 Category :: Sales Training Articles |
Author :: Catherine Franz  |
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| Article Title :: Let Your Weaknesses Increase Your Sales |
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| Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that says the same things, uses the same languaging, and does everything else right, until towards the end. Then they get honest with you and tell you the weaknesses of the product. Then you buy.
Works every time. Why? Because the old adage "if it’s too good to be true, then it usually is" is a skepticism that has been planted in everyone’s mind for generations. Don't (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Top 5 Characteristics of Great Salespeople |
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| I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade stand for a dime, or selling magazines door to door. But this is really more a reflection of the family environment that they grew up in that may have encouraged or necessitated this than anything else. Even if you didn't sell seeds or magazine subscriptions door to door as a kid, you still have a chance at greatness in sales.
I gave this topic some thought because of a call I received today from one o (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Got Sales Objections? Where's Your Value? |
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| A sales manager who reads this newsletter regularly suggested the topic for this issue.
"I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future."
Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend.
So if someone claims "I don't have the time for this right now" or "I'm sorry I just don't have t (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Sneaky Sales Tactics |
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| The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature, your competition seems to think of it too and get it to market.
If this weren't the case, it would be much cheaper for our corporations to just hire order takers or setup e-commerce websites to let people buy everything unassisted.
We often find ourselves in sales situations involving serious competition. To win the most business you are capable of in a competitive marketplace, you must know t (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: 7 Sales Skills to Improve On |
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| The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing.
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.
To qualify fast you must have a set of criteria describing who you will and will n (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Sales Prospects Avoiding You? |
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| This issue's topic on sales prospects comes in response to a question I received from a reader.
Question:
Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization.
Last time we talked, he indicated he needed to gather some informati (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: 8 Sales Lead Generation Methods |
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| I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads.
In order to generate sales leads, you need three things:
A written profile of your target prospect,
A list of suspects containing potential prospects,
A method of reaching your sales prospects.
In this article, I am going to discuss eight proven methods of reaching your sales prospects.
Complementary Partner Referrals
I put this sales lead generation method first because this one generates the highest quality sales leads. How you do this depends on the market you are in. There have been a lot of a (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Sales Language: What's Wrong with But? |
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| Language is one of the most important tools you have to influence someone.
The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities.
Here is one word that you'll want to avoid using as much as possible when you are selling and persuading.
BUT
Read the following sentences:
"I really like your company, but I am not going to buy from you."
"You gave the best presentation, but we are going to buy from the Access Company."
When prospects say things like these, what they are really telling you i (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: How Do You Use Your Sales Commissions? |
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| What do you do when you have a big sales week, month or quarter?
What do the other salespeople you work with do with their money?
Do you "reward" yourself? Do you "invest" in your future?
As salespeople we are notoriously known for the amount of toys we buy with our commissions. Killer stereo systems. Picture Cell Phones. Titanium Palm Pilots. Luxurious new clothes. Expensive lunches. Partying with our friends.
We say "I deserve this."
I know that's what I used to say.
Sales is hard. It gets all of our emotions riled up. Excitement. Fear. Anger. Juice. The thrill of the kill.
Your emotions are intense and very real.
So you wa (read full article) |
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| Category :: Sales Training Articles |
Author :: Shamus Brown |
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| Article Title :: Equal Chance of Winning The Sale? Bah! |
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| Are you going to win this deal?
With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycles still exist, spending has been cutback, many people have lost their jobs, and a lot of companies have simply gone out of business.
In a year like this, every sales opportunity you get is a precious one.
Tough times like these make for fierce competition. You and all of your competitors have been scrapping over a shrunken pie. This puts our buyers in a stronger position than before.
Even though this may be true, don't le (read full article) |
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