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Poison Words: The Top 6 Words that Sabatoge Sales
One of the quickest ways to turn off your sales prospects is to use Poison Words. Poison Words are words or phrases that trigger suspicion, mistrust and loss of respect. Ironically, several Poison Words are part of traditional sales techniques and are intended to create trust and "build rapport.Read more…Prospecting - It is Simple, Only DOING Counts
"Actions speak louder than words.""The smallest action is better than the greatest grand intention."We have all heard these sayings for years.Read more…Ask Questions and Listen
Ever notice how we all learn everything backwards? From the day we are born we learn how to fit in. We socialise, talk and convince everybody how great we are.Read more…Sales Training Tips for Truck Washes
The easiest way to increase sales for a truck wash business is to have a sales team. The sales team must spend time on the phone contacting local trucking companies and over the road national carriers. They will need to get a hold of the dispatch or and not necessarily the particular company's management.Read more…Sales Training Tips for Mobile Car Wash Marketing Teams
If you own a mobile car wash business the fastest way to increase sales and build routes so that you can add new cruise to your existing business is to set up sales teams, which will go out and solicit new accounts. The goal is to increase the routes and density and numbers of cars washed per day. It is important to sell the service is to the higher end clientele and to stack the customers very close together perhaps even on the same street.Read more…Sales Training Tips for Aircraft Sales Businesses
If you are a sales manager in charge of training aircraft sales people you need to be sure of a number of items. Aircraft sales should not be a high-pressure business and if you have people coming from the auto industry to sell aircraft you might be surprised if they do not do as well as you might expect. The average aircraft buyer is much more sophisticated and in the aircraft generally sell from between $100,000 for a small single up to 10-15,000,000 dollars for a corporate jet.Read more…Sales Training Tips for Car Washes
In a car wash business there are two very important things you need to do to make sure you train your salespeople. First you must understand there are generally two or three points at which you have the opportunity to sell a customer services at your car wash. For instance the cashier and the greeter.Read more…Sales Training Tips for Politicians
So often politicians forget that simply been the best candidate is not enough. The hard part is getting the votes and that means you need to walk precincts and it also means you must train your precinct walkers and volunteers a few sales training tips and techniques so they do not turn off voters. If a precinct walker is not good at personal conversation skills they will turn off voters.Read more…Closing The Sale: Why Business Owners Spend Money
Many sales gurus have made a ton of money trying to teach us how to close a higher percentage of our sales leads. They tell us to learn the ‘trigger’ words that cause people to buy. And, then memorize their prospecting and closing scripts.Read more…eLearning: Hype or Hip?
Many times customers and potential customers ask me whether eLearning is just a passing fad. This is an excellent question that warrants some discussion. My experience with eLearning and more especially with custom eLearning content development has been an extremely positive one.Read more…If You Want People to Buy from You Stop Trying to Sell to Them
Have you ever had a person not listen to what you are saying because they have a sales script they want to follow?They are trying to sell you something, you tell them you aren’t interested, yet they keep on going.Pretty annoying isn’t it?Read more…Your Clients Experience Life Events, Will They Call You?
It's July - half way through. Your having a great year. You've written 30 new lives, some of which were multi-million dollar policies.Read more…Financial Service Professionals - America's Best Kept Secret
I often wonder why some professionals complain about not having enough people to call on. Then I hear moans and groans of not making enough money, and that business is slow. Now I'm not doubting that these people are making calls and asking for referrals, any good agent or investment rep knows that is what it takes.Read more…Signature Selling: Earning More Business with Great Service
Andy Martin and I were discussing some of the companies with which we strive to emulate. It all started with a couple of trips to a few well-known business models that train employees to treat the customer like a king or queen. You may be familiar with Starbucks, Nordstrom’s, The Ritz Carlton, and FedEx.Read more…The Packaged Product: How to Distinguish Your Business
This is not another story about my UPS man, but it is related. (See Signature Selling) I had the privilege of going Pheasant Hunting in Kimball, South Dakota. I traveled with my father-in-law and brother-in-law, and a few others for a total of eight.Read more…How to Win New Clients (and Keep the Ones You Have): Two Strategies
I deal with many financial service professionals day to day. Some sell life insurance and annuity products, while others offer those products, as well as others, as part of a Financial Plan. Not so long ago, a veteran life and annuity agent sat me down and began to ask me questions.Read more…Improve the Efficiency of Your Business with Sales Training Programs
Proper sales training is crucial for the success of any business! The efficiency of your sales depends on various interrelated factors such as the efficiency and the skills of your business members, the ability of your company to create and explore new sales opportunities, as well as the ability to close potential sales. In addition, a proper customer relationship management can maintain the clients’ interest in the products or services offered by your business.Read more…The Necessity of Continuous Sales Training
The prosperity and popularity of successful companies is obviously the result of continuous training. Without proper sales training, a business is unable to stand out from the rest, thus having poor exposure and low credibility on the market. In order to achieve and maintain the success of their companies, business owners need to make sure that all their team members benefit from frequent sales training.Read more…Active Listening - A Key To Sales Success
Active listening is a two part process that builds trust in your prospects, customers or clients and helps them to become more focused and candid in their response to your questions. The following list outlines the activities that make up active listening skills.Phase I• Give solid dominant eye contact (right eye) when your customer is speaking.Read more…Top Trainer Asks Salespeople: Are You Barking Up The Wrong Trees?
Abe Lincoln said if he had five hours to fell a tree he’d invest four of them in sharpening his axe.Had he been a salesperson, given those same five hours, he’d develop and refine his prospecting list for four hours and do one hour of contact work.Qualifying our potential customers is one of the main activities in which sellers engage, and for good reason.Read more…
Most Recent Articles in Sales Training category
- Four Ways to Put Your Customer at Ease - By: Ron Reahard
With all the warnings customers get from 20/20, consumer reports and their local credit union about deceptive sales practices and "hidden profits" dealers make in the F&I department. - Hitting Home Runs in F&I - By: Ron Reahard
Excelling in F&I means you're skilled in several areas. Being a strong closer may mean more products sold, but having weak needs discovery skills translates into higher charge-backs and low CSI scores. - Efficient Promotion Training Boosts Christmas Sales - By: Mark Brown
Christmas is the make season for the majority of retailers. As such, it is critical that the salespersons are trained as professionals and are prepared for it. They should improve their skills and performance. They should better understand your products and service provided by your company. - Sales Training - Making it Stick! - By: Jeff Blackwell
Overview of the challenge inherent in all training. How to bring about long lasting results. - Are You A Leader? - By: Bonnie Ramsey
What is the one characteristic that all successful people have in common? - What State Do You Sell In? - By: Sam Witteveen
One thing that I found with lots of sales people is that when they are actually in front of the customer, they themselves aren’t in a good and productive state; they themselves aren’t in a persuasive state.I’ll give you an example of this. Just recently I went to buy a TV and it was about 6-7 pm at night. - 5 Easy Steps to Closing the Sale: Step II - By: Susan Adams
Step II: Asking the Right QuestionsIt’s been my experience that all prospects want to talk…you just need the right questions to ask them. That’s where many new sales people face a big hurdle. How do I ask the best questions to develop some needs for my product or service? - Dealing With a Difficult Prospect - By: Mick Bradley
Before we look at the nuts and bolts of this topic remember you are human and as such the first reaction by salespeople when confronted with this prospect is to decide “they aren’t worth my time” or take the “I’ll show you” approach.Neither of those will accomplish anything that will lead to a sale. You may feel better or feel like you won, but ultimately you and the company or product you represent will lose out in the long term. - Sales Sucess Tip - Be a Problem Solver - By: Greg Beverly
What exactly is a good salesperson? A good salesperson is someone who helps to solve the problems of others. As a good salesperson, you wouldn't dream of selling someone something that they either didn't want or didn't need…right? - 5 Easy Steps to Closing the Sale: Step V - By: Susan Adams
Step V: Gaining AgreementI chose the phrase ‘Gaining Agreement’ because that’s what you’re doing. It’s much easier to think about agreement than to think about ‘Closing’. Most people associate the term closing with twisting someone’s arm to get them to sign something.