Sales Training articles

Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain."Do you want to brush with the red or blue toothpaste?" her dad asked gently."Blue," she says, glad to be given the opportunity to make a decision.Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place.You laugh at the story, don't you?The method used to get Kara into bed seems a... Read More

Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.All agents have seen it one time or another. They are at a meeting, and in the hallway during one of those five minute breaks they notice a woman on the telephone. In fact, she's on the phone on every break. Finally one agent says, "calling your husband, huh?" to which she quickly responds, "No! Setting... Read More

There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations.First you must understand that before you can assist your prospect in identifying the advantages of buying your... Read More

Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer's current business challenges.In order to most effectively solve your customer's problems you have to ask questions,... Read More

One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity.He discovered all types of individuals can become peak performers, that they are made....not born. Regardless of industry, he uncovered these superheroes of the business world in every corner of... Read More

"You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum.Now it was a good vacuum cleaner, but I wasn't buying one that day, already said so before his demonstration. To make things worse, he had a young assistant with him, training him. The only reason... Read More

I know you've heard this a thousand times, but from the looks of things few businesses are following the advice?Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.)You read their sales copy and it's the same old, walking on eggshells "corporate speak", devoid of personality, writing to a group style, as everyone else in their industry.Sure. They're not going to eliminate any "potential buyers"? But... Read More

Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.Treat your referral as though it is someone that you have never heard of before, make believe you were cold calling and came across this name on your list, and when you called... Read More

As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.In order to do that, there are three 'secrets' or keys to getting in front of your best prospects:? Define or identify who your best prospect is.? Be active. The primary reason sales people fail is lack of activity and/or focus.? Be persistant.... Read More

During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the "Stop Selling!" approach is equally applicable to selling high-value solutions in business-to-business (B2B) settings. As a matter of fact, this approach is practical for these... Read More

You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you.What if, in those few minutes, you say to yourself:* I desperately need this client.* I want their money.* I need... Read More

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... Read More

Have you ever wondered how in the heck you're going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!!Yet, you HAVE to bring in customers!!!What ARE you going to do?Many of... Read More

Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional?Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them.Many surveys and studies have been conducted asking buyers what traits they value most in sellers. This information is invaluable for those who truly want to be toward the top of the sales profession.The list below shows the traits buyers... Read More

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... Read More

As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions.Step 1 - Contacting the LeadFor most Financial Services Sales Professionals making that phone call to set the appointment is often the hardest part of the sales process. Well it just got easier. You call the prospect and say Hi Mr Prospect wait... Read More

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... Read More

Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving... Read More

You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes learning. You have to build and permanently grow your knowledge and techniques. It's not just about putting up a web site,... Read More

I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically didn't like each other, and spent most of the day avoiding one another.Here are their stories.The first loan officer whose work habits I am going to tell you about is Mike. Mike was a creature of habit. He was always the first one... Read More