 Category :: Sales Training Articles |
Author :: Jacques Werth  |
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| Article Title :: High Probability Prospecting - Some Basics: Easy, Effective, Efficient, and Enjoyable! |
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| It is 100% certain that at any given time, a small percentage of the population wants to buy your products and services. We call them "High Probability Prospects".Finding High Probability ProspectsWhat's the exact percentage ready and willing to buy? It depends on the product or service. It also depends on the effectiveness of marketing efforts; bulls-eye, targeted marketing yields a higher percentage of high probability prospects.How can you hit the bulls-eye with your prospecting? Find out the demographics of the highest probability prospects - data on average customers and profiles of the largest customers. Ask the Product Managers at companies you represent for th (read full article) |
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| Category :: Sales Training Articles |
Author :: Jacques Werth |
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| Article Title :: 'Interested' Prospects and Random Negative Reinforcement |
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| "Interested" is one of the most common words that salespeople use in their prospecting and selling activities. If you can eliminate that word from your sales vocabulary and replace it with the word "want," your volume of closed sales will rapidly increase. In most cases, just changing that one word can increase sales by up to 25 percent. This is easy to explain, and very difficult for most salespeople to do. Here's why.Closing is all about mutual commitment. However, commitment can be either positive or negative. Rather than ask for a commitment and allow for the possibility that the commitment may be negative, most salespeople avoid asking for a commitment. Instead, they ask prosp (read full article) |
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| Category :: Sales Training Articles |
Author :: Brian Lambert |
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| Article Title :: The 'Red' Pill or the 'Blue' -- the Truth About Professional Selling |
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| There is a major problem in professional selling today.The problem is, most people within the profession today don’t even know what professional selling entails to be effective, efficient or successful. That makes it a great opportunity for you, but a real problem for you at the same time.It really comes down to making a distinction between two different ways of “being” effective in professional selling just like making a distinction between how something is and what something is.Let me clarify…“Learning How to Sell”is COMPLETLEY different than“Learning Professional Selling”By this I mean…“Learning How To Sell” (read full article) |
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| Category :: Sales Training Articles |
Author :: David Gomm |
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| Article Title :: When Running A Business or Making A Sale When You Meet The Client From Hell - Learn To Walk Away |
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| Early in 2003 I ran into some folks who wanted some stained glass in their home. A friend had been discussing another project with them and mentioned that he had an associate who did custom stained glass. They mentioned that they would like to meet with the artist and my friend called me and gave me all the information. He was excited because these folks seemed to want a lot of stained glass and he wanted to help me to succeed. He did warn me that they had a hard time visualizing jobs, so I was going to need to provide drawings every step of the way.So I gathered a few materials and went to see these potential clients. We met at their home, which was under construction and had been (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: Abducted by Aliens? |
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| There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company, and your products or services. Perhaps you are trying to reach a prospect to continue a conversation or to follow up on a next step in your sales cycle. You have tried everything. You have called repeatedly at different times throughout the day, you have left messages, you have sent emails... All with no response.I offer here a last resort letter. When all else fails, try the Abducted by Aliens? letter. It goes like this:Februrary 2, 2005Ms. Jane Jones
ABC Company
123 Main Street (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: Amateurs |
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| Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate…My friend was feeling frustrated. “Amateurs,” she said. “I’m tired of dealing with amateurs.”I knew what she meant. A professional is someone who shows up, no matter what. A professional is someone who gets the job done, no matter what. A professional is someone who does what she needs to do, when she needs to do it, no matter what. An amateur is someone who lets circumstances, othe (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: Are You Getting in Your Own Way? (A Marketing Insensitive) |
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| If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?Recently I offered a series of free teleseminars. My goals for the teleseminars were to help attendees with difficult prospecting issues and to introduce a new product, “Cold Calling College.” As an incentive to purchase the product I offered a one-day only discount (standard m (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: Art & Discipline |
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| Ballet is an art form that began in the 1400’s and became more standardized in the 1600’s in the court of Louis XIV. Louis was known as the “Sun King.,” Tthe name came from a role he danced in a ballet. In 1661 Louis XIV established the Acadmie Royale de Danse to train dancers and dance teachers. By the 1800’s the technique was pretty much solidified into a form very close to what we see today.Ballet, the art and the training of a dancer, has a tradition that is now handed down from generation to generation. The training a dancer receives today is similar to the training a dancer would have received in the 1800’s. Yes, there are differences, stylistic and technical. Cer (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: Body Language: Dos and Don'ts |
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| Studies show that much of communication is nonverbal. That means it’s not only what you say, it’s how you say it: your intonation, gestures, facial expressions and posture. Here are some Body Language Do's and Don'ts to help your face-to-face prospect and customer meetings.Do:
Stand tall and have good posture, your prospect will interpret this as confidence. If you do not feel that you have good posture, you can change it! Start working out, going to a gym, take dance classes or do what the models-in-training used to do to help their posture—walk with a book on your head!Don't:
Slump or stoop in on yourself. Your prospect will see this as you having somethi (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: More Stuff We Make Up About Our Prospects |
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| • Go through the “no’s” to get to “yes.”• It takes X number of “no’s” to get 1 “yes.”• Every “no” brings you closer to “yes.”I’ve heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear “no”? Who wants to go through X number of “no’s” to get to “yes”? That’s exhausting and demoralizing. Ecch!Wouldn’t it be so much nicer if almost no one said “no”? Isn’t it great to hear “yes”! Wouldn’t it be wonderful to only hear possibilities? Well, you can. And this is how:I have been writing a lot recen (read full article) |
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