 Category :: Sales Training Articles |
Author :: Alan Boyer  |
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| Article Title :: The KYSS Principle - Keep Your Sales Simple, Your Sales Closes Will Explode |
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| The simpler you make the decision making steps for your prospects the higher your sales close ratio will go. When there are too many decisions people will procrastinate.Reduce sales decisions to the simplest, most linear steps to the close that you can.
Keep the decisions to one at a time.
Have a clear offer
Have a clear, step by step path to the close with only one decision to be made at each step.KYSS—Keep Your Sales SimpleThe more choices you give someone the lower the positive response rate to your marketing efforts and sales close attempts. For instance, in my direct mail if I ask the prospect to either go to my website or giv (read full article) |
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| Category :: Sales Training Articles |
Author :: Craig Garber |
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| Article Title :: The Right Way... And The Wrong Way... To 'Close' Your Prospects |
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| Last week I met up with an old friend of mine at one of the
local cigar retailers.The store was having a little get together for their
customers, which basically means they had one of the
manufacturers reps there, and they featured a discount on
that brand of cigars, for anyone making a purchase that
particular evening.I hadn't seen this guy in a long time -- we used to do a lot
of business together years ago -- and even though he's a
lawyer, it was still nice to get together with him again.Anyway, when I walked into the store, I was immediately
given a ticket for the evening's drawing, and then straight
away into the sales pitch.It went something lik (read full article) |
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| Category :: Sales Training Articles |
Author :: Craig Garber |
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| Article Title :: When To "Dump" A Prospect -- Immediately! |
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| There are some people who will absolutely never ever
succeed. Let me tell you a little story about one of them:I was going through some feedback forms from one of my
client's recent seminars.My client's a successful info-marketer in the real estate
area... a VERY sharp guy when it comes to knowing how to
completely avoid paing income taxes... and he also owns a
bank.No doubt, when this guy opens his mouth -- if you're smart
-- you're going to be paying very close attention to what
he's saying, because it's going to pay off for you in
spades.Anyhow, one of his seminar participants was complaining on
his feedback form, because -- and I kid you not -- my (read full article) |
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| Category :: Sales Training Articles |
Author :: Mark Silver |
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| Article Title :: Business in the Days of Awe: How to Never Hear a Prospect Objection Again |
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| "How come you charge so much?" Kinda feels like a kick to the stomach, huh? This is a classic "objection" during a sales conversation with a prospective customer, and it's no fun at all.Customer objections can be painful and intimidating to deal with. And it doesn't have to be about price. It could be about anything: "Do you really know what you are doing?" "Does this thing really work?" "How do I know you'll follow through?"Wish you never had to hear them again? You don't.Sacred spiritual traditions, like the High Holy Days and the month-long fasting of Ramadan, are meant to not only leave you empty, but to drain you of all of your certainty. In the center of deep sp (read full article) |
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| Category :: Sales Training Articles |
Author :: Tim Hagen |
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| Article Title :: How To Learn From a Lost Sale |
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| Everyone has experienced the sales blues, when everything seems perfect and you are confident the sale is going to close until you hear the words, “sorry, we’re going ahead with someone else.” It is important that we take the emotion out of the sales loss and learn something for it, in order to learn from our mistakes and create more successful closes in the future. Always remember that you cannot always control what happened to close the lost sale, but you can chose your response. The success of your sales future is made by these choices, it is important that you make the right ones.When you’ve lost a sale, it is good to go through the following steps:1)Be a hero (read full article) |
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| Category :: Sales Training Articles |
Author :: Leslie Buterin |
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| Article Title :: Get Past The Gatekeeper, Into The Executive Suites |
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| Put pencil to paper and list every single sales-stopping objection that spews from the mouths of gatekeepers. Know what you’ll find? Literally, dozens of objections that subtly challenge the appropriateness of you scheduling an appointment in the executive’s office.Ah, but here’s the good news...When you’re greeted with “buyer’s resistance” all you need to do is get rid of the “resistance” and you’re left with...a buyer!You can kiss that hangdog look goodbye and wag your tail with excitement, because contrary to popular belief, objections are buying signals. You gotta know that when your prospect’s gatekeeper throws out an objection to your reque (read full article) |
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| Category :: Sales Training Articles |
Author :: Lance Winslow |
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| Article Title :: What If No One Ever Wrote A Book On How To Sell? |
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| What if no one ever wrote a book on how to sell things? What if no one ever did a sales seminar or produced training videos or cassette tapes teaching people how to sell? What then? Would less items and services be sold? Yes, probably, we can deduce that if sales people never learned how to sell that in fact less things would be sold right, I mean that makes sense. Indeed, we can both agree that less items and services would be sold in the market place if salesmen and women were lousy at selling.Well it makes sense then that we need sales training materials and we need the videos, tapes and books. Well what if no one ever sold those tapes to sales men because they never read the bo (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Process - How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Buy |
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| Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! This belief can waste your time, effort, and company resources.Unfortunately, time and resource investments do not inevitably produce sales. How many of the opportunities in your pipeline have been stalled at the same step in the sales cycle for weeks…or months? In how many opportunities have you and your company invested enormous amounts of time, energy and resources (conducting product demonstrations, writing lengthy proposals, providing product evaluations, etc.), only to have the prospect decide they don't WANT to buy, or prov (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Beverly |
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| Article Title :: How to Stop Playing Phone Tag and Close More Sales |
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| Few things can be more frustrating for the sales professional than the proverbial game of phone tag with prospects. You know the drill…you call and leave a message, the prospect calls back and leaves a message, you call back, and on and on and on. This can be extremely frustrating, not to mention terribly inefficient. This situation is a symptom of a larger problem…the problem of not controlling the sales process.From the moment of your initial contact, YOU should be controlling the sales process. You know the steps that must take place to complete the sale. You know how long each should take. You know the hurdles that must be overcome. In short, you know the sales proc (read full article) |
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| Category :: Sales Training Articles |
Author :: Dan Collins |
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| Article Title :: Train to Learn to Win |
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| Aligning your training to learning and matching your business goals is the ideal way to increase your business wealth. In 2004, 50 billion dollars were invested in training in the United States. It’s clear that smart companies invest in their people in an effective way to broaden an individual’s human capacity, thus enabling the successful support of overall company goals.This year’s ASTD BEST Award winners represent organizations that demonstrate enterprise-wide achievement as a result of employee learning and development (ASTD.org).Last year’s winners outperformed the S&P 2005 index by 2 to 1! That’s an impressive indication that training and offering more skills (read full article) |
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