Sales-training

One essential criteria of being a successful salesperson is the ability to be able to close a sale effectively. You don't have to be a salesperson to do this, yet you do need to put at least some of your focus on sales to be successful, whether it is yourself doing the closing or are someone you hire. After you have done the difficult part, which is prospecting, you need to close. This is not really hard but is the singlemost important step. The final close happens when you ask the prospect to make a decision....

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Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. 1. Simplify your advertising Consumers today are inundated daily with advertising campaigns and solicitations. Frankly, most of these advertising campaigns are not worth the money spent on them....

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You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Engineering Your Marketing When I was seven one of my favorite ways to spend a hot summer day with my friends was playing a backyard game wecalled "waterworks". We'd use a trowel to construct channels in the dirt, put the hose at one end and watch the water flow....

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A "Call To Action" is an invitation for your prospective clients to actively engage you in some way - directly or indirectly. Most prospective clients, even if they are very interested in working with you, often need a way to build a relationship with you in bite-sized pieces to work up to engaging your services. Three Types of Calls TO Action Requests -Please forward to your interested colleagues -Your feedback would be appreciated! -Please reply and let me know what you think -If you find this valuable, please pass it on to someone you care about Provide Value -For free e-book -To register for my free e-program?...

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Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. Humor puts your readers at ease. Readers appreciate a touch of humor in an otherwise overly serious world. Humor operates on an emotional level, driving home your message in a far more memorable way than words alone. Humor makes sensitive topics more approachable while summarizing and reinforcing points that would otherwise be lost....

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Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting in a sale. The 5 barriers are: 1. No need: the prospect is not aware of any problem and how the type of product or service you provide can be of benefit....

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Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions. 1. Prospects Who Ask Questions Are Usually Ready To Buy Prospective customers who take the time to ask questions usually have a high level of interest in your product or service. By asking questions they identify themselves as likely buyers. A prompt and complete answer to their question along with a gentle reminder of the benefits they will get is usually all it takes to close the sale....

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My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn't be at ease until it was silent again, so I filled the tank. Did I fill it to satisfy a want or a need? Does it really matter? Probably not. Filters Don't Flow from My Tap Where would I get a filter? How would I decide where to shop first? There is a pet store chain in New York City that has been advertising its business for decades. When I first moved to my current neighborhood I noticed one of their stores a couple of blocks from my home....

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Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www. MaquireMarketing. com) sent me this story of a situation that occurred in a department store he worked in many years ago. "I was the 'young kid' who had signed on to take the 9 month Management Training course for a department store chain....

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In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. Eternal Email Eternal email can occur several different ways....

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The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time Do you chase after your prospects until they tell you yes or no? Do you ever tell your prospects "No", as in "No, I am not going to sell to you"? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it....

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In my business, it has been an interesting and very busy two quarters. I've worked with sales managers, marketing executives, professional services practice managers, business development executives, divisional presidents, two dozen sales teams, nine VPs of Sales and directly with 29 CEOs in North America and in Europe. I've seen a lot of deals won and more than a few lost. When I first meet my clients, I find that some really do not know why they have won or lost business, although often they think they do....

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