 Category :: Sales Training Articles |
Author :: Jim Meisenheimer  |
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| Article Title :: More Simple Truths About Personal Selling Success |
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| Here are a few "Meisenheimerisms" that can perk up any selling day. These little gems have helped me grow my business and it's my hope they'll help you grow yours.Here they are:Note - one of the keys to closing the sale is opening the dialogue, which means you have to ask really good questions.Note - most people will do more to avoid loss than to gain an advantage, which means you have to uncover their pain.Note - the foundation to achieving success in sales is plain and simple. It's all about making sales calls. The more sales calls you make the higher your sales will be, which means making one more sales call every day should be a priority for you.N (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: Clever Sales Questions You Can Ask |
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| Let's start with the definition of "Clever" I'm using. It means being skillful in doing something - in this case asking questions. It's more ingenious than it's shrewd.Do you have any procrastinators hiding out in your pending file? Remember, you can't make a mortgage payment with a pending "maybe." Procrastinators procrastinate because that's how they're wired. They're not bad people, they just find it tough to finish what they start.Sure they have good intentions, and you want to believe them. You can can't make a mortgage payment with good intentions either.Actually, if you're dealing with a legitimate procrastinator right now, you can help him with this extra (read full article) |
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| Category :: Sales Training Articles |
Author :: Daryl Logullo |
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| Article Title :: 30 Client Referrals or More -- How to Get Them |
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| Do you get all of the referrals you want?Most professionals don't because they're afraid. Afraid they'll hurt their client relationships. Afraid they won't cultivate any new business. Or afraid they'll appear cheap or salesy.It's an imagined psychological line in the sand you're afraid of crossing with people. It's in a concept I teach called "D.V.", or Damage Verge. You're frightened that by bringing up the word "referrals" you'll push your clients, cross that line, and create damage.Let me give you an example.Of 5,200 investment and insurance professionals surveyed earlier this year by my firm Strategic Impact!, an overwhelming 79 percent said they rely on re (read full article) |
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| Category :: Sales Training Articles |
Author :: Alan Rigg |
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| Article Title :: Sales Leads - All Referrals are NOT Created Equal! |
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| No matter what business you are in, one of the best (and most overlooked) sources of quality sales leads is referrals. Just to be sure we are on the same page, let’s define a referral as an introduction to a potential prospect that is made by someone the prospect KNOWS and RESPECTS.Respect is a very important issue when gauging the quality of a referral. The more respect the person being referred has for the person who is making the referral, the greater the likelihood the person being referred will make the time to have a MEANINGFUL conversation with you.Why are referrals such a great source of sales leads?Think about it – what could b (read full article) |
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| Category :: Sales Training Articles |
Author :: Anandrahi JS |
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| Article Title :: Tips to Become a Super Salesman |
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| It’s age of marketing. What is the use of a quality products if you are unable to sell it? Moreover, there is so much competition in market that you can’t even sell a quality product easily. The world of business is changing fast. Unless you are able to adjust with the new trends, and mould your techniques accordingly you will find it very difficult to get success. However, you needn’t worry. We are arming you with some new and tested ideas, which will transform you into a SUPER SALES MAN (a very successful marketing executive).1. DON’T BELIEVE IN ‘NO’It is true that in a sales strategy you often have to agree with your customers. Customers are always right. Bew (read full article) |
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| Category :: Sales Training Articles |
Author :: Stephen Woessner |
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| Article Title :: The Truth in E-learning |
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| What is e-learning? According to Cari Mathwig, interactive team leader and Instructional Designer at The AVS Group, “Maybe the question should be, ‘What is not e-learning?’”According to the American Society for Training and Development (ASTD), “e-learning is a wide set of applications and processes used for the purpose of learning,” including those that are Web- and computer- based, virtual classrooms, NetMeetings, satellite or fiber-optic-connected classrooms, e-mail, bulletin boards, or chat rooms. The delivery mediums may be the Internet, Intranet or Extranet (LAN/WAN), audio and videotape, satellite broadcast, interactive TV, or CD-ROM.In a time when computer (read full article) |
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| Category :: Sales Training Articles |
Author :: Wendy Weiss |
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| Article Title :: To Confirm or Not to Confirm? |
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| Do you confirm every prospect appointment before you head out the door?Or…Do you not confirm, believing that it gives your prospect an “out?”Far too many coaching clients, workshop participants and readers have said to me, “If I confirm the appointment it gives them a chance to get out of it.” Let’s examine this statement and the beliefs that go with it.The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you somehow tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only wa (read full article) |
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| Category :: Sales Training Articles |
Author :: Valerian Dinca |
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| Article Title :: The Effectiveness of Selling Process |
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| Selling isn't an opportunity to manipulate the potential buyer to do what the seller wants, rather than providing the buyer what he wants. If how you sell is without importance to your customers, that means they don't get what they expected.Remember Walt Disney's saying: "Do what you do so well that people want to bring their friends to see you do it again." From my point of view, the greatest compliment for a seller is the customer's referral.If you want your business able to satisfy customers you must pay a special attention to the followings:
How you treat customers.
Treat them right. They want to feel like valued customers. They want to see that their (read full article) |
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| Category :: Sales Training Articles |
Author :: Stephen Long, PhD |
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| Article Title :: Has Your Company Created "The Tiger Effect?" |
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| Has Your Company Created "The Tiger Effect"?
Stephen Long, PhDYou’ve spent millions of dollars on training, and what do you have to show for it? Training programs are the first to be cut during lean times, and I’m not here to argue that they shouldn’t. Most training programs lack sufficient evaluation and have an inconsequential impact on the bottom line. In the 90s, training went from a perk to an entitlement. Employees expect to be continually educated without being held responsible to apply information in a manner that creates profit. What’s worse is that many employees leave after you’ve educated them. Why should you continue to educate your competition's workforce? (read full article) |
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| Category :: Sales Training Articles |
Author :: Greg Beverly |
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| Article Title :: Sales Tips to Make 2006 Your Most Successful Year Ever |
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| If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been putting off for whatever reason. They are not really reasons...they are excuses...and excuses are below the line. Excuses will ultimately cost you hundreds of thousands or millions of dollars over the course of a your life. Stop them now and start reaping the financial benefits that you were meant to enjoy.This is the end of the fourth and final quarter of the year. We are about to enter a new calendar year. What plans do you have (read full article) |
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