 Category :: Sales Training Articles |
Author :: Jacques Werth  |
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| Article Title :: How to Persuade Prospects to Buy - Elsewhere! |
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| Selling is often dubbed "The Art of Persuasion". When was the last time a salesperson talked you into buying something that you didn't want? When was the last time a salesperson hard-closed you into purchasing, before you felt ready to buy?We've asked dozens of CEO's the same questions, and they all believe that they're immune to sales persuasion. Yet, they've told us that they expect their sales forces to persuade, convince, manipulate, and do whatever necessary to increase their market share. What's wrong with that picture?Salespeople, from the VP of Sales on down, will try to live up to the CEO's expectations. Most salespeople believe that their job is to do whatever it t (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Can You Afford to Improve Your Sales Skills? |
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| Most full time salespeople spend very little money (or none) to enhance their sales skills. The majority of salespeople - the lower 80 % - often say that they "can't afford" to invest in a sales course.In contrast, most of the top 20% of all salespeople read several sales books and take at least one sales course per year. They constantly strive to enhance their sales skills. They invest in themselves, and as a result earn upwards of $110,000 annually.Ask ten salespeople that you meet during the next week what sales books they've read this year and what sales training they've taken. The probability is that most have not read a sales book in the past year. Most have not partic (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: High-Tech Selling: Is It Really That Difficult? |
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| Selling high-tech products and services is much more difficult than selling most other products and services: Truth, or just a popular myth?Selling anything that is not a known commodity can be difficult. However, most of the difficulty is created by salespeople themselves. Here are some of the reasons why high-tech Sales seems so difficult - and how the typical selling process just reinforces that myth.1. Most salespeople are unable to describe their product or service clearly and briefly enough.Most people take 20 to 30 seconds to decide whether they want what the salesperson is selling. Prospects get frustrated and annoyed at the salesperson who doesn't communicate (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Are YOU Guilty of Using these Obsolete Sales Techniques? |
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| * Selling the Appointment* Building Rapport* Establishing Relationships with Potential Prospects* Filling the Sales Funnel* Don't Take No? for an Answer* Making Prospects Feel the Pain* Persuading* Convincing* Overcoming ObjectionsThe result of these sales techniques is rejection and frustration. Ready for something different?Guilty of Holding These Outmoded Beliefs?* People Who Need Your Product or Service Can Be Convinced to Buy* You Need to Educate Your Prospects Before They Can Be Sold* Presentation Skills Are Very Important* Good Prospects Are Created By Good Salespeople* Helping (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Get Real with Yourself |
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| Fifty-one years ago I began to study selling -- not just because I'm a curious, analytical type, but because I've always had a burning desire to succeed. When I was young I learned that big money can be made in sales and I wanted "my share." Later, I realized that only a tiny percentage of the people who entered the sales profession make it big.DisappointmentGetting my first college degree, majoring in Industrial Sales, I aced all my sales courses. In my first sales job, I came to realize that what I learned in college didn't work for me. After taking many other sales courses, I learned most corporate and commercial sales trainers couldn't teach selling, either.So, I (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: The High Price of Comfort: Dramatic Results Require Dramatic Changes |
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| Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money on sales training in an attempt to improve themselves. Do they succeed in improving their selling skills? Rarely.Why doesn't sales training usually lead to improvement?Ironically, salespeople often choose workshops focused on what they already know how to do. Training may emphasize practice in old standards such as handling objections, or teach a dozen "killer closes."Most salespeople choose to improve on what they already know because it "feels comfortable." It's comfortable to think that if they can just get better at handling objections, it will make a huge dif (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: The Ultimate Competitive Advantage: Trust and Respect |
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| Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision?Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.Weighted Values* of Buying Decision Factors(c)1. Level of Trust in the Salesperson: 87
2. Level of Respect for the Salesperson: 82
3. Reputation of the Company or Product: 76
4. (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Are You Stuck or Can You Get It? |
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| Why do many salespeople remain faithful believers in obsolete selling strategies? We are talking about intelligent, successful salespeople. People whom, if they opened their minds to a totally new concept, could easily double their income without working any harder. That question has puzzled and frustrated us during the 14 years that we have been in the sales training business.We have trained a great many salespeople who have doubled and even quadrupled their sales. Most of them have recommended our training to a lot of their friends and colleagues. Usually a few of their friends and colleagues enroll in our training courses. But, that's not we expected.We expected that, whe (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Buying Decisions: Are They Logical or Emotional? |
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| "No one ever got fired for buying IBM," has been repeated, believed and acted upon thousands of times. That is a clear indication of how the emotions rule decision-making. The emotions involved are security, recognition and self-esteem.Here's another real world example:Back in the early 1980's, mounting components on the surface of printed circuit boards, rather than through the boards, was a "new" design and manufacturing technology called Surface Mounting Technology (SMT). The company I was with at the time was one of the leaders in providing automated SMT assembly equipment.One of our salespeople told me that a major electronics manufacturer in his territory had ju (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: Close Effortlessly without Pressure or Anxiety |
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| High Probability Closing is not an event. It's an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect's commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process - typically between 25 and 45 times.Closing starts when we set the appointment and then ask, "If we can meet all of your conditions of satisfaction for (this product or service), what will you do?" If the prospect doesn't reply with "I'll buy it," or words to that effect, we immediately cancel the appointment, for now. However, we will continue to call the prospect every three to four (read full article) |
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