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Information
Sales Training Tip, How to Sell More in Today's Competitive Markets
Question:I received your newsletter. Thanks again. I wanted to ask you a question.Read more…Why Sales Training Fails
If you’ve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, you’re not alone.Despite their best efforts most organisations are failing to achieve their full potential from sales training due to four main reasons;1. Most sales training has at best a short-term effect on performance because of a failure to consistently implement, apply and reinforce what is learnt.2.Read more…Cross Selling
When I was sixteen and still at school, I worked in a department store on a Saturday. Cross selling was made easy for me then. For a while I worked in the menswear department.Read more…Hark! Your Training Program Was Created By Bruce Springsteen
Here's how to “Create Raving Fans” inside and outside of the classroom.Mastering the art of musical showmanship is the vital component to a powerful, rock and roll show.Learning the essentials of good public speaking is just as important whether you’re creating elearning courses or standing in front of a live group of trainees.Read more…Get Over Yourself; Prospects Don't Want to Talk to You
Are you still calling prospects to set up appointments? Just calling? Well, every other salesperson is doing the same exact thing!Read more…Sales Mindset vs. Sales Training
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training."Can you imagine two heavy weights like Sales Training and Sales Mindset squaring off in the ring?Read more…Sales Training: Being a Professional Closer
Professional closers have certain attributes that set them apart from everyday salesmen. Most salesmen look professional in their behavior and appearance and they are punctual, well-groomed, courteous, reliable, smart and well-dressed like professional closers. But it's not about appearance or behaviour.Read more…Why Salespeople Need To Do More Than Practice Selling
The saying goes, “pride come before a fall” and indeed, when it comes to sales and marketing skills for smaller businesses.The people that most need to improve their sales skills are those who think they don’t. Sounds contrary but it is rare to come across someone in a small business that acknowledges their weaknesses in sales and marketing skills and goes out to address it.Read more…Confidence 101
First and foremost, the very first thing you need develop in sales and negations is your confidence.But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado.Let me explain!Read more…Features Are The Way NOT To Sell - Benefits Win Business
Customers don't buy features - they buy BENEFITS. A FEATURE is something the product has, or a function it performs. A BENEFIT is what it does for the customer.Read more…Online Training on Autopilot Series... Persuasion Through Influence: PART 4 of 4
When you have the right systems in place, every element of your business and organization runs much more smoothly and is much more effective.I’m a believer in a systematic approach to everything. I define a “system” as a provable, reliable method, tool or set of actions that provide me with a solution to a problem or job function.Read more…Hit the Prospects' Hot Buttons to Close More Sales
At the conclusion of every sales presentation the salesman will have achieved one of three results: a sale is made, a sale is lost or valuable information is gleaned that can result in building a relationship. The third result can be called identifying the “hot button”. Obviously, the purpose of every sales presentation is to close the sale, and this is the only acceptable outcome any good salesman expects.Read more…Selling Your Sales Staff on Benefits versus Features
In order to skillfully sell your product line, whether it's digital cameras or houses, your staff needs to know the products' features, inside and out. They need to know how a camera operates, what special features it has, the number of pixels; real estate agents need to know the square footage of the house, the school district it's in, the amount of land involved, and so on.But the features of a particular product are not necessarily going to be the main selling points.Read more…Closing A Sale: Promise and Deliver!
One of the chief complaints from customers about the way business is conducted these days centers on customer service. Either the service aspect is completely lacking or what has been promised to the customer hasn’t been kept. Dealing with the latter category, it is easy to see why customers are disappointed: sales people routinely over promise and then fail to deliver.Read more…How Has Selling Changed Since The Nineties?
The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.Read more…Online Training on Autopilot Series: Persuasion Through Influence, Part 3 of 4
In the previous article on the subject of Influence – we discussed the first three principles of influence – reciprocity, scarcity and authority.Let’s jump right into the next three.The Principle of Commitment (and consistency).Read more…Why Do Customers Object?
Your customer’s objections are signs that they are interested in buying! If they weren’t interested, they would simply ask for a brochure or walk away. You must learn the meaning behind your customers’ objections in order to respond appropriately and turn each objection into a personalized sale!Read more…Online Training on Autopilot Series: Persuasion Through Influence, Part 2 of 4
The Principle of Reciprocity.People feel obligated to say yes to those they owe. Clear examples come from the charity organizations.Read more…Asking for the Sale
DID I ASK YOU?The world belongs to the askers. – Brian Tracy“I’M going to read aloud the names on your customer account list and then I’m going to ask you some questions about each one.Read more…Can Two Salespeople Really Be That Different?
Saying that two Salespeople are the same is like saying that two pets are the same; and we all know that isn’t true.For starters, dealing with a salesperson with years of experience is definitely different from dealing with a salesperson that is just rounding out his or her first week in the industry.Furthermore, dealing with a salesperson that puts your needs before his or her own is quite a different thing all together from dealing with a salesperson that puts his or her own needs first.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.