 Category :: Sales Training Articles |
Author :: Wendy Weiss  |
| |
| Article Title :: Proposals: Following Up |
| |
| Readers frequently write and ask: How does one follow up on a proposal when each time you call, you only get voice mail?Excellent question! Try this:Always have your calendar or Palm Pilot with you and easily available. When a prospect asks for a proposal, part of your conversation must be about how and when you will deliver that proposal. Once you have established the time frame for delivery, take out your calendar and say, “Let’s pencil in a time for me to come by with the proposal, and we’ll be able to talk about it.”Keeping in mind the parameters and time frame that you just discussed, offer some choices: “Is early next week good for you, or is later in (read full article) |
| |
 |  |
| |
| Category :: Sales Training Articles |
Author :: Wendy Weiss |
| |
| Article Title :: Prospecting Success |
| |
| I spent my formative years in ballet class. While other kids went out to play, I went to ballet class. In high school while others attended after-school activities or hung out together, I went to ballet class. By my mid-teens I was taking class five or six times a week or maybe even more. This was a habit that continued till injuries sidelined my professional dancing career.This habit of taking a ballet class every day was not mine alone. Every dancer, professional or those seeking to become professional, takes class every day. It’s a habit, it’s a reality, it goes with the job. It is impossible to dance professionally without taking class. Even the stars, Barishnykov, for exa (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Wendy Weiss |
| |
| Article Title :: Purple Envelopes |
| |
| In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters.Essentially her letters were lists of all the services (features) offered by the company and concluded with a tepid, “I will call to follow up.” The letter could easily have been written by any of her competitors. She sent it out in a white envelope. It was not surprising that her prospect had not responded.While I generally recommend against sending letters before a prospecting call, if you are sending a letter, you must make it interesting. If your le (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Wendy Weiss |
| |
| Article Title :: Summertime Blues |
| |
| It’s summertime!1. No one wants to be bothered.
2. It’s too hot.
3. It’s a beautiful day; everyone is out.
4. No one is thinking about work.
5. Prospects are getting ready to go on vacation.
6. Everyone is on vacation.
7. Prospects are just returning from their vacations
8. I’m preparing to go on vacation.
9. I’m on vacation.
10. I’ve just returned from vacation.
11. My assistant is on vacation.
12. Their assistant is on vacation.
13. No one is in on Mondays.
14. No one is in on Fridays.
15. Prospects are catching up midweek.
16. Prospects leave the office early.
17. Prospects go to the offi (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Tom Richard |
| |
| Article Title :: Sales Philosophy: What You Believe Determines How Well You Sell |
| |
| I have a simple sales philosophy: provide value first and make a friend at all costs.Now, what’s YOURS? Do you believe every word of it? You should, if you want to be a great salesperson.EVERY salesperson should have a sales philosophy that they firmly believe in. It represents your values and defines who you are as a company and as a salesperson. It also affects how you approach your customers and how effective you are at making the sale. “I think I already have a sales philosophy…”You may think you have a good sales philosophy, but chances are it needs improvement. Does it accurately represent YOU? Is it as effective as you (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: How to Unlock Sales Person Competency |
| |
| To begin understanding sales competency, you have to begin with the ultimate assumptions about professional selling. Can we all agree that professional selling is ultimately:1 - Grounded to a buyer(s) behavior and decision process?2 - Focused on helping a transaction occur?3 - Bound by an ethical responsibility to do “what is right”?If we can all agree on these things from all sides of the table we can begin to dissect the sales profession step by step using the system's approach. If the buyer, marketing, purchasing, and even HR professionals can agree to this, then we can begin to arrive at a common definition of “sales competency.” Obviously, this is (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Brian Lambert |
| |
| Article Title :: The 7 Roles of Highly Competent Salespeople: Explained |
| |
| A “role” is defined as the characteristic and expected social behavior of an individual. We all play many roles in life, such as parent or salesperson, and it is not difficult to see how this sense of the word role is related to its meaning in theater, where a “role” was played by a character.Role conflict (having conflicting demands from two or more different people), role ambiguity (lack of clarity in what's expected) and role overload (too much on your plate) can have a significant negative impact on effectiveness, results, self esteem, professional self image and consequently resilience in the face of adversity. In short, without a clear definition of the role (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Duane Sparks |
| |
| Article Title :: The Sales Training Series: Ask For A Commitment Every Time |
| |
| Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.Why don't customers commit? Because salespeople don't ask them to!Yet incredibly, four out of six sales calls end without the salesperson asking the client to commit to any action that will move the process forward toward a sale. The salesperson presents some product information, maybe leaves some brochures and then walks away.That is a travesty. Here's how to p (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Duane Sparks |
| |
| Article Title :: The Sales Training Series: Buying The Salesperson |
| |
| In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The first and most important of these is: "Do I 'buy' the salesperson?" This decision is always made before the prospect will seriously consider other factors such as product features or price.Most salespeople devote the majority of their selling time to "pitching" their products or services. Here's the problem: Whether prospects realize it or not, the first thing they decide is whether they like and trust you. If you bury your prospect beneath a mountain of product features while they are making the salesperson decision, you're probably in deep trouble. (read full article) |
| |
| |
| |
| Category :: Sales Training Articles |
Author :: Duane Sparks |
| |
| Article Title :: The Sales Training Series: Dealing With Sales Objections and Stalls |
| |
| Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.Almost all salespeople buy in to the stall. Very few ever get the deal once they do.What the stalling customer is really saying is this: “I’m not quite sold yet. Sell me some more.” Well then, by all means, do some more selling. But do it right. Here’s how:Never challenge a stall. Since the customer offered no specific reason for hesitati (read full article) |
| |
| |
| |
| |
| Prev 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 [40] 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 Next |
Article Categories
