who You Know - Its What You Know |
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| We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is – you sell. When you are “selling an idea” or pitching a business proposal or offering a product or service – it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple – you just need to be in the “know”.Know your style – how do you like to work? Do you work with a team, do you work for a manager, or do you work alone? Determine how you work best or how you need t (read full article) |
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| Category :: Sales Training Articles |
Author :: Neen James |
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| Article Title :: Boost Your Productivity, Networking and Sales: Make an Impression |
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| Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests – in seven seconds! Regardless of whether people are right about their perception of you… we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time… try some of these tips.Appear confident. There’s an element of ‘fake it ‘till you make it’ here. Smile when you first meet someone and look him or her in the eye. (read full article) |
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| Category :: Sales Training Articles |
Author :: Audrey Burton |
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| Article Title :: Get Over Your Resistance to Sales |
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| I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can’t be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers – that you’re really helping them by sharing your product with them.The next most important step is to make sure you’re selling to the right people. Set an appropriate target market and find out where they are. Make sure your sales pitch and sales materials speak to that target market.By approaching your prospective customers with this (read full article) |
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| Category :: Sales Training Articles |
Author :: Bea Fields |
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| Article Title :: The Top 10 Powerful Tools for Growing Sales Through Creating Connection |
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| Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer…NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today.1. Custom Assessments.By using a tool such as Assessmen (read full article) |
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