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Sales Lessons from Simple-Speak
Immediately after dropping off breakfast for me and my brother, the waitress was suddenly overcome with sheer excitement. It was as if she had remembered something incredibly important, or maybe had just a few too many cups of coffee. She leaned in and exclaimed, “I’ll be right back with some ketchup for you!Read more…Cross Selling Across Divisions
I don't know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully implement a cross-sell strategy, especially across divisions. Certainly product knowledge is a real issue and so is compensation - What's in it for me?Read more…So You Want to Own and Operate an "Alarm Company" - What is Your Plan of Attack?
There are an immense amount of things to consider once you choose to enter the electronic security and alarm field as your next business. In my experience, the people who take this endeavor on, are coming from careers as alarm installers or have a great amount of engineering experience. What attracts a person to the alarm industry and makes them want to run their own alarm company are usually the recurring revenues from monitoring.Read more…How to Deliver the Right Message, Every Time
Frustrated CEO's and sales managers express that thought over and over, in one way or another. They're talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren't doing what they want them to do, communicating the right message and they don't know what to do about it.Read more…Training Seminars - Benefits For Computer Services Businesses
Training seminars provide many benefits to your computer services business. They are one of the best ways to increase your network. Training seminars also allow you to highlight your unique skills and abilities to a large number of people all at one time.Read more…Sales Skills Using Emotions: How Do You Build Your Emotions Into Your Business?
At a management seminar the other day, I was asked to define why EQ is important in a small business context. I defined a high Emotional Quotient as indicating ease in perceiving what others feel:Communicating effectively (two way). Listening actively (with attention).Read more…Sales and Up-Selling is No Joke
Everyday in addition to the basic spam of email, friends send me jokes. Some are funny, some are not. Those that are truly funny have a nugget of wisdom or enlightenment within.Read more…High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.” So what does that mean? Sometimes my most effective selling is when I have a “bad attitude” -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change.Read more…High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle
Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren’t. In my work of over 19 years with the high sales achiever, I find that most of them operate with a different set of rules about selling and the pursuit of new business.Read more…High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.” But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull.Read more…Selling with Tailored Benefits
We all know that a specially tailored suit is made just for you and fits you perfectly. The only problem is that it is more expensive. In selling, particularly rapport selling, where we always put our customer first, tailoring your product benefits to them just has to happen.Read more…Five More Rapport Selling Tips
6. Be aware of your customer’s requirement for territory. We are all animals deep down and don’t ever lose our instincts.Read more…The Rhythm is Going to Get You
It's true that during the day we actually shrink in size. You knew that didn’t you and it’s actually true. Because when we’re walking around, sitting down, our spinal column and other bones compress slightly with gravity.Read more…Four Hypnotic Sales Techniques
What do we mean “Under the Radar”?Getting under the radar is a way of sneaking in through the back door without anyone noticing. The Stealth Fighter plane is famous for evading the enemy’s radar systems so it can drop its bombs with precision accuracy.Read more…Four More Hypnotic Selling Techniques
And and ButVicky Pollard is making the word “but” celebrated in comedy circles. Yeah, but, no, but yeah, but no….Surprisingly the word but has enormous powers as it draws your attention.Read more…Ten Goal Setting Techniques
1. Write down long, medium and short term goals. Long-term are your visions and your strategy, medium term is the planning to get to your long-term goals and short term are the to do's that make the plans come together.2.Read more…Five Rapport Selling Tips
Dale Carnegie wrote “When dealing with people remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity”Selling in financial services has gone through enormous changes. In 1986 I vividly recall going for a job interview with an American life assurance company based in the UK. I still remember the language being used by the sales directors.Read more…Programming Power
Our brains can be programmed and re-programmed. As a persuader you can use programming to eliminate resistance and set forth the course of action. Pacing and Leading Pacing involves establishing rapport and making persuasive communication easier, while leading involves steering your prospects towards your point of view.Read more…Looking For New Customers? Start First With Your Direct Competitor’s Clients
Your overall success in prospecting for new clients depends upon identifying potential customers who need your product now and are comfortable with your price range. The good news is that your competitors’ clients fit the bill perfectly. In fact, year after year, research has confirmed that 17% of an average business’s customers would readily switch if simply asked.Read more…The Art of Fact-Finding – Turning Needs Into Wants
I timed myself this morning in making our bed. I’ve got it down to 1? minutes and I’m so proud but please don’t tell my wife.The reason I do it quickly is that it’s simple and rather boring.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.