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Information
Are You a Student Of The Game?
One of the best qualities of the successful sales professional is that when they play, they play hard, and they play to win.I remember being introduced to a potential customer many years ago, as we were exchanging personal information it came up that we both played golf, the person who had facilitated the meeting said, "Bill is a real student of the game."Bill and I did meet on golf course a few times, and I came to find that he really was a student of the game.Read more…People Knowledge Your Number One Asset - Sales Training Volume 1
No matter what you are selling in today’s market place you will undoubtedly come across many different types of people. They will have varying backgrounds and come from all walks of life. Until you truly understand how to delve into each customers psyche your successes will be limited.Read more…The Power Behind Understanding Resistance
Do you want to know why your prospects aren’t buying from you? There are three R’s or three things you need to understand if people walk out that door and don’t purchase from you. Most people are wearing a badge that says convince me, help me make a good decision.Read more…You Don't Need Sales Training
If you’re a solopreneur, consultant, business owner, or independent professional, you probably have asked yourself some or all of the following questions:* How can I get more clients?* How can I get better clients?* How do I sell more to the clients I’ve got?Read more…How Questions Help us Focus on the Reasons Buyers Purchase
Lets say I want to buy a nail from you, will you ask me why? Or, will you take my order and sell me what I think I need? Will you give me a demonstration on why your nails are superior to the competition?Read more…Paint The Picture And Get Your Prospects To See What You Want Them To See
What can you say to paint the picture to your prospects and create the right persuasive emotion in your presentation? Analyze your stories. Are you stores vivid?Read more…Power Selling with Word Choice
The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions.Read more…Wouldn't You Like to Close New Business Faster? Practice Answering These Four Questions!
Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of these four questions to the prospects' satisfaction, odds are that you will earn a share of the prospects' business at an acceptable gross margin. Fail, and price will usually become the dominate factor.Read more…Mortgage Sales: Overcoming Objections
As a loan officer, it is important to keep your pipeline full at all times. For this reason, it goes without saying, that you should be taking as many applications as you can throughout the week.Obtaining leads to be turned into applications can be obtained in a variety of ways.Read more…Cross-Selling Training
Most companies train their customer service representatives to ask questions to solve problems. Cross-selling is extending those existing skills since selling is really nothing more than good problem-solving. At the same time, cross-selling skills can be unique and can be as foreign to customer service reps as another language.Read more…Web Developers—Sell More Websites in the Next Week Than You Have in The Last Year?
I’m going to give you a hint that I have used in my sales training classes for web developers that explodes their results— stop selling websites, start selling “more customers” or “more leads.”In every sales training class I've done my students STRUGGLE with the concept that they shouldn’t be selling their products or services, they should be selling what the customer really wants and then they have trouble finding what the customer really wants.So, let’s think this through.Read more…Cruise Control Training Through the Power of Engagement
Your communication has to be able to crumble any wall or dissolve any barrier - consciously or subconsciously - that prevents your employees from learning as quickly as they can. The faster they learn, the more effective they'll be, on the job making it count. If these people aren't ready fast enough, or better yet - aren't effectively performing the task at hand...Read more…Sales Training Fails for a Reason
All pumped up to attend that upcoming sales training workshop? Maybe a little anxious as it's been a while since you took a course. Expecting good things for the coin you are shelling out as the company isn't paying the freight this time around.Read more…Getting Past the Gatekeeper
Sophia was doing some telesales training. She did a fair bit of cold calling, to sell cheaper phone calls.When asked what her most difficult challenge was, she replied it was getting past the gatekeeper.Read more…A Different Spin on Consultative Selling
Consultative Selling and its cousin, SPIN selling, are newer generations of the "Needs Selling" of the 1960's. They have been in vogue with salespeople for almost two decades - with good reason. In today's business climate, Information Overload isn't just a buzzword; people are overwhelmed with data.Read more…Latest Psychological Technique Accelerates Sales Results
Business owners have always wondered why one salesperson gets great results while others fail to hit the mark.In a recent survey by Nightingale Conant, 2663 sales organisations were questioned and 41.48% of sales directors said their sales staff are performing below expectations. Whatever you believe you can do, you can; and whatever you believe you can’t do, you can't.Read more…Closing is the Key
A now retired but well-respected sales trainer once said the three most important things to ensure a successful sale are: close,close, close.There are numerous closing techniques with great names such as the Half Nelson, the Full Nelson, Puppy Dog Close and the Last Ditch Close. While it helps to have a catalogue of techniques to use in different situations knowing three basic methods will get you started.Read more…Stand Up - Stand Out: 12 Ways to Get Your Prospects to Call You Back
No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back.Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. If you want to get more return calls from your clients, then you have to do something different from everyone else out there - you have to stand out, be likeable, and actively deserve a return call.Read more…How You Say It
Hi,In a number of issues of YSS I have talked about the words you use in a selling situation, but that is only part of the story.It's not just the words you use but how you use them that makes a difference.And that reminds me of a joke.Read more…How to Make the Sale when Confronted with the "Past Sins" Objection
Several months ago, I was working in New York State with a group of salespeople. During an exercise designed to identify what obstacles stood between the sales force and their number one prospect, a salesperson related a story about a major prospect who wouldn’t give him the time of day. The problem as the salesperson described it was that several years ago the company’s credit manager suspended the customer’s credit privileges because he was not paying his invoices on time.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.