Sales-training

We all make mistakes and some salespeople seem to make a lot ofthem. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! Maybe this list will serve as a helpful reminder. Maybe it won't. But at least you're curious to learn what these blunders are or why would you keep reading this? In any case here's my list of the 12 Dumbest Things Salespeople Do: 1. Relying on one relationship to protect your account....

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A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." Time and money are the most critical resources that everyone has - whether we are speaking of an individual or a business. Both time and money are abstractions that measure the amount of resources that we have available to expend....

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Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: A sales or service industry professional's personality has little or nothing to do with his or her sales success levels....

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Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy....

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Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Cold calling is now about rejection, getting rejected call after call until many salespeople, especially B2B salespeople, just get fed up and quit. There are other methods of generating business leads without cold calling, and many of them inexpensive and not too time consuming. Here is my list of getting more sales leads and selling more without cold calling: 1. Create a website and advertise it....

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The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. The strategies in detail "How" you're planning to achieve your objectives. The key to developing strategies is to have enough of them. Remember strategies and so the question "How." How #1 How #2 How #3 How #4 How #5 As you develop your strategies keep asking this very important question. What's the probability of success if I only do How #1? What's the probability of success if I only do the How #1 and How #2?...

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Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service? Now don't me wrong, having a good prospecting plan is probably the hardest thing about maintaining your sales career. In today's business climate, with shrinking budgets and more scrutiny over purchases, what you need is a system that relies less on the law of averages and more on helping the customer make the most of every contact you have with them....

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When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. A consumer wants to know that the person behind the product believes in what they are saying, and they want to be convinced that the person making the presentation would use this product themselves. Not to long ago, I went to get my oil changed at one of those fifteen minute quick lubes you might find along a major highway. I watched the mechanic as he pulled my car into the bay and began to prep my car for the oil change....

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1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. 2. I. ncrease your ratio of visitors that purchase your product(s). You could change your headline, o. ffer a stronger g. uarantee, add testimonials, etc. 3. Find out who are your strongest leads for buying your product by offering a f. ree ezine. The visitors that are very interested will subscribe to it. 5. Publish an e-zine for your employees....

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The art of effective question asking (qualifying) determines the effectiveness and the success of the "close". EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy....

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The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Successful people know that one of the most important abilities to possess is the ability to persuade and influence others. Here are some hot tips to do this effectively. 1) Enter Their World Try to put yourself in the other's shoes and understand the situation from their point of view. Set aside your personal interests and concentrate on them. Ask yourself if you are them, what would you do?...

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I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. DEAF? Not really deaf, but not aware of the gist of the conversation. Interaction at trade shows is quick, maybe with nods and incomplete sentences. There's a tendency to let your ears slide over important words. Often you, as the staff person, are so intent on making the pitch that the words just tumble out, not giving the visitor an opportunity to break in with questions or comments....

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