 Category :: Sales Training Articles |
Author :: Dan Lok Lok  |
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| Article Title :: How To Master The Art And Science Of Super Salesmanship In 3 1/2 Minutes Flat! |
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| Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I am not a born salesman.If you know my story, I didn’t even have a word of the English language on my lips when I first moved to North America. (Even now, my spoken English is not all that great and it comes with an accent that would put Arnold Schwarzenegger or Jackie Chan to shame.)No, I wasn't born to sell. I had to learn selling... the HARD way: making embarrassing mistakes, blowing deals right and left, losing clients... and going to outrageous extremes trying to identify the world-class salesmen who would teach me the way to do things right.Well, it's take (read full article) |
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| Category :: Sales Training Articles |
Author :: Miami Phillips |
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| Article Title :: Sell Yourself - Sell Anything! |
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| Each of us sells every single day. We are all sales people. How well we sell directly affects our lifestyles, friendships, and family life.Professional sales people spend their entire careers consciously selling products and services. They attend sales trainings and seminars. They listen to motivational tapes and CDs in the cars to stay optimistic in the face of the inevitable continuous stream of 'Nos' every salesperson hears daily.Selling is the world's oldest profession. It is in your blood, and you know how to do it. Follow just a few simple steps and rules to selling, and considerably improve your life and your relationships.My definition of a sale is the connect (read full article) |
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| Category :: Sales Training Articles |
Author :: Julie Chance |
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| Article Title :: Sell Without Feeling Like A Used Car Salesman |
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| Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don’t have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous.If we are uncomfortable “selling” our services, it is generally because we are trying to “sell” before someone has reached the purchase stage of the buying process. While selling may never be the favorite part of your job, by implementing a systematic process you can move potential clients into the purchase phase and i (read full article) |
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| Category :: Sales Training Articles |
Author :: Jo Ann Kirby |
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| Article Title :: How to Make Training and Development a Power Agent for Change |
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| Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. What went wrong?In an ever-changing business environment, it's important that you and your workforce are prepared to handle whatever happens. Very few people will question that concept - so where's the problem? Why doesn't training seem to work for so many people? Most people are sold on the idea of training but aren't really sure how to make it work for them. Let's take a look at 10 factors that will help you get lasting results from training.1. Conduct a thorough needs analysi (read full article) |
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| Category :: Sales Training Articles |
Author :: Bette Daoust, Ph.D. |
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| Article Title :: Using the Consultative Approach to Gaining Sales |
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| What do we mean by a consultative approach?When you hear the word “salesman”, it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses rely on their sales force to bring dollars into the firm. It is the sales force that makes the company run as there would be no inflow of cash without them. So how do you attack such an image problem? Actually the answer lies in the approach that you take when networking. Your job, even though it may be sales, is to act as a consultant and try to find the perfect fit for the client. This approach is called consu (read full article) |
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| Category :: Sales Training Articles |
Author :: Bette Daoust, Ph.D. |
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| Article Title :: What Does It Take To WIN A Sale? |
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| What to do when you win or lose.You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal outlines the way you see the problem and the way the client sees the problem (if you used a consultative approach, you will be able to see the problem from the client's point of view). You have also given them three options for proceeding on the project. Now you sit and wait.Actually, you only wait for a couple of days so that the client has time to read the proposal and digest it; the (read full article) |
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| Category :: Sales Training Articles |
Author :: Brian Konradt |
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| Article Title :: How To Write A Solution - Savvy Sales Letter to To Get Clients |
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| Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results.Solutions are jewels; they shimmer in sales pieces.Prospects will peruse your sales letter if they discover you have a solution (or solutions) to their existing or future problem or problems.To write a "solution-savvy" sales letter follow the copywriter’s adage: write "client-centered" copy. Zero in on the prospect, his business, his needs, his problems. (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: The "Finding Common Ground" Sales Technique, Is A Myth! |
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| Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Roworth |
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| Article Title :: How to Reduce Sales Resistance |
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| Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting in a sale.The 5 barriers are:1. No need: the prospect is not aware of any problem and how the type of product or service you provide can be of benefit.2. No help: the prospect accepts the problem, but does not see why your particular product or service is the best solution (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Roworth |
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| Article Title :: Sales Closing: Don't Close Sales - Open Relationships to Achieve Multiple Sales |
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| A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, “closing” is regarded as the vital skill that sales people need to be successful. I would like to share my experience about “closing” and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy.In traditional sales books and training courses, a lot of time is given to closing and there is often a lengthy section on closing techniques. It is thought that if you have 57 different ways to close the sale up your sleeve, you can keep on closing (read full article) |
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