 Category :: Sales Training Articles |
Author :: Jim Meisenheimer  |
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| Article Title :: Sales Predator Or Professional Sales Rep |
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| From a customer’s perception, it’s easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship.In a recent survey conducted by Target Marketing Systems, Inc. they listed fourteen criteria that indicate how effective a first meeting is likely to be. Here are four of the factors, not in order of priority, with some of my observations.Listens before giving solutions - If you’re not listening carefully, you’re probably not asking good questions. Some salespeople have all the answers before they ask the (read full article) |
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| Category :: Sales Training Articles |
Author :: Jim Meisenheimer |
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| Article Title :: How To Give Your Sales Job A Strategic Tune-up |
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| In happens every year in June.Six months down and six months to go. What will you do differently during the second half of the year to improve your selling results? If you don't take time to think about what you'll do differently, you may not do anything different. Now that’s okay if you're happy with your year to date results. If however you'd like to do more during the second half of this year you'd better think about making some changes now.One of the keys to raising the bar is effective sales planning. For most of us selling is fun and planning is not. Remember that selling success doesn't come from doing what everyone else is doing. The most successful salespeop (read full article) |
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| Category :: Sales Training Articles |
Author :: Carl Cholette |
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| Article Title :: Top 7 Psychological Triggers For Unlimited Sales |
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| Did you know that there are specific psychological triggers
you can use to influence the decisions of peoples and persuade
them to buy what you are selling?By knowing and using these psychological triggers you will
have an edge on your competitions and make more sales in the
process.Here are 7 psychological triggers you can start
using in your sales letter today!Psychological trigger #1: BE SPECIFICIt's important to be as specific as possible. Why! Because
it make your information more believable and credible. For
example: Don't say that you are in your late twenties, say
that you are 28 years old or 29. Be specific! Don't be vague!Psychological (read full article) |
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| Category :: Sales Training Articles |
Author :: Dave Stein |
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| Article Title :: TheTop 10 Reasons Why Salespeople Get Outsold |
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| In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen a lot of deals won and more than a few lost.When I first meet my clients, I find that some really do not know why they have won or lost business, although often they think they do. Their answers to just a few of my questions provides me with a pretty good idea of where to dig in more deeply. (Note: For me to perform a comprehensive diagnosis and provi (read full article) |
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| Category :: Sales Training Articles |
Author :: Scott Moldenhauer |
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| Article Title :: One Simple Persuasion Secret That Will Blow The Roof Off Your Sales |
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| The next time you’re shopping for clothes in a department store, take a closer look at the price tags. You’ll probably notice that each price tag starts with one price, but then counters with another. They say, “Was $60, Now $30,” or, “Regular Price $69.99, Our Price $49.99.”These stores are taking advantage of an incredibly effective persuasion technique called “psychological sequencing.” By sequencing the order in which offers are presented, psychologists have found that marketing and salespeople can get customers to purchase more products at a faster rate.You can use the same process to make a huge impact on your sales. This article focuses on exactly (read full article) |
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| Category :: Sales Training Articles |
Author :: Kim Beardsmore |
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| Article Title :: Increase Your Sales Without Spending Another Cent |
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| Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have.By ensuring you have the following attitudes and personal behaviors it is possible to increase your retail sales without spending another cent!1. Stop thinking about making a sale. Would you respond negatively to someone who genuinely cares about helping you find a solution to a problem? Probably not. Your prospects are the same. Stop looking to make a sale, and start looking for people who have a problem that your pr (read full article) |
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| Category :: Sales Training Articles |
Author :: Ari Galper |
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| Article Title :: Do You Have to Be Aggressive to Make Sales? |
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| A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach.After one coaching session, one member of the sales team came
up to me and said, "Ari, your approach makes complete sense --
but I'm afraid I'll lose sales if I stop being aggressive and start being passive!"Whenever I hear a comment like that, I want to scream, because it means that the person just doesn't yet understand that removing pressure from
the sales process doesn't mean being passive!But...I didn't scream. I took a deep breath and then explained that Unlock The Game™ is the reve (read full article) |
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| Category :: Sales Training Articles |
Author :: Richard Gorham |
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| Article Title :: Increase Sales - Overcoming Barriers |
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| Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time.Let's face it, some employees have a very hard time consistently executing tasks that "should" be relatively simple to complete.So what are the barriers getting in the way of their success?Actually, there are several types of barriers - but perhaps not the typical sort of barriers that you may be thinking.Barriers can be classified in three major categories. Each category identifies strong barriers that, if not quickly identified and corrected by the team (read full article) |
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| Category :: Sales Training Articles |
Author :: R.G. Srinivasan |
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| Article Title :: Essential Training Skills for Managers |
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| Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce.World class products and services can only be produced by workforce which is highly energized. And a high level of energy is derived by a skilled and knowledgeable workforce with the right attitude.In this scenario keeping pace with the knowledge and skills for himself and of his people is the key to managerial success. An ongoing training is the answer. Each manager must ensure the up gradation of knowled (read full article) |
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| Category :: Sales Training Articles |
Author :: Patricia Weber |
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| Article Title :: Sales Techniques to Help the Customer to Buy |
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| Three times I have revisited Turkey after living in the country for two years in the
1970’s. How could I ever forget? Salespeople everywhere can glean some wisdom
about the unique sales approach by walking through the Grand Bazaar in Istanbul.
At least three unmistakable key sales components are apparent: ask questions, be
persistent and appeal to emotions.ASKING QUESTIONSAs you revel at the array of products lining the street in the Bazaar, you hear
someone say, “We have a great deal on leather coats today. How would you like to
buy one?” On it’s own merit a question is one of the best ways to begin a
relationship with a new customer. Questions early on show (read full article) |
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