SelfGrowth.com articles for Sales Training

Do You Know How To Transform Selling Into Serving?

socialmedia@coachingfromspiritinstitute.com — Wed, 11 Aug 2010 4:05:06 pm

People are often very negative about selling. They picture the sleazy salesman pushing things that no one wants or needs just to make a quick buck. In your business you may feel that you’re being pushy, you may feel like you’re not good at selling. A lot of people don’t like to refer to ...

Make It About THEM: Sales Meetings That Engage

nancybleeke130@gmail.com — Wed, 11 Aug 2010 4:05:06 pm

Want to increase the value of your sales meetings? Make it about THEM by including your sellers. When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more! Many ...

Prospecting Letters Still Open Doors

klee@klagroup.com — Tue, 10 Aug 2010 1:06:41 pm

I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name ...

A Career in Sales - What to Expect

ken.sundheim@kasplacement.com — Tue, 10 Aug 2010 11:28:49 am

Since it is my job to recruit sales professionals on a daily basis, I have a very firm grasp as to what a sales career consists of including: The daily tasks of a business development professional, what it takes to be successful in sales, the misconceptions that young people have about sales, ...

Be a Successful Sales Manager, Not a Super Seller

steelmethod@gmail.com — Wed, 4 Aug 2010 12:00:00 am

There is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ...

Traditional Sales Training and Professional Selling

self-growth@salespractice.com — Thu, 5 Aug 2010 12:00:00 am

A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc. Without an agreement on what is meant by "traditional sales training" and "ineffective" any discussion on ...

5 Outbound Telemarketing Tips to Save Time

dansedmonson@gmail.com — Mon, 2 Aug 2010 12:00:00 am

There are many theories on how to best reach out to customers through telemarketing. The different strategies and approaches are so ubiquitous, you may wonder how they could possibly work. Before you decide that it’s time to reinvent the wheel, remember that the strategies you see repeated ...

The Top 7 Marketing Mistakes New Consultants Make

Barbara@bluetreemedia.com — Sun, 1 Aug 2010 12:00:00 am

Becoming self-employed can be liberating, exhilarating, frustrating and terrifying. Often all at the same time. Most entrepreneurs I meet know they need to be doing marketing. They just often lack a clear sense of what marketing is, or they have no idea where to start. Here are the seven ...

"More Effective Story Telling Tips & Tactics That'll Make You a More Persuasive Speaker!" (Part Two)

PeterF4159@yahoo.com — Fri, 30 Jul 2010 12:00:00 am

Welcome back to Storytelling Tips and Tactics. As I mentioned in my previous article… specificity sells and makes a story more personal! When it comes to effective story telling give your audience a place to envision by telling them the specific location of your joke or story. For instance, ...

What You Must Do Immediately When An Employee Leaves Your Company

senns@b2bsalesconnections.com — Wed, 28 Jul 2010 12:00:00 am

I have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was ...

***Relationship Selling to C-Level Executives – How to Use Entertainment for More Sales

sam@sammanfer.com — Wed, 28 Jul 2010 12:00:00 am

Most people conjure up socializing when they here the term relationship selling. In business relationships are all about helping each other survive and prosper in their jobs. Socializing should be a byproduct of good relationship selling. If I’m a C-Level executive decision maker, a ...

Take Advantage of These Copywriting Key Points for Financial Success In Your Niche

mike4ross@trollcharms.net — Wed, 21 Jul 2010 4:19:43 pm

Good writing is only one part of producing copy that converts well. You also have to be familiar with your audience and make them believe you have something they need. The following tips on copywriting will help you do just that. When writing sales copy, it's important not to get carried away ...

How To Build An Emotional Foundation For Powerful Sales Techniques To Work

yaphawhann@gmail.com — Fri, 16 Jul 2010 4:06:03 pm

Almost every salesman has heard of successful sales techniques that are meant to rake in more sales for them. Yet when I employed these sales techniques, no results were observed. Prospects are still unmoved. This baffled me the longest time. Years back, I discovered that for selling ...

Get the Power of Word-of-Mouth Working for You: Build a Referral Program for Long-Term Sales Success

engageselling@yahoo.com — Fri, 16 Jul 2010 10:40:41 am

Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as ...

Do You Know Your Minimum Selling Price

senns@b2bsalesconnections.com — Tue, 13 Jul 2010 4:00:07 pm

Experience has shown no matter where you set your minimum selling price, a sales representative sooner or later will ask you to lower it. The question is not whether you will be asked permission to discount; the question is when should you say yes. One of the best examples of this is ...

***C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide

sam@sammanfer.com — Thu, 8 Jul 2010 12:00:00 am

“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not the competition or your price. It's the word “I”. Look how many times “I” is used. Try restating in terms of the prospect. ...

The Advantage Women Have in the Sales Industry

ken.sundheim@kasplacement.com — Wed, 7 Jul 2010 12:00:00 am

Some Big Advantages Female Sales Professionals Possess Before I begin this article, I do want to make it clear that the sales strengths which I am discussing which female sales professionals typically have are not a hard and fast rule and does not, in any way, apply to every female in the ...

What 4th Graders Can Teach You About Sales

jim@meisenheimer.com — Mon, 5 Jul 2010 12:00:00 am

Manatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different ...

Sales Ignorance Is Oblivion

jim@meisenheimer.com — Mon, 5 Jul 2010 12:00:00 am

Sales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you ...

Sales Is Taught At Age 10 Not Age 40

ken.sundheim@kasplacement.com — Fri, 2 Jul 2010 3:01:51 pm

Sales Skills Are Taught At an Early Age Not Later in Life As a favor to me, a guy by the name of Eric Marcy, who is a friend of mine in Chicago, mentors some of the younger sales representatives at my firm. The other day, we read a blog from a sales consulting company discussing how anybody ...

Overcoming Buyers Reluctance to Increase Your Sales

tjmpott@gmail.com — Tue, 29 Jun 2010 4:11:32 pm

In order to increase your sales online it is important to overcome any resistance a customer may have towards making a purchase. Being it is impractical to address these concerns on an individual basis it seems targeting the most common factors is the best approach. It appears the typical buying ...

But I Thought There Was No Such Thing As A Dumb Question

eric@ericmulford.com — Sun, 20 Jun 2010 12:00:00 am

A well-prepared question delivered on time will help you close sales. A dumb question (yes I actually said that) will cost you an important opportunity every time. I see this all the time. The sales rep gets a great opportunity. He wants me to see just how well he can present. Then he opens ...

I Don't Have Time To Prospect

senns@b2bsalesconnections.com — Mon, 12 Jul 2010 11:44:53 am

“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their ...

How To Conquer Prospecting Leads And Reach The Top 1% Of Your System Or Company

Articles@schultz-marketing.com — Mon, 14 Jun 2010 12:00:00 am

Prospecting leads is really the only part of your network marketing business that is going to make you money. This is the biggest reason why you want to become really good at it. The only way to do that is to practice a ton. Over the past 4 months I've picked up some really great tips that I ...

7 Essential Credibility Skills

eric@ericmulford.com — Tue, 8 Jun 2010 12:00:00 am

You want the best way to penetrate the marketplace with your goods/services. Capturing the market share and making boat loads of money in the process. You hear all the hype about the latest approach to getting your message out to the masses. But there is one place that you can focus your ...

How to Warm Up Prospecting Calls by Using “Social Engineering”

stevel@businessbyphone.com — Tue, 8 Jun 2010 12:00:00 am

One reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and engagement, is to use personalized, ...

***Sales Management - 7 Selling Tips on Handling Price, Price, Price

sam@sammanfer.com — Mon, 12 Jul 2010 3:26:21 pm

Price is tricky. Price could be what s/he wants if everything else is the same. Price could be what someone tells you when they want to get rid of you. Price could be for a resell and the final seller only knows how to sell low price. Price could be what a subordinate thinks the boss wants, ...

Before You Complain About the Economy

engageselling@yahoo.com — Fri, 4 Jun 2010 1:53:08 pm

By Colleen Francis I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I would say about 75% are crying about their poor results blaming the economy. ...

Things to Consider When Selecting an Onsite Microsoft Vendor

info@trainingonthego.com — Fri, 4 Jun 2010 1:53:08 pm

When selecting an onsite Microsoft vendor, make some wise choices regarding the scheduling of the training event. You want to get the biggest bang out of your dollar. Make sure small mistakes don't take away from the training experience you have paid for. Date of Training Do NOT schedule ...

Selecting the Right Vendor For Your Onsite Or Online Microsoft Training

info@trainingonthego.com — Fri, 4 Jun 2010 1:53:08 pm

In our current economy, it is imperative that businesses maximize their profits while minimizing their expenses. Often, businesses choose to eliminate their training from their budgets to quickly show reduce cost. This can often have an adverse effect on their employee's productivity! ...

Productive Joint Field Work-A Five Step Process

senns@b2bsalesconnections.com — Fri, 28 May 2010 12:10:13 pm

Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is ...

How Easily Do You Connect With Others? 3 Steps to Making Connections in the Workplace

info@practical-management-skills.com — Fri, 28 May 2010 11:42:12 am

When you meet someone for the first time in a business setting, you may only have one chance to make a connection that lasts. So how can you make the most of the opportunity? Here are three steps to help you make a good impression and build strong business relationships. Use these to make better ...

The Biggest Goof Sellers Make When Dealing with Hot Prospects

jill@sellingtobigcompanies.com — Mon, 24 May 2010 12:00:00 am

I dream of hot prospects who call me up and say, “We’ve heard good things about your company. We want to make a decision quickly. We’re hoping you can help us out.” Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-handing fruit. ...

Sales Carpe Diem

drew@stevensconsultinggroup.com — Fri, 28 May 2010 12:10:27 pm

The world of selling is very precarious due to the recent recession. Sellers are having very difficult times remaining focused and motivated. Buyers still worry about budgets since their businesses too continue to struggle. The major concern is the revenue is required- nothing happens without ...

***Selling to CEOs Sales Training Tip 25 - Build Relationship Plans to Capturing 100% of Clients' Business

sam@sammanfer.com — Fri, 21 May 2010 12:00:00 am

What is an account plan and why is it necessary? An account plan is a compilation of relationship plans for the key executives of that account. See, an account is a group of individual senior executives and influential people that work for that company or institution. Simplistically an ...

The Biggest Mistake Sales Managers Make

ralphburns.socialsites@gmail.com — Fri, 28 May 2010 12:10:13 pm

“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, ...

Why Will Your Prospect Buy Today

senns@b2bsalesconnections.com — Tue, 18 May 2010 11:56:24 am

What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ...

Let The Words Be Known: Clinet Modular Approach (CMA)

raj@rajgavurla.com — Tue, 18 May 2010 11:56:24 am

Many times we have habits, techniques, skills, and processes that bring results, but we fail to capture them and put them in our respective repertoire to use when needed. We forget they are valuable, or just plain don't see it until it's brought to our attention. As we continue to move forward ...

Don’t Read This…Unless You Want To Have A Really Good Sales Meeting

ralphburns.socialsites@gmail.com — Tue, 18 May 2010 10:51:09 am

We’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the ...

CHECKING YOUR PROSPECT’S “DNA”

JuliePorfirio@RealEstateChampions.com — Tue, 18 May 2010 11:39:07 am

Based on your qualifying efforts, determine the likelihood that your prospect will convert into a good client for your business by conducting a DNA analysis. This involves measuring the prospect’s level of desire, need to take action, and ability and authority to make a purchase or selling ...

F is for Following up

helen.dowling@exceptionalthinking.co.uk — Wed, 5 May 2010 12:00:00 am

Over the last few years, I’ve spoken and written in depth about following up with people and why I really do think that it is the most important marketing technique that you can do. But, I still see business owners struggling with following up with people. Case in point, I was speaking to a ...

***Selling to CEOs, Tip 23-Use Selling Time to Build Useful Professional Relationships

sam@sammanfer.com — Fri, 30 Apr 2010 12:00:00 am

It is 4 times easier to get business from an existing account where you’ve maintained high level relationships, rather than getting business from a new account. It’s 2 times easier to get business from an account that you’ve lost, for whatever reason than a new one. Why, because you have ...

How to Get Your Sales Team to Reach The Highest Level of Sales Achievement

ralphburns.socialsites@gmail.com — Tue, 18 May 2010 10:51:10 am

First things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment. Say this in a group setting at first (at your first sales meeting to establish ...

The Best Source of Sales Tips and Techniques for Sales Professionals

kate@focustraining.ie — Mon, 26 Apr 2010 12:00:00 am

All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ...

Set Up A Time Sensitive Database to Grow Your Sales

i2c@mchsi.com — Sun, 25 Apr 2010 12:00:00 am

If your prospect will need to purchase your service or product tomorrow and you call him today good things happen. The most important of which is his belief in your opinion of the importance of his issues (hard sentence, important point). You knew he would need you tomorrow and you called ...

***Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients Become Preferred

sam@sammanfer.com — Fri, 23 Apr 2010 12:00:00 am

It’s so much easier to get more business from existing customers when you’re the preferred vendor, and this is very easy to do. Being preferred provides an unfair advantage over any competition. You’ll get jobs without bidding and at your price. Even governments or institutions have work that ...

Empower Your Sales People By Providing Them With Positive Behavioral Feedback

ralphburns.socialsites@gmail.com — Thu, 22 Apr 2010 12:00:00 am

The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales ...

#4. Engage your sales math

engageselling@yahoo.com — Thu, 22 Apr 2010 12:00:00 am

Five great ways to send your sales skyrocketing in 2010 So far in this five-article series, I’ve focused on what you can do at the front-end of your sales cycle to help generate the great results that you’re looking for in your organization. This entails fine-tuning your prospecting and ...

#3. Unleash your secret sales force by obtaining great testimonials

engageselling@yahoo.com — Tue, 27 Apr 2010 12:13:49 pm

Five great ways to send your sales skyrocketing in 2010 It’s a challenge that even the most accomplished sales professionals have to tackle regularly: how to attract more of the targeted customers who are best suited to help your business thrive. After all, it’s not enough to know who ...

Stop Losing Your Customer's Trust

senns@b2bsalesconnections.com — Thu, 15 Apr 2010 12:00:00 am

It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you ...