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Information
Major Obstacles to Selling
Beware of these common areas that will cause you to lose the deal.1. Negative expectation or prejudging • Takes all enthusiasm out of sales person • Expectations2. Lack of Sincerity • More concerned with earning commission • Concentrate on helping the customer3.Read more…Top Producers Use Closing Techniques
I have not included many of the old, outdated, offensive, repackaged closes you often hear or read about. The following recommended closes can always be tailored and adapted to fit the style and approach that works best for you. Remember that you should only have to resort to these last-minute closing strategies if you have not completely closed your prospect throughout the presentation.Read more…Turning Objections Into Sales
When you become a Master Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them.Read more…If You Don't Ask, I Won't Tell and You Lose a Sale
Fuel consumption wasn’t the reason we bought our Volkswagen Jetta five years ago. Although, the investment has paid off handsomely considering the price of gasoline today. I remember our car search like it was yesterday.Read more…Sales Objections: Don't Let the "I Need To Think It Over" Objection Stall You Out
Have you ever been sitting at a stop light and when the light turns green, you step on the gas and your car stalls? That’s the same feeling that you get after you’ve gone through your entire sales presentation with a potential customer, crunched some numbers and asked for the sale, you hear, “Well, it sounds good, but I need to think it over.”You were doing well, waiting for the customer to give you the green light, and you stalled out.Read more…Sweet Sounds Of Success Are All In The Voice!
You know there are two sides of the brain.The left hemisphere is linear, mathematical, while the right hemisphere is artistic and intuitive.Some people are considered “hemispherically dominant,” according to researchers.Read more…Motivating Your Sales Team to Achieve More
If you are a sales manager you know it is difficult to motivate your sales team, but you also know that your ability as a coach is based on their ability to succeed in sales. The mark of a good sales manager is one who is making less in salary than their least performing sales person.But how you develop a motivational plan to help your sales team achieve more?Read more…Make a Personal Connection with Prospective Customers
Whether you sell real estate, cars, or computer software, in order to be really successful in sales on a long-term basis, you need to be able to connect with prospective customers on a personal level. While maintaining a professional attitude is essential, revealing a little of your personal interests really help to establish the kind of rapport which results in a productive business relationship.One easy way to put people at ease at work is to add a few personal touches to your office.Read more…Power Inspires Your Audience
Power is intricately connected to persuasion in that it increases your ability to persuade, influence, and stir action in others. Power enhances all aspects of persuasion and influence. Power will magnify your ability to hit the persuasion target.Read more…Do You Have the Level of Competence That Sells?
Competence is your knowledge and ability in a particular subject area. Competency can be real, perceived, or imagined. True competence comes from life-long learning and experience that gradually taught you what you know.Read more…Do You Have Each Aspect of Trust
The ability to gain and keep trust is a vital factor in being able to influence others. Research has shown, time and time again, that trust is always a contributing factor in the ability to influence others. When a person trusts you, trust alone can cause them to accept your message.Read more…Sales Tactics for the Lousy Salesman
One of the questions that I’m sure many people starting an online or offline business ask themselves is: “Can I really do this when I’m not really a salesman?” The thing is, being a good salesman does not just mean being good at making sales. Of course that is part of it, but what is really important is building yourself into a successful and positive leader, as well as building relationships with your customer-base.Read more…Online Training on Autopilot Series: Persuasion Through Influence, Part 1 of 4
Is there a difference between Influence and Persuasion? Yes there is.Influence is the process of changing someone’s behavior.Read more…How to Become the Best Salesperson in Your Industry
Sales is that single business practice that if done effectively will sky rocket any company to success.Unfortunately, 85% of businesses are not as good as they need to be in generating sales, which is why we have the staggering failure rate we do in small business.Sales can be very complex.Read more…How To End Your Fear Of Making That Sales Call
It's a fact of life, our livelihood here depends on being able to make contact with others in a positive, credible and persuasive manner.The single most destructive factor that debilitates almost all sales people, executives, entrepreneurs etc. is the fear of making the sales call on new and prospective clients.Read more…Find the Reason Your Prospect HAS to Buy From You — Find Your Prospect's MACK Truck
There are three things critical to sales success:Knowing what the prospect wants, and needsKnowing clearly what benefit, what RESULTS your prospect will get if he does buy, and make it measurable. Help him find the VALUE you bring to the him.Knowing what the consequence is if your prospect doesn’t act right now, and making that measurable.Read more…Computer Consulting: How Do You Find Sweet Spot Clients?
Where do you find clients that are going to spend $1,000 to $2,000 a month on IT computer consulting services on an outsourced basis?You need to evaluate each client.Are they big enough to need a real server, a real firewall a real backup solution and offsite or online backup?Read more…Warm Up Cold Calls
If salespeople expect to be in control of their financial destiny, they have little choice but to make prospect calls. Few salespeople I’ve met actually enjoy making cold calls, but since they are a necessity for any true professional salesperson, every salesperson should suck it up and begin developing their cold-calling skills. Here are several steps that I believe will make the cold calls less unpleasant.Read more…Computer Consulting: Finding Prospects Among Your Leads
How do you narrow down your leads and find your prospects? In this article, you'll learn some criteria that will help you narrow down your computer consulting leads and take them to the next step.One is finding your industry focus.Read more…The Reality is Perception is the Key to a Successful Training Program
TRAINING PRINCIPLE #3 Training PERCEPTION. Part 3 of 3 of How to Put Your Training on Cruise-Control.Attaining top management support is like being issued an E-ZPass for tolls; you now have the green light to proceed and be welcomed, but not necessarily accepted.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.