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Information
Worst Insurance Customers EVER! Is it Their Fault or Ours?
"Are my customers really screwing me by not keeping the appointment… by not making the “buy” decision… by asking questions which I have answered already?"If your answer is, "yes" – I agree with you, they probably are screwing you! If your answer is, “no” – I agree with you tooNow, let’s agree that neither one of the above answers is inherently wrong.Read more…Sales & Marketing Speaker Asks: How Are Gifted Sellers & Speakers Different?
To get anything of magnitude done, whether it’s in business, politics, the arts, education, or your personal life, it helps if you’re fueled by conviction and by passion.You should be convinced what you’re doing is the right thing, and your level of conviction should be exceedingly high, approaching the fervor of a zealot, at times.For example, let’s say you’re a trainer, and by this term I include consultants, coaches, teachers, managers, and business owners.Read more…Training For New Commercial Real Estate Professionals
Every commercial real estate brokerage firm claims to have great training, but few really do. Our research indicates that the quality of the training programs in the industry varies significantly. Thus, those seeking to enter the highly competitive commercial real estate field should do some research and assess the real training capabilities of their prospective employer to increase their chances of success.Read more…Sales Speaker Asks: Are You A Straight-Commission Personality?
Take a look at a few dozen want ads for salespeople and I assure you that you’ll find plenty that offer no guaranteed salary.They pay on what is called a “straight commission” basis. If you sell, you eat, and if you don’t you starve.Read more…Why a Salesperson Fails at Selling and How to Prevent It
If you stay in sales long enough, you realize that you can’t fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales.Read more…The Exploratory Meeting - The Most Important Element In The Sales Cycle
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. It is the exploratory meeting that will allow the professional salesperson to set the ground rules and get a feel for the client and their needs.Read more…Your Sales Process - Tweak It and Watch Your Sales Explode
I was building a new computer the other day and everything was going well. That is, until I went to install the operating system. For some reason, it would not install.Read more…How to Handle Sales Objections as Opportunities
How do you handle objections? Let's say you just talked with your client on a fairly large project and they suggest to you that you are not in the ballpark on the deal. What do you say and how did you get to this point in the first place?Read more…Sales Contact Strategy to Outperform Your Competitors
There are indeed secrets to success that you should know in order to be one of sales’ elite top performers. Successful people just seem to do things differently than everyone else and this article should give you insight into one of the great tips that all highly successful salespeople already know. And so should you!Read more…The Mystery Element In Sales
The element of mystery can be effectively employed to involve your audience. We are all naturally curious about the unknown. When we feel we've been left hanging, it drives us crazy!Read more…Using Ego In Closing The Sale
In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively persuade, you have to let go of your ego and focus on your objective. You don't have time to mend a bruised ego.Read more…Sales And Leadership: The Differences That Matter
You've heard something like this before: "He's not a leader, he's a salesman." Or: "She was trying to motivate me but gave me a sales pitch instead!"Being a sales person can provide a poor foundation for leadership.Read more…How to Develop Mega-Credibility For Your Training Institute
Credibility is the foundation upon which your success as a person and as a counselor are built. Your credibility (and the institute's) is taken into consideration by every person who makes any kind of a decision that depends on you in any way.You need credibility to support your claims in the advertisements or any other claim you make.Read more…Dissonance Selling
If you can get someone to mentally commit to a product or a decision, he is likely to remain committed even after the terms and conditions change. This is why when stores, for example, advertise very low prices on a television set, they include in small print, "Quantities Limited." By the time you get to the store, all the bargain televisions are sold, but you are mentally committed to buying a new TV.Read more…Using Dissonance To Increase Sales
Procedures, customs, and traditions are often specifically established for the purposes of creating psychological commitment. Consider fraternity initiations, military boot camps, political rallies, protest marches, and demonstrations. When we make our vows, beliefs, statements, or endeavors public, we feel bound to them.Read more…Getting Your Foot in the Door
One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it up with a larger request, we still tend to remain consistent in our behavior and answers. This technique of capitalizing on such a principle has been called by several names, including "foot-in-the-door," FITD, self-perception theory, or the "sequential request.Read more…More Success Will Come To You When You Find More Similarities You Have With Your Prospect
Studies show that we tend to like and are more attracted to those who are like us and with whom we can relate. If you watch people a party, you will see them instantly gravitate towards people who seem to be similar to themselves. I can remember walking in a foreign country, taking in the unfamiliar sights and sounds, and then running into someone from my own country.Read more…The Psychological Aspects of Closing the Deal
The call to action is the most important part of your presentation. This is where your audience understands exactly what you want them to do. It's where you define yourself as a persuader instead of a presenter.Read more…Close More Sales by Not Allowing Your Prospects To Think It Over
People put off until tomorrow only those decisions they lack the confidence to make today. We live in a society where no one has time. How ironic is that we don’t have time to do the things we want, but your prospect is going to spend time to think about it?Read more…Sales Negotiation Skills - How To Negotiate Like a Sales Superstar When it Seems You Can Only Fail
As with all of my sales training tips and sales strategies it?s important that you know how to apply tactics in the real world. Here is a question that was asked of me several times and in slightly different versions last week…Sales training question…Gavin.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.