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  • Whats Your Sales Training Goal - Exposure or Behavioral Change?

     
    When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior? Here is a real-life example of a sales training program failure: Executive management at a company I worked for invested more than $600,000 to teach the entire sales team (100+ salespeople) a new sales approach. However, at every turn they looked for ways to reduce training costs and time out of the field. As a result, the sales manager training session was cut from a full day to half a day, and the sales team training was cut from three days to a day and a half....
     

    Sell Without Feeling Like A Used Car Salesman

     
    Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. Imagine that you were in the market to purchase a big screen TV. You had visited a couple of stores to see what was available, done some research on the internet, talked with friends, and narrowed the choice down to 3 models....
     

    Sales: The Secrets Of Super Salesmanship Exposed

     
    Most people tremble when they hear the word "sales". This explains why most businesses fail. No matter what product or service or business you have, if you can't market it, you'll fail. Salesmanship is not an easy skill to acquire. To improve your salesmanship skill, there are a few qualities you must improve on. Here are some secrets of super salesmanship to help you. To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge....
     

    The Makings of a Salesman

     
    Salesmanship is the force that moves business. Without it all business would be at a stand-still. Just being able to sell does not complete the definition of salesmanship. A fraudulent person may be able to sell you a piece of swamp land, but because they were able to sell the worthless piece of property to you, does that say they demonstrated salesmanship? The answer, of course, is no. The central fact of salesmanship is rending a service to your customer. It has to do with convincing others to buy your goods as a benefit to them at a fair price....
     

    Successful Sales People Know Which Differentiators Matter

     
    Know where to focus. Not everyone evaluates product solutions with the same decision criteria. When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?" Tom Snyder, vice president of Huthwaite - the creators of SPIN Selling - says in the audio book, "Sound Advice on Sales Strategies," that professional sales people often have trouble articulating what makes their offerings unique. "In this day and age,"...
     

    Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

     
    Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. Attitude can be everything. It is important to remember that your attitudes drive all actions and these actions are perceived by buyers as trust-building or trust-breaking. The most important change you can make to sell more successfully is to adopt and reinforce attitudes that will lead to actions resulting in greater levels of trust....
     

    The Unmentioned KEY to Selling

     
    PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! See for yourself. Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just didn't like the person you were dealing with. Have you ever said, "I don't know what it was about him or her, but I just didn't like them." Or, "I just don't trust him or her." Or, better yet, "I don't even know them." If you've ever said these phrases, as I suspect we all have, then you know E-X-A-C-T-LY how important it is to YOU, to do business with someone you know, like and trust!...
     

    How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

     
    One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe....
     

    When The Clock Strikes Twelve!

     
    I just finished reading another sales copy ending with the Deadline Marketing! And it's the sixth I see today saying "If you order by midnight, blah blah blah...." I'm sure you've seen it. And I'm sure you're getting (if not very) a little bored. The deadline trick has proven itself to be overwhelmingly successful. It's a deadly-effective "countdown trigger" that pushes reluctant people to ACT at the scene. BUT right now the Internet is getting OVERCROWDED with sales letters that try to lure you in with the deadlines....
     

    Three Ways To Get A Prospect To Say Yes To Your Offer

     
    Here are three proven ways that will increase your sales: 1. Implement A Risk-Reversal Strategy Before a prospect becomes a client, they want to be 100% sure that your product or service will work for them. They want to know that you will deliver on your promises. The prospect has never used your products and services before, so they may be a bit apprehensive. This is because they're taking a risk (whether financial or emotional) to try your product or service. You'll multiply your sales by reversing that risk....
     

    How to Make Training and Development a Power Agent for Change

     
    Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. What went wrong? In an ever-changing business environment, it's important that you and your workforce are prepared to handle whatever happens. Very few people will question that concept - so where's the problem? Why doesn't training seem to work for so many people? Most people are sold on the idea of training but aren't really sure how to make it work for them....
     

    Make More Sales By Airing Your Dirty Laundry

     
    There's an old saying, "Don't air your dirty laundry". If you're selling any product or service either online or offline this is horrible advice. You see sooner or later, your customers are going to find out the negative aspects of your product. Call it kama if you like, but they will. And when they discover it, at the very least you'll lose credibility, generate higher refunds and lose customers for life. At the worst your business reputation will get entirely trashed. This doesn't even take into account your prospects....
     

    22 Closes For Real Estate Agents To Make The Sale

     
    All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. When a homeowner delays listing, you use benefits to move him towards a signature....
     
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