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Information
Selling You - It's The One Thing That Your Competition Can't Duplicate No Matter How Hard They Try
Regardless of whether you’re selling sprockets, widgets ice cream or computers, you can be sure you’re not the only one selling it.Here’s two sure-fire steps you can take that will keep you ahead of your competition. Why two steps?Read more…Home Runs Are Great But You Need A Few Singles To Succeed in Selling
Every now and then salespeople hit a home run – close a big deal. When these happen you have the right to celebrate and pat yourself on the back for your patience, persistence, skill and perseverance. I know the feeling of closing a big sale.Read more…Don't Let Your Salespeople Lose The Human Touch
Technology is a wonderful thing as long as it is used as a sales tool and not a crutch. Let me give you a recent example where I didn’t practice what I preach and it came back to haunt me.A client e-mailed me and asked me about doing a program for their management team.Read more…Become a CeMAP Qualified Broker
CeMAP training and regulation of the UK mortgage market Regulation of the UK mortgage market has increased in line with the overall trend of consumer protection. It is generally felt that hitherto the mortgage market has been under-regulated. The financial scandals of the 1980's and 1990's resulted in much tighter control over the entire industry, not least for self-employed mortgage advisors.Read more…Invest Time in a Night on the Town
A few years ago, I had the pleasure of spending some time in Charlotte, North Carolina training with the great Jeffrey Gitomer, author of The Little Red Book of Selling. As our time together came to a close, I had one last question for Jeffrey.I asked him, “If you were just starting out in the sales training business, knowing what you know now, what advice would you give yourself?Read more…CeMAP Mock Exam Papers
Are you looking for CeMAP mock exam papers? If you are interested in becoming a mortgage advisor but finding it hard to pass the cemap exams, we can help!Our five-day cemap training courses in London are based on groups of around 10 people for ease of control and ability to interact with the tutor.Read more…How To Overcome Objections
Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is, what problems they are facing, the impacts that the problem is causing, what they would like to achieve and so on.Read more…How to Coach a Perfect 10!
The other day I was delivering some coaching skills training for a company when a delegate asked me how she should coach the person who is an introvert and has little to say.This is the type of person when you start your coaching session by saying "How is everything going?" they just reply with "OK" and then the tumbleweed makes its way across the floor!Read more…How To Get Action With Your Staff Reviews
"My 1 to 1 sessions seem to just fizzle out at the end of each one, usually because we run out of time and need to get back to the work place. How can I overcome this?"This was a great question that was asked by a delegate during a Management Development Programme we were running for them.Read more…Gaining Sales Confidence - Sometimes It’s What You DON’T Say
Are you concerned about your sales abilities? Most of my clients have these concerns. In my very long-term sales experience, I have found that most of the problems can be solved with practice and confidence.Read more…The Business of Dealing With Your Competition
Your competition may not only come from going up against a competing product, or service. You may have a product that's one of a kind in your field of business, but it is not the only thing people are spending money on.Your job is to get your prospect to spend their money on "your proposition" not something else.Read more…How to Deal With Rejection and Criticism in Business Relationships
It's important for a salesperson to have a backbone of steel and a strong constitution. The wise salesperson prepares him, or herself for anything that may happen throughout the course of a business day and is not offended if a customer turns down their proposition, even if they get a door slammed in their face.How to Deal With Rejection:The rude customer will go about his day without any regard to your hurt feelings.Read more…A Passion for Excellence
What is excellence? Is it an acquired skill? A few synonyms for excellence are preeminence, distinction, and transcendence.Read more…Five Things You Forgot About Great Sales Training
Great sales training differs from what you’re probably doing, in five significant ways. In your heart you knew these things. You've just forgotten!Read more…America's Mortgage Industry Simply Can't Sell Well
As a sales consultant, trainer, and author I’m particularly interested in assessing the differences in selling abilities among various industries.To my knowledge, this has never been determined, systematically. I haven’t come across an individual study that pits one type of industry against the next with respect to its persuasive abilities.Read more…Real Estate Sales Training
In real estate sales training, sales forecasting is very important. Sales forecasting is the task of projecting the future sales of a firm. The sales forecast indicates how much of a product is likely to be sold during a specified future period in a specified market, at specified prices.Read more…Call Center Sales Training
Sales communication is the key to call center sales, carried out largely through oral and written communication. The sales manager lets his sales people know what they are expected to achieve, how they are performing, how they can improve and perform better. The manager also keeps them informed of what is happening in the company- to the products, production, distribution, promotion and profitability.Read more…Sales Training Consultants
Sales training consultants play a pivotal role in determining the personal selling objectives of a firm. The first task in sales management is to determine the place of the selling personal in the marketing mix of the firm and to set the personal selling objectives. The role, as well as the objectives of personal selling may vary from firm to firm.Read more…Sales Training Programmes
Sales training programs help determine the size of the sales force. The size of the sales force has to be fixed at the optimum level. A number of interrelated considerations are involved like the level of sales expected and the number of sales people needed for generating this sale.Read more…Sales Training Seminars
Sales training seminars help fix sales quotas and targets. Sales quotas or targets should reflect the firm's personal selling objectives, its overall sales plan, and the size of the sales force and the nature of the sales territories. Sales quotas or targets are quantified objectives for salespeople.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.