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Information
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
- Break open the voicemail clamshell - By: Colleen Francis
In this article Colleen Francis describes that how we can get positive results in sales by Voicemails. She says that nobody likes voicemail. But she describes three-step strategy to break open the voicemail clamshell. 1. Leave a short, purposeful message that requires no action by the person you are calling. 2. Leave a short, purposeful follow-up that fully meets the commitment you made earlier. 3. Leave one final, purposeful message that takes ownership of why that person hasn't called back yet. - Openings are key to successful sales letters! - By: Manpreet Kaur Goraya
If there's one thing your prospective customers probably don't have, it's time - time for you, time for your advertising, even time for them. Knowing this is key to writing an effective sales letter. These days it seems as though you have only nanoseconds to grab your readers' attention. If your opening doesn't do its job, your letter goes unread. - Challenging Business Leaders To Be Trainers - By: Linda Eagle
How to position training as a management development opportunity. - Why are good leadership courses so important? - By: John McLean
An article that indicated why good leadership courses can make all the difference to your business. - Sales Training that gets Results - By: John McLean
An article that indicates why sales training, and getting the right sales training is so important for a sales based business. - Give your Employees the Best Managers with Management Training Courses - By: John McLean
An article who's main focus is on the benefits that can be drawn from good management training courses - Get the Best Managers with Management Training - By: John McLean
An article that explains how easy it is to get a tailor made management training course - Ensure Effective Leadership with Leadership Training - By: John McLean
An article explaining why effective leadership training can pay dividends. - Do you get the Most from your Sales Training Courses? - By: John McLean
An article that looks into how sales training courses can be a huge boost to your profits. - Do your managers need leadership skills training? - By: John McLean
An article that focuses on the need for good leadership training within a business.