• Hooking Customers at the Bank Counter

    By: Paul Archer
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    Buying signals involve you constantly observing and listening to your customer to see if they’re interested to go to the next stage. And if they’re interested to go to the next stage, then take them there. And if the next stage happens to be signing the forms, then so be it.Read more…

  • Removing “Don’t” From Your Sales Language

    By: Paul Archer
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    This morning my 8 year old son Euan was eating his chocolate crispy thingies at breakfast when he suddenly announced to his mum.“Mum, don’t think I’m being rude, but do you mind if Dad takes us to school this morning?”Now how do you feel my wife felt?Read more…

  • Selling To Vito Is Just Like Selling To Bruno -- Stop Using B2B Sales Closing Techniques

    By: Tino Buntic
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    Are you a salesperson? Do you use sales closing techniques to land a sale? If you answered yes to these questions you probably can recognize the following sales closing techniques, as popularized by Zig Ziglar: That price is ridiculous close The new decision close The alternate of choice close The persuasion close The three question close Perhaps you're using these sales closing techniques, yet your sales numbers really aren't that good; the other sales reps in the office have better sales closing ratios, are closing more sales, and are making more money.Read more…

  • Sales Prospecting To Get More Sales Appointments Without Cold Calling

    By: Tino Buntic
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    To a large degree, sales is a numbers game – the more prospects you present to, the more sales you will close. Cold calling is also a numbers game. However, cold calling has the lowest success rate (if we define a success as booking a sales appointment) of any other prospecting method which you can use.Read more…

  • Fatal Sales Mistake Number 2: Stop Winging It!

    By: Drew Laughlin
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    Fatal sales mistake no. 2 in our series of 25 is “Stop Winging It!”When presenting to a prospect, how many times have you not really known much about his business or not really known what you’re going to say or what road you’re going to take the prospect down?Read more…

  • Sales Training Effectiveness: Increase Your Bottom Line With Sales Training That Sticks

    By: Chuck Mache
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    Why are sales training programs so often unsuccessful? The typical company spends tens of thousands to hundreds of thousands of dollars to put its entire sales force through the latest, hottest sales training program touted to increase its bottom line numbers. But, just as with all the previous sales training efforts, only a small percentage of participants embrace the new skills taught.Read more…

  • Training

    By: Mary Anne Winslow
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    This article is set to determine who should pay for the training of the labour force.Should the individual, the employer, or perhaps the government, (through various schemes) fund the future training of employees in the United Kingdom?Looking at who will be most benefited from this training and wages we may be able to conclude whether it is the employer, the employee or the government who will benefit most.Read more…

  • Are There Any Sales Yet - It Takes More Than Making Calls And Giving Out Information

    By: Dan Goldberg
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    Running or owning a company is not an easy task. The pressure to perform is intense. Payrolls and profits have to be met and satisfied.Read more…

  • The 16 Biggest Mistakes New Salespeople Make

    By: Tim Connor
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    There are only three ways to sell more. Do more right. Do less wrong.Read more…

  • Sales Challenges In A Competitive Economy

    By: Tim Connor
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    Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers.For you sales veterans, please don’t stop reading now, as I believe that many well established sales professionals often struggle with these same three challenges.Read more…

  • UK CeMAP Training Courses

    By: Joseph Kocsis
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    If you are looking to start a career in Financial Services as a mortgage advisor but are finding it hard to get your foot in the door, read on and fnd out how CeMAP training courses could help.We all strive for success by studying for university degrees, attend courses and continuously look for a spark for direction in life and it's not until we see a professional person in front of us that we realise that it's a job that we would like to do.It seems easy watching professional individuals working at the height of their career without realising what price they have had to pay to achieve their success.Read more…

  • The Number One Key To Long-Term Success In Sales

    By: Mace Horoff
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    When I look back over my long career in medical sales, there was one thing that I always did consistently. My customers always told me that this was the main reason they did business with me. Quite honestly, I was shocked to learn that every sales person didn’t do the same thing.Read more…

  • Train In The Language They Dream In

    By: T.J. Schier
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    'Train in the language they dream in.' Jim Knight, trainer extraordinaire for Hard Rock Cafe muttered this quote to me a while back. But digging deeper into the meaning, today's youth learns differently than most of us did when we grew up.Read more…

  • Sales Training for Freight Forwarders and LTL Shippers

    By: Lance Winslow
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    For those in the business of freight they are indeed what makes the World go around and without them well not much would work in our civilization. There would be no food at the grocery stores to eat, nothing in the stores to buy and it would pretty much shut things down leaving people in a very serious place. Chaos would surely ensue.Read more…

  • Where is the Training Issue?

    By: T.J. Schier
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    Too often, customers are frustrated in restaurants by indifferent service and food quality, and companies seem to be unable to solve the turnover problem - it's blamed on bad hires or inadequate training. Some companies even cut training dollars since they expect their employees to quit anyway.Perhaps the training dollars are targeted at the wrong level.Read more…

  • iTrain the iGeneration

    By: T.J. Schier
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    For those of you looking to attract and connect to today’s generation of workers, think "i." Not as in selfish, but rather the device connected to millions of today's employees - the iPod. Video and DVD have long been companies' preferred methods of training employees, but today's employees demand more and can do more with information presented on their frequency.Read more…

  • Train the People That Train the People

    By: T.J. Schier
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    Crying the management blues these days? Well, you’re not alone. Companies inside and outside of our industry are trying non-traditional ideas to help cure their issues, specifically in the area of employee training.Read more…

  • Praise Releases Energy

    By: Kurt Mortensen
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    In the persuasion process, it is essential to realize that people will act and behave in a certain way in order to validate compliments. If you present your request in a manner that compliments or builds up your listeners, they will be much more inclined not only to follow through, but to do so eagerly. Compliments have the power to change behavior because they make the recipient feel needed and valued.Read more…

  • How to Make Others Feel Important

    By: Kurt Mortensen
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    Many people consider ingratiation sucking up or brown-nosing, but the method works and ingratiation makes people more persuadable.Ingratiation is gaining favor by deliberate effort. Ingratiation techniques can include compliments, flattery, and agreeableness.Read more…

  • Ego Proof

    By: Kurt Mortensen
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    Anytime someone challenges your abilities, especially your abilities to do your business, your immediate and instinctive reaction is to prove them wrong! When employing this tactic, be careful to avoid damaging the ego. When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.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.