Sales Training Articles & News
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Have you ever started something and not completed it? Or maybe there’s something that you know that you should do but you just don’t seem to get around to it? Or perhaps there’s something that you know would benefit from more attention / more focus but you just don’t give it the attention that it deserves?
5 Small Steps To Ultimate Sales Success
“Selling worth doing is worth doing badly … at first!” ~ Gavin Ingham, 2002 Have you ever wanted to learn something new but just found it too difficult? Or started something but gave up because you just couldn’t get the hang of it? Or maybe you just find the thought of ringing new clients far too scary? Perhaps you sometimes get great results but don’t know what you’re doing differently? Could you be stuck in your ways? If any of these could possibly be true then this ...
Keep Sales Simple
For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with.
7 Steps to Selling Artwork
Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan!
The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone
The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals.
Increase Profits from Your Existing Customers
An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back.
Increase Your Sales With an Incredible Offer
What are you selling? Coaching? Consulting? Professional services? A product? Information? To start with, you need to sell your product or service in terms of benefits to your clients and not features. Clients want to know what your product or service will do for them, not necessarily all the credentials you have or the process you use. But once you've got a great list of customer-focused benefits to use as copy points in your marketing messages, what else ...
Sell Yourself, As Well As Your Product
When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
Just Ask
For the ‘big three’ automobile sales consultants, the ‘employee discount pricing’ has made it to easy to sell. It has been great for a change. But... don’t let this style of ‘short cut selling’ sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms ...
A Sale in 30 Seconds? It's all in the Greeting
It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival.
Don't Get in the Way of Your Sale
One of the issues that salespeople struggle with in the Budget Step is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have trouble talking about money. Because their product is too expensive for them, they assume it's too expensive for their prospects.
Sales 101: Learning about Price vs. Cost
For as long as there have been documented records, there have been merchants, or as we are called in modern vernacular, salespeople. People want things. People need things. Considering that there will always be a public demand for something, there will always be a need for salespeople! It has been said that "Nothing happens until someone sells something." This is absolutely true. The sales function drives every other aspect of a modern company. Sales must come first, for without sales, there ...
Are You Deaf? Dumb? Blind at Trade Shows?
I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company.
Yikes My Feet Hurt! 8 Tips for Trade Show Exhibitors
Yikes - My Feet Hurt! Concrete. Tiles. Cheap carpet. Walking, walking. Standing, standing. Talking, talking. Walking, standing, talking - and walking some more. We've become a comfortable people. We don’t walk miles per day on hard surfaces. We don’t stand for hours in a relatively confined space. And, we get grumpy when we’re required to do so. Not only do we get grumpy inside, we show it on the outside. Our shoulders droop. Our smiles become forced or ...
5 Steps to Selling Anything Technical
One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, ...
Method to the Madness of Training Seminars
I arrive with about 350 other guys. We smile at each other but really don’t talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar.
Acquired Expertise: Attitude and Confidence
“I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested.” The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed.
Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects
A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.
5 Steps to Selling Anything Technical
One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, ...
As They Approcah the Finish Line... The Winner Is?
Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over.
A Trainer's Road to Riches Part I
You Can Turn $30 into $370. A Trainer's Road to Riches - Part I This idea ripped directly from the pages of Think and Grow Rich by Napoleon Hill includes practical applications for today's trainer communities. Can you imaging leading a training session filled with people from across the world, all paying to hear your specialized knowledge? Many of the topics web fluent surfers perform with unconcious precision, could be your road to riches. Let's say you ...
Prospecting: Not A Wild Goose Chase... It's A HUNT
Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT.
Sales and Closing Techniques
One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the ...
Seven Keys To Closing More Sales During The second Half Of 2006
It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.
Anticipating the Audience's Reaction
Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true.
The Road to Achieving Training Success: What Holds the Key?
As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to increase the possibility and probability of success.
Mortgage Leads Are Like a Box of Chocolates
Mortgage leads are like a box of chocolates, you never know what you’re going to get. That is why it is so important to do your research before you invest.
Shout At Your Customers They're Hard of Hearing!
Some people say we live in the Information Age. I call it the Distraction Age. My new hometown is Distractionville. Everything and everybody shouts, "Hey, look at me!": E-mail, Internet, TV, telephone, newspaper, radio, family and friends. The Distraction Faction is as bright as the midday sun and louder than a freight train in Distractionville. I have had conversations lately with many small business owners about promoting their businesses for more sales. Traditional ...
How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?
In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on ...
More Sales You Must Keep Asking
I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my mucky glasses.