 Category :: Sales Training Articles |
Author :: Michael Schatzki  |
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| Article Title :: Value Add Negotiating for Sales Professionals |
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| Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill’s laboratories. Unfortunately, you are usually able to obtain only about 30% of this business.During the last six months, you have been working intensively with the mill’s management to convince them of the value of developing an integrated supply arrangement with you. They have reacted positiv (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: The 12 Dumbest Things Salespeople Do |
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| We all make mistakes and some salespeople seem to make a lot of
them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID!Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this?In any case here's my list of the 12 Dumbest Things Salespeople Do:1. Relying on one relationship to protect your account. Why in theworld would you put all your eggs in one basket? Excuse me - with one person. It doesn't make any sense and the bigger the account is the more vulnerable you b (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: The Truth About Sale Success! |
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| Bill Brooks of The Brooks Group wrote an article several years ago about his organization’s research into sales performance. Bill’s research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, “…were at the very peak of their game.” These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here’s what the Brooks Group researchers learned about sales success:A sales or service industry professional’s personality has little or nothing to do with his or her sales success levels. The Brooks research found that there was a broad spread of personalities and sales (read full article) |
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| Category :: Sales Training Articles |
Author :: Frank Salisbury |
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| Article Title :: The Myth of the Natural Born Sales Wonder |
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| When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an ‘ideal’ sales personality. From experience alone you will know people of widely different personalities in sales who are both successful and unsuccessful. Indeed many unsuccessful salespeople join other companies and become successful, whilst successful salespeople leave to further their careers elsewhere only to subsequently become unsuccessful.In many of the sales forces I examined I continually came ac (read full article) |
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| Category :: Sales Training Articles |
Author :: Frank Salisbury |
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| Article Title :: Elearning Is Dead - Long Live Blended Learning! |
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| There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. A Lack of an Holistic Approach
Elearning was viewed as being a replacement for traditional training methods. To be successful, elearning should adopt an integrated approach to human resource development. This means integrating Performance Assessment with Training Needs Analysis, with Personal Development Plans, with Continuous Professional Development records, with elearning blended with other training resources, learning methods, and corpo (read full article) |
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| Category :: Sales Training Articles |
Author :: Frank Salisbury |
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| Article Title :: How Business Coaches Avoid the Yearly Training Feeding Frenzy |
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| What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn’t have any training needs and now I have a shed-load of them?It’s called the year-end appraisal.In companies up and down the land, filing cabinet drawers were being emptied of last year’s contents; objectives and training needs were swiftly consulted so that judgements could be made and duplication avoided. For some, the half-year appraisal will have assisted with the completion of the dreaded form; for many it was just another chore in lo (read full article) |
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| Category :: Sales Training Articles |
Author :: Jennifer Guinan |
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| Article Title :: The Dos and Dont's of an Elevator Pitch |
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| The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer?One of the first steps in positioning and branding a new company is to craft an elevator pitch. Simply put, an elevator pitch is a clear, compelling description of your business that is short enough to be understood (by your mother no less) in the time it takes to ride an elevator. That's about 60 seconds or 150 to 225 words. This is not an easy as it sounds. To do it well requires a great amount of thought, strategizing, and finesse.Here are some quick Dos and Don'ts:- Do start with a hook: what is most compellin (read full article) |
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| Category :: Sales Training Articles |
Author :: Virden Thornton |
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| Article Title :: How Pareto's Principle Impacts Your Sales Success |
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| Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto’s principle impacts your selling process in three key areas:· Hiring The Right Sales People,
· Training Sales Team Members, and
· Coaching The Team To Higher Performance LevelsAlmost all of the candidates that apply for sales positions today fall into the 80 percent g (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: Objections Are Buying Signals... Usually! |
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| How well do you handle objections?The fact is, most people think they handle objections with ease. The
reality paints a different picture. I claim that you could have closed as
much as 25% of last year’s lost sales by simply understanding why the
customer is objecting. Oh…and by keeping your noisy trap closed for a
minute or two.“I really don’t understand why this upgrade costs extra when Acme
doesn’t charge for it.” Right off the bat you want try to get across to your
customer why that is not a valid objection. Often times you will go into a
puke session about why your product is better or why your company is
better than that of the competit (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Boyer |
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| Article Title :: Catapult Your Business-How to Get Customers to Chase You Instead of the Other Way Around |
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| I was thinking about the statement:The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business. If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office.The reasons I get from clientsThey don’t want to reinvent the wheel.
They want to learn from those that have done it because it will save time and money.Can we then assume that they are all wrong? Yes! At least 80% of them!Finding How to B (read full article) |
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