Sales Training Information

Sales Training Information

10 Expressions to Avoid in Sales Communication


Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily.

The Five Most Common Mistakes Salespeople Make


Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing.

The Top Five Traits of a Successful Salesperson


If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you desire a reality.

Your Sales Process Isnt


A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process.

10 High Powered Ways To Magnify Your Sales


1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product.

Sales Trap - We Love to Talk, But Need to Listen


My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what we do.

Less is More: Quick Tips to Improve Your Sales


I'll be brief. If not - I'll negate my own point.

Need A Sales Boost - Try These!


The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business.

How to Sound Just Like a Salesperson


Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson.

4 Easy Ways to Boost Your Sales


Here are 4 easy ways you can boost your sales for little or no new expense ..

Eliminating Objections to Increase Sales


You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested.

Three Fast, Short, Simple Ways to Escalate Your Sales


1. Sell an inexpensive product to sell an expensive product.

How To Master the Art of Super Salesmanship


Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect.

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales


Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no spam opt-in ezines. Content is still King on the Internet.

Six Simple Steps to Increase Sales and Decrease Stress


Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you couldn't find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress:1. Make a date with yourself for getting your act together.

More Articles from Sales Training Information:
2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24


MORE RESOURCES:
Business:Sales Training Articles from EzineArticles.com
10/03/2019 11:57 AM
How to Raise Emotional Intelligence for Increased Sales Performance
Since Daniel Goleman popularised Emotional intelligence in 1995, further research has demonstrated that there is a strong correlation between the skill and sales performance. Intuitively this makes sense - positive feelings help us to work more effectively. Further, empathy helps us to sell to our clients' pain points. To put it in the words of Zig Ziglar: "Selling is essentially a transference of feelings!" Today I'm going to share with you three ways to improve your emotional intelligence, which will in turn increase your sales.
07/23/2019 05:09 PM
Why Strip-Lining Works So Well
In our most recent series of blogs, we've been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. We've also spent the past couple blogs reviewing the very effective NRS sales tool called Strip-lining, where, using a fishing metaphor. you cast your line to the prospect but instead of reeling them right in, you let some more line out and give the prospect a chance to swim a bit, before hooking them and pulling them in.
07/23/2019 05:09 PM
Breaking Down the Strip-Lining Sales Technique
In our most recent blogs, we've been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep "throwing more line and let them swim". However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are in control of the conversation, and you have a better chance of making a sale. Practice this step frequently in low risk situations before using it on your biggest and best prospects.
07/12/2019 12:19 PM
Turning Negativity Into Positive Sales Results
In our most recent blog, we talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It's much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.
07/10/2019 10:09 AM
Blow The Doors Off Your Sales Training Event With Great Entertainment Options
Great entertainment at your sales training event will rock the sales team! You know they need a break after training hard, and the better the entertainment at your event, the more they'll remember about the whole shin-dig! Plan a Los Angeles Top-Shelf Cover Band to close out the event!
07/05/2019 12:31 PM
Why Neutral + Negative = Positive
In our most recent blog, we introduced strip-lining as one of our favorite sales techniques under the Negative Reverse Selling umbrella. Remember, Negative Reverse Selling is doing the exact opposite of what your prospect is expecting from a sales person, thus throwing them off guard. Continuing down that Negative Reverse Selling path, let's take another look at setting a neutral prospect into motion by strip-lining or throwing him or her some more line to swim about before you reel them in.
06/25/2019 03:32 PM
Going Negative for Positive Results
Fishing is very popular down in the Florida Keys, and one of the favorite catches for fishermen and tourists, is called the bonefish. Most people fish it for sport rather than food, and there is an art to catching one. If somebody from New England goes down to the Florida Keys to fish for bonefish, that person would probably do what I was at first tempted to do: bait the hook with shrimp, cast out, and wait for a nibble on the line.
06/17/2019 10:09 AM
Playing the Dummy Is Really Smart in Sales
In the past few blogs we've been talking about the highly effective Dummy Curve technique, where playing the dummy pays off big time when it comes to sales. By playing the dummy and disarming your prospect's concern, you can get them to reveal pain and establish trust with you. In this blog, we will finish up this series on the Dummy Curve with some math.
06/13/2019 09:17 AM
Book Corporate Event Entertainment With Confidence
Business sales training events require value driven entertainment, to improve memorability of the event's training. You can book corporate event entertainment with confidence, when you know and understand the key value of over-all entertainment.
06/06/2019 10:36 AM
Three Stages of the Dummy Curve
In our last blog, we put the "Dummy Curve" in to action, showing how being a "dummy" can help you in the sales process. We showed an example, using a young, inexperienced salesperson named Carlos, who had great results when he didn't know much about what he was selling, terrible results after getting trained on the products, and then good results when he returned to being a "dummy". The moral of the story is: Carlos became a better salesperson once he reached the final stage, realizing he could use the dummy approach to his advantage.
05/29/2019 09:46 AM
The Dummy Curve in Action
In our last blog, we talked about how you can have "Beginners Luck" forever, by being a dummy. Well, a clever dummy, much like our favorite detective, Lt. Columbo. If you ever watched the hit TV series, Columbo, you know he was a master at disarming his suspects by looking and acting like he was a dummy. And Columbo always got his killer. You can do the same thing in sales by disarming your prospects when you play the dummy salesperson.
05/27/2019 04:03 PM
Your Event Deserves Hollywood Cover Band Entertainment
When you plan to train your sales team, you hold nothing back. Planning for entertainment at your event should be the same. Your event deserves Hollywood cover band entertainment - and we offer top shelf entertainers for high-quality grand finale events!
05/24/2019 12:42 PM
How to Have Beginners Luck Forever in Sales
Have you ever experienced beginners luck, where everything seems to go your way the first time you try something new, or do something you haven't done in a long time? Every shot goes in the hoop, every puck in the net, every pool shot in the side pocket. Wouldn't it be nice to have beginners luck all the time? The phrase "beginners luck" describes the phenomenon when people who are new to something, and inexplicably outperform so-called "experts." The question is, why does it happen?
05/23/2019 01:52 PM
Open Door Questions
In our past few blogs, we've been talking about the great sales technique called Reversing. Reversing is an approach we use, where we answer questions with questions, designed to disarm the prospect and create trust. If trust is established, you have a much greater chance of uncovering the prospect's pain and gaining a sale. This blog is the last in our series on Reversing, and shows you how to open doors you assumed were already closed.
05/15/2019 09:14 AM
Reversing in Three Easy Steps
In the past few articles, we've been talking about a very effective sales technique called Reversing. When using reversing the salesperson answer a prospect's question with a question. When done properly it is very disarming and will result in the salesperson gathering more information. When done properly the prospect will feel like the salesperson really cares. The ultimate goal of reversing is to have the prospect quickly feel at ease and reveal their personal pain or reveal they the prospect doesn't have any pain. Remember, no pain equals no sale. So, you can save a lot of time by using reversing.
04/23/2019 03:17 PM
Can Asking Questions Be the Answer?
The Sandler Submarine is a powerful sales tool, but like any other vehicle, it needs fuel to keep it going. The Sandler system uses many techniques to help uncover a prospect's pain, revving up the sales engine and eventually closing more deals. One of these techniques is very simple but also very powerful, and we call it Reversing.
04/23/2019 10:39 AM
How To Sell Strategically
Selling strategically is a phrase that most sales people have heard and wonder about. It's no question that sales professionals are always looking for the most efficient and effective way to sell their products or services. While strategic selling isn't necessarily easy, a carefully laid out plan can boost revenue and help your business gain an upper hand against your competitors.
04/19/2019 12:58 PM
Why Transactional Analysis Can Improve Your Sales
Transactional Analysis (TA) was developed back in the 1950s by Dr. Eric Berne. Berne developed this break- through approach to human psychology while working with a patient who was an attorney. The two were discussing something the attorney had done, but regretted doing. Berne asked, "Well, why did you do it?" The attorney explained that, although part of him hadn't wanted to do what he'd done, "... the child inside me compelled me to do it anyways".
04/18/2019 12:15 PM
Follow the Yellow Brick Road to More Sales
When Dorothy landed in Oz, she wanted to go home and was told by the Munchkins to see the great and powerful Wizard of Oz. "But how do I find the Wizard", she asked. "Follow the Yellow Brick Road". "And the best way to start, is at the beginning". And that holds true for the Sandler System as well. Start at the beginning.
04/10/2019 01:23 PM
Guiding Prospects Successfully Through the Pain Funnel
We've been talking about pain a lot in our recent blogs, which leads us naturally to, talking about Sandler's Pain Funnel. But, I'd like to tell you a quick story first: It's 5:30 in the afternoon on a beautiful summer day. Mom hears little five-year-old Jimmy charging up the back porch. He tears open the screen door and roars into the house. He jumps into the kitchen where Mom is busily cooking dinner. Before she can even ask Jimmy if he had fun playing outside, he says, "Hey Mommy, can I have an ice cream cone?" His mom replies, "You may have ice cream after dinner." The next afternoon, Mom hears Jimmy running up the steps. He bursts into the kitchen again and asks the same question: "Can I have an ice cream cone?" His mom says, "Jimmy, after dinner, you can have one."
02/20/2019 11:32 AM
Qualifying Prospects Is the Better Way to Sales
In our last blog, "We All Live in the Sandler Submarine", I talked about the seven steps of the Sandler system and how working through these steps will improve your sales process. Step 3, Pain, Step 4, Budget, and Step 5, Decision, are the qualifying steps in the Sandler system. If your prospect reveals 3 to 5 issues to you that are clearly various levels of pain, they have money budgeted to fix the problems, and they have the authority to make the decision to buy your product or services, then congratulations! You have a qualified prospect.
01/22/2019 03:18 PM
Making Pain Crystal Clear
As you learn the Sandler Sales System, you'll acquire a number of powerful techniques to establish an authentic conversation about the prospect's pain along with tools to sustain that conversation. When you assimilate these techniques into your work, you will close more sales. More on that later, but for now, let's master and use those techniques and create a crystal-clear picture of what pain is (and isn't) in the professional sales process. This is important because, unfortunately, most salespeople have no practical understanding of what a prospect's pain is. Furthermore, many salespeople have no idea why pain is the most important element to having successful sales calls and sales cycles, whether you are in a one-call close or a 12-month selling cycle.
01/16/2019 03:20 PM
Great Tools for Uncovering Pain
One of the chief elements to closing business using the Sandler System is to uncover your prospect's pain and make them relive it. Most people buy emotionally, so getting your customer to emotionally relive his or her pain is a sure-fire way to get them to buy your product or service to relieve their pain. A couple of great tools to use in identifying your prospects pain is COP, or Costing Out the Problem, and The Pain-O-Meter.
01/10/2019 11:53 AM
Qualifying Prospects for Higher Success Rates
Qualifying Prospects for Higher Success Rates Identifying and measuring a prospect's pain early in the sales process is one of the most effective ways to increase sales. So how do we uncover a potential client's pain without being obvious about what we are doing? You already know and understand why Bonding and Rapport is the first step in the Sandler Sales Process, so now you can take the next step to get a clearer understanding of the challenges and pains your prospects face on a daily basis.
05/22/2018 11:36 AM
5 Tips for Improving Performance in Small Sales Teams
This article contains 5 tips that business owners and sales managers can use to quickly and inexpensively improve sales performance. Planning, modernization, sales training, lead generation and reporting are covered.
04/09/2018 03:47 PM
How To Sell If You Hate Sales
If you want to be a successful person, whether it is a business venture, a job interview or to convince your boss to give you a raise, if you want to build successful relationships with people of the opposite sex, or in many other situations in life, you must free yourself from your preconceptions about the world of sales, it is worth your survival. Why People Hate Sales Most people have huge preconceptions about sales, often related to negative experiences with pushy telemarketers or shady car salespeople (By the way I have been a car salesman and a telemarketer myself and the majority of these people act with enormous integrity but unfortunately there are always the bad apples like in any other profession that negatively impact everybody else).
03/29/2018 08:07 AM
Does One Size Fit All?
The best salespeople are good amateur psychologists. They are able to quickly assemble a mental profile of their prospect's personality to better understand the issues that prospect is facing. These salespeople / psychologists are often described as "good judges of people." How do they do that?
03/27/2018 08:59 AM
Objections - The 2 Main Categories
A. Objections B. Excuses (disguised as objections). What is the difference?
02/27/2018 10:43 AM
Smarketing The Bastard Child of Sales and Marketing
In today's noisy world of selling, attention is the new currency, and the opening is the new closing. Getting in front of decision makers is more difficult than ever before. It was recently stated in CEB that sellers spend on average 17-20 attempted contacts before securing a meeting.This article is full of useful information and actionable ideas you can start using today if you want to get in front of decision-makers and make a dent in your sales.
02/27/2018 10:43 AM
How to Stop Saying "Just Checking In" in Sales
Great ideas to follow up on the sales process and avoid the term "just checking in" when waiting for an answer from the buyer. Often sellers do not follow up for fear of being considered pushy or annoying. Only the few who remain diligent make sales. It is estimated that 90% of sellers make 10% of sales, and 10% of sellers make the other 90% of sales. Which camp do you want to be in?
02/20/2018 07:51 AM
Top Universal Sales Closes
If you are to become proficient in closing the "sale" you will have to become knowledgeable of the many different types of sale closes. First of all, a good salesperson must understand this fact; products and services are sold, not bought and top salespeople always plan their closes in advance. Shooting from the hip is not a practiced art of top salespeople.
02/19/2018 03:34 PM
Personal Development Programme: Make A Difference in the Workplace
A company owner must devise a strategy committing to the development of its workforce. The motive of personal development training programmes is to set attainable goals, and keep the employees energised and dedicated to their future with the company. It helps them to take on greater roles and responsibilities to strengthen their position in the organisation.
02/17/2018 09:46 AM
Tackling Objections And Concerns When They Arise
Learning how to respond to sales objections and concerns would be one of the key elements to being successful in sales of any kind. When handling objections and concern a salesperson must be patient and knowledgeable, but most of all a salesperson must have integrity and a caring spirit.
02/15/2018 04:50 PM
Key Characteristics Of Top Salespeople
Always know that if your want more, you have to give more. Also, know that your rewards in life are in direct proportion to the service you provide. So, if you are not getting anything out of life you may want to analyze the amount of service you provide and know that something from nothing leaves nothing.
01/25/2018 10:25 AM
3 Effective Ways To Build Rapport With Your Customers
Did you ever talk to a stranger and after only a few minutes, you had the impression of knowing that person for a lifetime? This is the magic of rapport.
01/25/2018 07:57 AM
Why 8 Percent Of Sales People Get 80 Percent Of The Sales
I am about to share with you some information that most people don't know about or don't quite understand. Take it from me, sometimes you have to take a step back from your business or you are prone to miss simple solutions that can help explode your business exponentially. Many times, you can overlook situations that are so plainly obvious, once you are aware of them, and in other cases, they are among some of the best-kept secrets on the planet if you are not aware of them.
01/19/2018 08:19 AM
What's Your Corporate Event Entertainment IQ?
Are you struggling with your CEE-IQ? We have a solution. We offer increased awareness of the options available for your Corporate Event Entertainment, and we'll help you make the final selection.
11/28/2017 04:29 PM
Nope, It's Definitely Not Persistence That Will Get You to the Championship
Many people believe success if a matter of persistence. This creates a false sense of security when pursuing our dreams. What many don't realized is that stripping away limiting beliefs is significantly more powerful than doing the same things over and over again and expecting different outcomes. Without stripping away limiting beliefs, a person may be banging their head against the wall. This article provides a real life situation of what happens when limiting beliefs are stripped away.
11/27/2017 10:17 AM
Corporate Entertainment - Sales Training at Corporate Events
How can you train your sales team and help them retain their training? Make the training part of the entertainment for your corporate event.
11/21/2017 10:13 PM
How To Triple Your Sales In An Instant
Set high goals. I think this is one of the most important points, often underestimated.
10/17/2017 08:04 AM
There Should Be a Merit Badge for Sales
Preparation is just as important in sales as it is in scouting. The Scout goes off into the wilderness prepared with skills and tools (knife, compass, knots, canteen, etc.) to survive the unknown. The salesperson goes off into the business world needing skills and tools also (knowledge of the market, the prospects, presentation tools, technology, personal strong and weak points) and, just like the Scout, practices dealing with the challenges of the unknown.
10/04/2017 08:40 AM
5 Strategies the Best Salespeople Use to Boost Referral Business
Referral leads are the best leads that salespeople can get. They book meetings easier, purchase quicker, are already qualified, and have less objections. Salespeople can close more sales by learning how to build a strong referral pipeline.
09/28/2017 08:47 AM
How to Run a Quiz to Teach a Subject
Many trainers run quizzes or tests during their training courses or at the end to help capture learning and events. But have you ever run a quiz to actually teach something from scratch? It works, is fun, and I've done it many times, so let me share with you how you can do it.
07/10/2017 11:48 AM
Sales Presentation 101 - A Simple Process for Presentational Excellence
A great sales presentation will have everyone talking. If your presentation is not good the prospects will talk about the length, or the style. If the sales presentation is good the prospects will continually ask great questions to learn more.
06/27/2017 09:17 AM
A Helpful Guide To Choose A Perfect Sales Training Coach
However, make sure that you choose a perfect person offering useful sales tips programs to enjoy the maximum output. You must consider certain aspects while selecting the perfect sales training coach to save your money and time.
06/16/2017 08:54 AM
Customize Learning And Technology Using LMS Software
LMS software is a complete package to deliver efficient e-courseware to learners using Internet-based technology. It helps ensure compliance, improve learner participation, assess performance, and meet multiple business goals.
06/06/2017 10:38 PM
Creating a Targeted Prospecting Strategy
This biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. So if you want to accomplish more and more sales, cross-sells and up-sells, then learn from this article how to put together a simple to implement prospecting game plan. Without a good strategy you will accomplish something but it may not be more sales.
05/25/2017 10:09 PM
C-Suite Selling: Identifying the Ultimate Decision-Maker
Every sales person knows (or should know) that winning over the ultimate decision-maker cements the deal. Many times it is difficult to identify the C-Suite executive. Additionally, many subordinates claim they are the final decision, but it's just not true. So who really is the final approver? Read this article and you'll know.
05/25/2017 10:09 AM
Why Is Sales Training Important for Your Company?
Have you ever wondered why your sales people are not as good as you are at selling? Or, why they don't pursue the top management of the prospects like you would? Well, the answer to this question is: They are not you.
05/18/2017 11:15 AM
Five Sales Training Lessons Sales Professionals Can Learn From Donald Trump
People either like Trump or they think he is the biggest jerk to ever come down the pike. He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to. So, what is the application for us, as sales professionals?


home | site map
© 2006