 Category :: Sales Training Articles |
Author :: Harry Richards  |
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| Article Title :: Selling Effortlessly by Numbers |
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| My whole world changed once I realised that selling was really not hard to do. You don’t need any fancy scripts. Neither do you need any clever closing phrases such as “which color would you prefer blue or green?” Every sales training school I ever attended failed to make me into a salesman. All those clever closing techniques probably work for some, but they just did not click with me.Most newcomers to selling are actually scared rigid at the thought of face-to-face selling. They just cannot survive the constant rejection. You can never expect everyone to say “yes” and the emphatic word “no” just destroys many good souls who might otherwise have made their fortune fr (read full article) |
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| Category :: Sales Training Articles |
Author :: Harry Richards |
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| Article Title :: Selling Without a Script |
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| "Get into selling and make your fortune" the headline shouted at me from the classified page. It went on to explain how anyone could become rich by learning how to sell.As a gullible young man just out of the Air Force and looking for a job, I was hooked on the idea of a sales career despite suffering from a general lack of confidence. On top of that my near panic at the thought that now I had to survive in the big outside world on my own. No morning bugle call to kindly let me know that breakfast was being served.No more shouting in my ear about the condition of the nice suit of clothes they give you to wear. No more marching in parades to a destination unknown, you need on (read full article) |
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| Category :: Sales Training Articles |
Author :: Gary Zalben |
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| Article Title :: Dead Horse? |
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| And you thought only cats have 9 lives. Nai! When you thought you are pretty much dead
(as far as kicking yourself out of the comfort zone), you'll be surprised you are pretty much alive once you notice, and then acknowledge that being in the comfort zone is, let's say, comfortable?, but not very profitable! And I am not referring here to profitable in terms of money alone but in terms of reinventing, reviewing, and updating your habits and attitudes on the sales floor.If you haven't thought of this, you'd better put on your thinking cap as this can seriously affect your income and your life in general. It is comfortable to lay down around the comfort zone thinking that everything (read full article) |
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| Category :: Sales Training Articles |
Author :: Sunny Hills |
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| Article Title :: Affirmations For Professional Sales People |
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| If You Are Involved In Sales Or Marketing
In Any Way ... Here Are Some
"Mental Performance" Statements
AKA: Positive Thinking Affirmations ...You Can Use And Practice
To Put Yourself In A Comfortable Frame Of Mind,
Before Talking To Your Prospects ...
To Help You Get Started And To Stay Motivated. · I'm A Master Of Marketing
· Talking To Prospects Is Easy For Me
· I'm Talking To A Friend
· I Really Care About This Person
· I'm Great At Asking Questions
· I'm A Wonderful Listener
· I'm Much Better Than An Ordinary Salesperson
· My Skills Go Far Beyond What A Salesperson Do (read full article) |
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| Category :: Sales Training Articles |
Author :: Dominic Rubino |
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| Article Title :: Who Am I? Who Is My Customer? |
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| You'll find that the extremely important skill of tactical communicating will be that much easier if you if know who it is you're talking to. Luckily, there's a simple, yet powerful formula that Myers & Briggs developed, to pinpoint different personalities, and what I'm referring to is the DISC, or D.I.S.C. personality profile.In its simplest form, the DISC model breaks all of us into 4 different personality types. The word DISC is an Acronym for these different types of people. The 4 Personalities are easily remembered using letters. But remembering how they act and react in real life is easiest by using birds!The "D" from D.I.S.C. is the Driver. These people are direct, f (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Beverly |
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| Article Title :: Playing Dumb Increased My Sales Results Overnight |
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| It's Smart to Play Dumb. So what do I mean by playing dumb? First of all, as we have discussed on many occasions, the key to successful selling is successful questioning. However, on many occasions, once we have asked a question and it has been answered, we tend to take the answer at face value. We should always ask follow up questions regarding any answer we get. There's always more to the story than what we get with our first answer. And almost undoubtedly, that is where the emotion is. AND your prospect tells you his problems rather than you pointing them out.Let me give you an example. Let's say you sell payroll solutions:You---"So Bob, what is the greatest issue (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: 20 Ways to Blow a Sale |
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| As in any area of business we can learn many things from our
mistakes. There is no better way to refine your selling craft
than to do a candid analysis of how or why you lost a specific
sale to a competitor.Every sales professional wants to leverage previous sales
successes while minimizing repetition of prior strategic and
tactical selling approaches. It’s the true professional who
constantly looks for ways to remain at the top of their game and
effectively eliminate most of his competition. Loosing a sale
now and then can offer reminders and/or specific insights into
how to further improve your chances on closing your next deal.Selling is More Than A Legal Defin (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: Selling Cycles and Why You Must Know Them |
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| The selling profession is one where continued success is
typically based on results. A salesperson’s sales revenues are
relatively easy to measure and document. This business function
is often THE most measured job in any company. There is many a
salesperson that has wished and said aloud “Why can’t everyone’s
job results be so easily publicized or effectively tracked?” …
if everyone’s job was “by the numbers”, like a salesperson’s is,
there would be much more professional accountability in the
business world!That said, a selling professional often believes their
importance to their employer is only as high as his or her next
sale. A salesperson needs (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Smock |
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| Article Title :: Improve Your Inside and Outside Selling Skills |
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| One of the greatest joys of the selling profession is the
extraordinary responsibility one takes on as THE company
representative to the “outside world”. More often than not the
company sales representative IS the company to so many people
they interact with on a daily basis.To many customers the vendor’s sales representative is the
relationship and the continued justification that drives the
business commerce between the parties. No one knows, or should
know, the customer’s product or service requirements better than
the sales representative. No one should know the customer’s
business challenges, decision makers, financial status and
history of use of the compa (read full article) |
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| Category :: Sales Training Articles |
Author :: Tim Hagen |
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| Article Title :: Great Training Does Not Have to Take Place in a Classroom |
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| Training is one of those words that has numerous connotations associated with it. When we first think of training we often envision an instructor behind a podium imparting his or her wisdom, and then assuming students will have the foresight to apply the principles back in the real world. Second, training is often perceived as an expense that is hard to quantify. Third, training takes on the persona the instructor better be good, or the training process will be not be effective. In addition, it is perceived to be time intensive and not palatable when considering how to apply the training to the real world.Well, none of these assumptions or presumptions have to be true. Training or (read full article) |
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