 Category :: Sales Training Articles |
Author :: Larry Galler  |
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| Article Title :: A Seamless Front End To Constant Follow-up |
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| The woman walked into a photography studio and inquired whether a photographer would come to their home to take family photos in front of the fireplace. The receptionist nicely told her that they would do that, gave the prospective customer a brochure and price list for “on-location photo shoots” then took down the woman’s contact information, including her email address, which was added to the “prospect” database.That’s it, a seamless front-end and constant follow-up system. It starts with a “Thank you for inquiring” note and is followed with a series of newsletters, coupons, announcements of open houses, and seasonal offerings like Valentine, Halloween, and othe (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Beverly |
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| Article Title :: The Gatekeeper is Your Key to Sales Success |
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| I hear it every day…”I can’t seem to get past the gatekeeper. If I could just get through to the decision maker, I know I could make the sale.” It’s a common issue with sales professionals, but I will contend that much of it is self- inflicted. Too many sales people treat the gatekeeper as an adversary, one who must be conquered if indeed we are to get through to that all-important decision-maker.Let’s get one thing straight immediately. The gatekeeper is only performing his job just as you are performing yours. Why does there need to be a battle…a winner and a loser? Why not create a situation where everyone wins?Begin by smiling, and showing that you si (read full article) |
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| Category :: Sales Training Articles |
Author :: Daniel Sitter |
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| Article Title :: Sales 201: Learning Tools of Your Trade |
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| A carpenter has his saw and hammer. A writer has his pen and ink. A doctor has her medical instruments. An accountant has his calculator. A mechanic has his wrenches. What of the salesperson? What are the available tools for salespeople?Salespersons exist in almost every industry, for without the sales channel, there is no reason to manufacture or produce anything. We salespeople produce the results that drive every other function in every company. Although the function of each salesperson is the same, that is to match customer needs to products and services and close each sale, the manner in which we operate varies depending upon the industry we serve. Realtors, bankers, industri (read full article) |
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| Category :: Sales Training Articles |
Author :: JoAnna Carey |
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| Article Title :: Prospecting For Success -- 3 Questions |
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| Success is often built by having the courage and stamina to keep climbing even when the competition is struggling to maintain the routine. Prospecting is a skill that is overwhelming for some, sport for others but ultimately a vital business development tool for most. Anyone who has experienced the bizarre responses that are often generated from “cold” prospecting calls can attest to the feelings of great victory and even greater rejection that is often associated with generating new business.Recent prospecting calls to West Michigan businesses turned up responses such as: “Our employees are too busy working to participate in morale boosting activities,” and “We would l (read full article) |
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| Category :: Sales Training Articles |
Author :: Dr. Norm Ephraim |
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| Article Title :: Handling Rejection: The Key to Success! |
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| Among the many business people- especially salespeople, I've helped as a psychologist over the years, handling rejection by customers is often a major problem. Typically, they tell me how the "motivational" books and tapes they've tried don't seem to work. As one man said recently, "They always exhort you to be positive and don't take things personally. It only makes me feel dumb when I do get upset about a lost sale."What really helps us to handle rejection is to recognize that there is a part of our minds which ALWAYS takes disappointment seriously. This part connects us to childhood emotional feelings of insecurity- something we all have experienced. Any disappointment, (read full article) |
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| Category :: Sales Training Articles |
Author :: Kevin Nations |
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| Article Title :: Selling to the Senses - A Checklist for Mastering the First Impression |
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| The fine art of professional selling is a production. You can do it poorly, or you can do it with excellence. A great deal of selling depends on your sensory interaction with your prospective client.But – to a great deal – within the first two minutes of any meeting, your prospect has already formed a bias. Either he wants to be working with you to reach a common goal, or he’s simply getting as much information as he can to share with your competitor for a better deal. You can be prepared to wow your prospects when you pay close attention to how your prospect ‘senses’ that he should do business with you.Think of every sensory interaction that your prospect has with (read full article) |
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| Category :: Sales Training Articles |
Author :: Thom Singer |
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| Article Title :: Reach Out and Sell Someone |
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| When you are actively trying to develop business you must be proactive. Sitting back and waiting for the phone to ring does not lead to sales. If you think that the world's most successful sales professionals are simply highly paid "order takers", then you are mistaken.That does not mean that order takers do not exist, many large companies have large buildings full of people in cubilces answering phones all day long. While they are called "sales", these are not the ones who drive the business.True sales professionals who work with the largest, most important clients do not sit around awaiting calls. The best of the best are always networking, prospecting, scheduling appointm (read full article) |
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| Category :: Sales Training Articles |
Author :: Tom Richard |
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| Article Title :: Getting the Appointment |
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| What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. They’re trying to get the appointment that could be YOURS!So, what are you going to do about it?Stand out!If you want the prospect to believe that you and your company are different, then you must prove it to them from the beginning! Your initial contact with them should show that you are creative, that you are persistent, and that your business is the better choice for them.Calling your prospects is only one of the many resources you have for establishing contact with them an (read full article) |
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| Category :: Sales Training Articles |
Author :: Steve Waterhouse |
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| Article Title :: I Used To Do Sales, Then It Got Too Tough |
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| What makes sales so difficult for some people and so much easier for others? Why do some companies thrive and others fail to catch on, even when they have a great concept? What is the secret to success in sales? Obviously, there are many answers to these questions, but I have discovered one that makes sales easier for almost everyone.The answer is… (not yet)John, the cable guy, was at my house to fix the converter box that had decided to erase all of the programs we had recorded and refused to record any more. Not believing it was the box’s perogative to make those decisions, I called for help. John was very sharp. His ability with people was far beyond what I had observ (read full article) |
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| Category :: Sales Training Articles |
Author :: Tessa Stowe |
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| Article Title :: Sales |
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| Ask questions. Ask questions. Ask questions. In case you didn't get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions?Ask questions to find out if you can help/serve your potential client. By asking questions, you'll be able to find out if your solution will help them at this point in time. It may be the right time and then again it may not. You'll know by asking questions.Ask questions to qualify. By asking questions you will find out if the person has a problem you can solve and if it is big enough for them to want to solve it now. If the answer is "no" to both questions then there w (read full article) |
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