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Information
Training Sales People to Empathize and Listen
Is it possible to train a natural sales person to show more empathy, to see the world from the customers perspective or to listen more? Well, actually you might be surprised that the best natural sales people already do this and they do it so well and naturally that often we have no idea they are doing it.Yet we wonder why they make more sales.Read more…Sales Training for Mobile Car Wash Companies
If you own a mobile car wash company perhaps you have consider putting together a team of salespeople and going through the community and knocking on doors of businesses and corporations were you would like to have your mobile carwash trucks go in wash cars for employees while they're working all day.This makes sense and it is a good way to run a business. But, you must train your sales team in such a way that they do not jeopardize the reputation in the community that you have built up or in any way negatively impact on the word-of-mouth advertising or the referrals that your business has grown and come to expect.Read more…Sales Training for Truck Washes
Truck wash employees need to learn how to do sales because it is amazing how easy it is to up sell am independent truck driver who wants their truck looking spiffy. If asked most truck drivers will pay for 1 dollar per tire for armor all or tire dressing. And remember truck have lots of tires.Read more…Sales Training for Auto Detail Shops
Each person in an auto detailing shop should be trained in sales. Customers will often walk up to the service bays and ask questions and if the auto detailers are doing work, then they need to pay attention to the customer and they need to understand how to sell increasing their chances of getting another full detail job from that customer.The auto detailing representatives should be able to explain to the customer and answer all their questions without acting like the customer is stupid.Read more…Sales Training for Car Wash Fundraisers
Before you do your next carwash fundraiser for a kids group it makes sense to teach each kid how to sell. The sales training can be simple by simply setting them down and teaching them how to sell carwash fundraiser tickets so that your advanced sales of tickets will guarantee that your carwash fundraiser is successful even if there is a very low turnout.After all you need the car wash fundraiser to raise funds for your nonprofit group and you need the money for important things.Read more…Sales Training for Deck Cleaning Companies
If you own a deck cleaning and treating business then you might want to expand your business by expanding a sales team to help you. You can find a commission only sales team through referrals of current salespeople or husbands or wives of the people that work on your crew.And ask the folks also for other names of friends who might like to make money selling deck cleaning services.Read more…Sales Training for Car Washes
It is important for carwashes to train their employees how to sell especially if it is service writer that the customer talks to first when they pull up. It is also important for the cashier to listen to the customer and perhaps engage them in conversation in case they want add-on services.For instance if your carwash also does auto detailing, windshield repair and oil changes or does other automotive types services on the property then it makes sense that the cashier understand how the ancillary businesses works and is able to properly answer questions for the customer and sell those services.Read more…Sales Training for Fleet Mobile Truck Washes
If you own a pressure washing company that specializes in cleaning the fleets of vehicles or you own a mobile carwash or auto fleet cleaning business then it is important to train everyone on the crew how to do sales to increase your business especially if they work weekdays when people are around.If your crews go out on the weekends and close the gates behind them while they are working they may not need to learn sales however, if they work with you on fleets of vehicles such as car rental fleets or Heating and air-conditioning trucks, occasionally people will come up and ask them questions about the services you are providing and if they listen intensively and offer your services to those customers you might find yourself with much new business you had not expected.Indeed, everyone on the crew should realize that if they get you a fleet account that you will give them a commission from the sale.Read more…Sales Training for Mobile Detailers
If you own a mobile detailing business you realize that many people will walk up your truck and ask you about the services that you provide. They can see that you're working on someone else's car and they like the idea of having their car detailed while they are at work.It makes perfect sense because it saves them time and money and you can make a good living doing detailing in parking lots of people's offices.Read more…Sales Training Tip # 21; Teaching the Sales People Relationship Building
A good sales manager and Sales Trainer must teach each and every salesperson of the sales force for their company the importance of relationship building. Consider if you will the very competitive marketplace where your company and the competition compete head to head. Your competition offers specials, bundling of services and products and even special terms for payment.Read more…Sales Training Tip #33; Asking for the Order Too Early in the Sales Process
Sales Trainers and their sales managers need to make sure that their sales force and their sales people understand the selling process. All too often sales trainers and managers of companies will have sales goals and deadlines for their sales force. Sometimes these sales deadlines are brought forth by upper executive management in the company to further foster shareholder's growth in quarterly income to the company.Read more…Sales Training Tip #11; Prospect Interest and Sales Process
It is important for teach each and every sales trainer and sales training manager of any company with a large sales force to make sure that each and every salesperson that is on the team so they can recognize when a prospect is interested in what it is they are selling or offering. When a prospect is interested and begins asking specific questions about the product or service that the salesman is selling or offering the salesperson must draw in to answer any potential objections, which would kill the sale.The salesperson must also ask questions of his own in order to make sure that he is on the same page with the prospect and can continue the sales process.Read more…Sales Training Tip #17; Recognizing a Hot Prospect
Sales Trainers and sales managers need to teach their sales force and their salespeople to recognize when a prospect is a hot prospect and the difference of when a prospect is not interested. This will help the salespeople manage their time better and spend their client time and resources with those prospects and potential customers who desire the services that they are selling or the products they are offering.A good salesman working under a great sales manager should know this instinctively and the sales manager must make sure that each and every salesperson can recognize a hot prospect or an interested potential customer.Read more…How to Teach a Sales System with Playing Cards
Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products.Read more…Sales Training Tip # 44; Qualifying Leads
If you are a sales training officer you have quite a bit on your mind to make sure that your salespeople follow the rules and do not do you into trouble or your company into trouble with government regulators. If you are a sales manager who also has the job of sales trainer then you know you must teach your salespeople to qualify each and every lead.Many times your competitors will shop your company and ask many questions and before you get to into a long drawn out sales process and answer hundreds of hundreds of questions it makes sense to make sure the person you're talking to is a decision maker and actually is interested in your products or services.Read more…Sales Training Tip #15; Stay on Topic
Sales training professionals need to make sure that their sales force stays on topic when doing cold calling or when in the sales process in personal meetings. All too often we see salespeople stray from the subject of the products or services they are selling.It is good to developer relationship with the prospect, but if you keep talking on all kinds of issues then you're liable to disagree on something and you'll kill the sale because you started talking about religion or politics.Read more…Sales Training Tip #07; Ask Questions of the Prospect
If you are a sales training professional you need to make sure your salespeople understand that it is important to ask questions of the Prospect during cold calling and during sales interviews. The best way to do this is to have the salesman ask very good questions of the Prospect about important things in their business and their operations.This does a couple of things; one, it opens dialogue and keeps the Prospect talking and developing rapport with the salesman.Read more…Sales Training Tip #17; Be Persistent and Do Not Harass
As a sales training person you are well aware that many times news salespeople will be over persistent in order to achieve the sale. Often they will push the sales process along too fast and fail to answer objections from the client or fail to develop a relationship with the prospect or the potential customer. This leads to huge problems in that on one hand your salesperson is very persistent but on another hand they are harassing the client.Read more…The Difference Between Selling and Marketing
What is the true difference between selling and marketing? Well first let us look at the basic MBA Textbook definition of marketing; Marketing is the planning, pricing, promotion, packaging, advertising and selling of any product or service. Well then that about says it all does it not?Read more…Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers
DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM).Traditionally a secretary, administrative assistant or switchboard operator blocked entry.Read more…
Most Recent Articles in Sales Training category
- The Intentional F&I Manager-Part 1 - By: Ron Reahard
An Intentional F&I Manager does things with a purpose, and on purpose!.It's an exciting day in the F&I Department and many F&I Professionals are reaching record performance levels. - The Intentional F&I Manager-Part 2 - By: Ron Reahard
In most dealerships, the primary reason the F&I Manager position exists is to sell additional products and generate additional revenue. - A Big Sales Tip - By: Jim Meisenheimer
Here's a big sales tip. How would you like to keep close tabs on your biggest sales prospects, best customers, and fiercest competitors without having to lift a finger or pay a penny? Now you can! - Basic Sales Techniques - By: Jim Meisenheimer
Learn these no-brainer basic sales techniques and watch your sales take off. And always remember, selling is easy when you work hard at it. - 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.