 Category :: Sales Training Articles |
Author :: Bill Lee  |
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| Article Title :: Ten Ways to Make Prospects Like You Enough to Buy from You |
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| Buyers buy from people they like.The only possible exception occurs when buyers have no choice but to do business with a particular salesperson or a particular company. Perhaps the company manufacturers or sells a proprietary product or service. Perhaps the buyer’s preferred vendor is out of stock and the buyer has to go elsewhere to service his or her customer. There are probably several other reasons I could think of, but these are rare exceptions, not the rule.As I said above, people by and large do business with people they like. I would even go so far as to say that people go out of their way NOT to do business with people that they DON’T like.Some call t (read full article) |
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| Category :: Sales Training Articles |
Author :: Bill Nadraszky |
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| Article Title :: The Past, Present and Future of Realtor Marketing |
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| I am not sure about anything in Realtor marketing before the 70's but I have been thinking over the last couple of days about what has been, and what is, and what will be in the future for Realtor marketing. This will probably be a multi part post as I am not sure exactly how long I will be able to go on for with each post.First of all, back in the 70's many Realtors where using geographic farming techniques or just talking to friends and neighbors. The real organized way to do Realtor Marketing at the time was to find a small geographic area and walk around knocking on doors. This was a very effective method that still works although the original idea was diluted by losing the kno (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Process - The Secret to Closing More Sales |
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| Most sales training programs that teach salespeople how to sell specific products or services do not mention business problems. This is an unfortunate oversight, as qualifying and quantifying business problems is the secret to closing more sales!What is a Business Problem?A business problem is any activity or outcome that negatively impacts a business. Examples of negative impacts include reductions in revenue, profits, customer satisfaction, employee productivity, job satisfaction, etc.Here is an example of a business problem description:"Many mission-critical software applications (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Leads - How to Generate Quality Sales Leads Through Public Speaking |
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| Delivering speeches, seminars, and webinars (online seminars) is a terrific way to generate large quantities of quality sales leads. Why is public speaking such an effective lead-generating vehicle? Here are a few reasons:
Speaking allows you to deliver your message to multiple potential prospects at onceA well-constructed speech, seminar, or webinar can establish you as an expert in your field and increase your credibility with prospectsEvery speech has the potential to reach far beyond the original audience. If you deliver a compelling message, there is no telling (read full article) |
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| Category :: Sales Training Articles |
Author :: Duane Sparks |
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| Article Title :: Selling With A Commitment Objective |
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| Our recent research shows that nearly 80% of salespeople do not understand what their primary purpose is. Your principle mission is to Gain Commitment. The confusion stems from the variety of tasks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls where there is no attempt at Gaining Commitment.One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call. This is the number one mistake that all salespeople make. Well, it's time to change that!Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves (read full article) |
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| Category :: Sales Training Articles |
Author :: Rick Johnson |
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| Article Title :: New Territory Sales Tips |
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| There are a few sales tips you must follow for a New Territory.• Meet and qualify all the accounts in your territory before you begin to focus on a few.• Do your homework. Know your company first; the strong points, the weak points. Know who and what your internal resources are. What is your company’s sweet spot?• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their industry on the web. Become an industry expert for your customer. Meet people and cultivate relationships beyond your customers purchasing department.• Create a call plan prior to every call. The ob (read full article) |
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| Category :: Sales Training Articles |
Author :: Rick Johnson |
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| Article Title :: Tips on Social Selling |
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| Application:Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).Objectives:To develop background information on the customer that can be used in subsequent sales calls.Questioning Strategy1. The customer generally will set the tone for the business content of the social conversation. If the customer decides that he wants absolutely no discussion about business that means there will be no discussion of organizational needs. The number one area in terms of probing would be personal needs and secondarily, depending on customer initiation, job needs.2. A strategy of open ques (read full article) |
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| Category :: Sales Training Articles |
Author :: Tino Buntic |
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| Article Title :: Sales Closing Techniques No Longer Work |
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| Closing sales no longer requires sales closing techniques. Do any of the following sound familiar?1. The attitude close
2. The alternate choice close
3. The voice inflection close
4. The fear of loss close
5. The alternate of choice closeThese are all examples of different sales closes made popular by Sales Guru Zig Ziglar in his best selling sales books in the 1980’s. Do you use any of these? If so, don’t you realize how immature you are?Zig Ziglar was a master sales professional in his time. But his techniques are outdated. We are now in a new century. The leading sales people in the 1980’s are the CEOs, presidents, executives, and decision (read full article) |
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| Category :: Sales Training Articles |
Author :: Sean Henderson |
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| Article Title :: Direct Sales & Marketing Trainings - What It Can Give Personally to You |
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| When you need trainings?All trainings have different content and methodology but all of them are aimed to learn you sell. You must select a specific training basing on your present skills, knowledge, experience, and abilities.If you are new to direct sales and marketing business area and have none or small relevant experience trainings can help you to better understand essence of working skills and get necessary practice in conditions the closest to real sales.If you have already worked in sales but need to expand your skills and expertise trainings also can help you and here the main thing is to analyze your abilities and decide what exactly you need to learn (read full article) |
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| Category :: Sales Training Articles |
Author :: Duane Sparks |
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| Article Title :: More Sales Skills - Asking The Best Sales Questions |
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| Asking The Best Sales QuestionsEffective questioning is a critical sales skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.Successful Sales Calls Have 25% More Open-Ended Questions.Second, your questions help customers make their first key buying decision, which is whether to buy you, the salesperson. Questions build rapport and demonstrate your interest in the customer. They uncover information about the customer's (read full article) |
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