 Category :: Sales Training Articles |
Author :: Julia Tang  |
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| Article Title :: How To Achieve Excellence In Sales |
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| Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities.To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge. You have to know and understand yourself and your goals. You have to recognize and accept your weaknesses as well as your special talents. This requires a kind of persona (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: In Sales The Biggest Rolodex Wins |
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| How many names do you have in your business Rolodex? ______
If you respond the way most salespeople do – you’ll estimate 200, 400, 700, 1,000 etc.
Remember this, if your answer ended with a zero – you don’t really know, do you?
Your Rolodex, or contact management system, is one of your most important business assets. Not using it properly is a huge mistake and a big liability for you.
Here are several ways to build your Rolodex.
1. First, get rid of your paper planners. This is 2004. Invest in an account management or data base management software. Check out ACT or File Maker Pro.
2. While you’re getting rid of your paper pla (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: Closing The Sale |
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| Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge.
Closing the sale, cinching the deal, tying up all the loose ends, and getting to a yes decision is an important skill in the selling process. Even getting a "No" decision is better than holding onto an everlasting pending one.
Joe K., a friend and former client, discovered the importance of an effective close at an early age. Joe has been the president of major corporations and currently serves on s (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: Three Types of Salespeople |
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| "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart.
The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He relies on his instinct and counts on his intuition to carry the day. His days are fun filled and exciting, because he literally treats each sales call like an adventure. He's the Indiana Jones of selling, foot loose and fancy free, what ever that means.
The second t (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: 7 Sales Techniques To Differentiate You From The Competition |
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| You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves.
When selling there are three principle things you can differentiate: You, your products, and your company. My observation is that most sales representatives do an adequate job of differentiating their products and their company. They neglect, however, to develop a personal brand. Befor (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: When You're In sales Always Aim Higher |
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| Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for their customers.
The outside sales reps were given a goal to sell 25 units within the next 12 months. For the purpose of this newsletter and to maintain the privacy of the company they shall remain anonymous.
I would like to share some of the thoughts I have on how to achieve consistent selling results. Here we go...
Let's talk about the principles of GOAL SETTING. (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: How Salespeople Can Create Immediate Believability And Credibility |
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| It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct.
So many people in and out of sales speak in generalities. It's really hard to pin them down for the details. If speaking in generalities comes so naturally to so many people - it has to be instinctive. In sales it's tempting to impress new and prospective customers. One of the ways salespeople do this is with their product and service presentations.
These presentations often include references to the following:
=> How many products ar (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: Are You Doing What It Takes To Win More Sales |
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| What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales?
It takes . . . Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better. If you’re different and you’re better, you’ll be remembered. Type INC. after your name. For example, Jim Meisenheimer Inc.
Don’t view yourself as a person. Think of yourself as a brand or even as a company. How are you positioning yourself? When your customers think of you, how do they think of you? Create a list of ten things that make you different from your competition. If this is a tough exercise for you, you should invest some (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: How To Go Perpendicular In Your Sales Territory |
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| First and foremost are you thinking Strategically? “Do you have what it takes to do what it takes?”1. Did you achieve all of your personal goals in 2004?2. Did you achieve all of your professional goals in 2004?3. Did you have double-digit sales growth in 2004?4. Are you expecting to achieve double-digit growth during 2005?5. If not why not? (You’ll need some QUIETIME for this one)If the skills you used during 2004 weren't sufficient to enable you to over achieve your sales plan what makes you think last year’s selling skills will enable you to achieve your sales plan during 2005?What's needed is some radical thinking - let me expla (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: The Quickest Way To Increase Your Sales |
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| The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.You can speed up the selling process and decrease the selling cycle time when you have a written game plan. Your game plan should include three key elements. These elements are your objectives, the strategies, and your tactics.Your objectives and for these priority accounts should include what you want to sell, how much you want to sell, and when you want to sell it by. The "what you want to sell" includes the mix of products that make the most
sense for your prospects situation. The "how much you want to sell" is the dollar value of this product mix. The "when you w (read full article) |
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