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- Why People Buy Made Easy - Buying Motives by Ron Canelli
People make buying decisions for their own reasons, not ours. People buy emotionally, then justify their decision logically. As salespeople we want to ask questions to uncover what the customers buying motives are. We want to discover the reasons why they want or need your product or service. - Why Sales People Hate Cold Calling by Kelley Robertson
Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. - 3 Sales Lessons I Learned From a Raccoon by Kelley Robertson
From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. - Sales People - Time to Get on the Phone If You Want to Eat This Month by Joshua Black
As we start to wind down the end of the terrible recession that we were just faced with, people are still holding back on purchases and keeping their money in the bank. If you want to get a few customers on the buying end of your products, you need to go out there and reel them in. Read on to find out how to get some sale this month. - Online Sales Training - Good Relationships With Customers - Why Are They Important? by Cavyl Swanson
If you buy a cup of coffee, a vacation, a house or a car a big factor in the purchase decision is emotional. The emotion is a crucial factor in retention and customer loyalty. Customer satisfaction is based on the customer experience. - Sales and Sales Prospecting Training - Don't Miss Out! by Ted Stevenot
Help yourself today and tomorrow by studying the art of sales! Learn the basics so you can make the most of opportunities and move your business forward. Become a master of prospecting so that you can take your business to higher and higher levels of success in the future. Ultimately, investing in sales training will save you time and help you achieve your goals as a salesperson or small business owner. - Sales Prospecting and Why Businesses Fail by Ted Stevenot
Prospecting problems aren't noted as the cause of failure by many experts because such problems are hard to see in retrospect. But, in reality, prospecting problems are the root cause of most small business and sales career failures. - Sales Training Ideas - 3 Keys to Finding the Drive to Sell by John Chapin
Like almost anything else, once you find the drive and the passion for selling, sales success usually follows. This article will discuss the 3 keys to finding the drive you need to make the activity and sales follow. - Sales Prospecting - Two Essentials For Success! by Ted Stevenot
By making both current and future interest a priority, you can focus on making sales today and planting the seeds for new sales tomorrow. Hence, you will extract greater value out of your prospecting efforts and be better able to move your business forward over time. - Sales Prospecting - Seven Pitfalls to Avoid by Ted Stevenot
Qualified prospects are the lifeblood of any business or sales career. Either a business or salesperson can find a way to generate enough new, qualified, currently interested prospects or there will be trouble ahead. Struggle with sales prospecting and your career is at risk. Master sales prospecting and you can control your destiny. - Level the Playing Field in Sales Negotiations by Peter McKeon
Customers perceive sales negotiations as emotionally stressful experiences. Research tells us that the majority of the customers are not proud of the treatment they receive from sales professionals and don't enjoy the thought of sales negotiation or the actual expertise as they believe it is not a level taking part in field. Customers wish an honest and transparent process, expecting help and guidance from a salesperson who is inquisitive about them. - Perseverance - Being the Tortoise, Not the Hare by Peter McKeon
Modern Selling professionals are masters of perseverance. Perseverance is critical throughout each step of the Trendy Selling process. "Over the past 17 years we have seen a transparent link between selling... - Who is Being Judgmental? by Lisa Lomas
It comes down to a simple concept, communication. If we do not talk with people, how are we to know who they are or what they are looking for. - Anchor Away, Negotiators - Negotiation Tips by Carlos Quintero
In a negotiation, an "anchor" is the first offer made by each side. It could be a specific price, payment terms, or a bundle of equipment or services. It is called an anchor because it "anchors" the negotiation around a specific point. - Top 25 Questions to Explore During Initial Sales Calls by Carlos Quintero
The following represent some of the most powerful questions you can ask a customer during initial sales calls. These questions will provide you with the insights to determine how you may be able to offer value, and where challenges and opportunities exist. More importantly, these questions will encourage the customer to speak freely and for you to listen intently without providing any recommendations at this initial stage of the sales process. - Sales Prospecting - Five Essentials by Ted Stevenot
Sales prospecting often represents a very substantial obstacle to success for sales or small business people. Many new sales careers have fallen by the wayside due to the inability of new salespeople to find enough new interested prospects. Further, many other sales careers have been locked in mediocrity because of the inability to acquire enough new business prospects to achieve a breakout. Here are a few essentials to achieving success with sales prospecting. - Sales Prospecting - Activity is the Key by Ted Stevenot
I can't tell you how often I meet people who have developed terrific business plans, but who can't seem to get those plans off the ground. Particularly this is true when it comes to plans for sales prospecting....Sometimes it' easy to plan, but difficult to act. You'll need action to succeed! Here are some tips for getting out of planning mode and into action mode in a business-to-business market: - Sales Prospecting - Dealing With Sales Rejection by Ted Stevenot
Sales rejection is a fact of life if you're in sales. You must learn to understand and deal with it properly to keep it from wearing you down, as it inevitably occurs. If you take sales rejection personally, you will have a very hard time surviving in sales. What is necessary to understand is that most of the rejection you will experience as a salesperson is not actually personal at all. - Sales Prospecting in Person Without Stress by Ted Stevenot
Have you ever had to sales prospect in person? Such a thing occurs when you meet someone new face-to-face who may turn out to be a prospect for what you sell. Such interactions can be tough because you may be uncomfortable asking about business from a person you've just met. - Sales Prospecting Success in Five Simple Steps by Ted Stevenot
Sales prospecting can either make or break a small business or sales career. The more prospects you have the better your chances of success. Finding an abundance of well qualified prospects will help you make more sales and do so with greater ease. Conquer the problem of sales prospecting and you can create unlimited opportunity for yourself. - How to Inspire Bubba to Do Client Development - Start With "Cut and Paste" by Samira Mery Lineberger
Years ago, when law firms still had typewriters on every secretary's desk, and "real lawyers" didn't type, I came off a pregnancy leave to find that my secretary had been moved to another group and was left with psycho secretary who promptly went on mental health. I was working for a large company at the time that was required to keep her position open during her period of "illness." That left me with a revolving door of temps. - Sales Training - It's Time to Give the Customer a Taste of His Own Medicine by Joshua Black
As a sales person, you will need to understand that most of the time the customer is actually lying to you. Yep, it's true. Your customers are lying to you most of the time. They lie for all kinds of reasons and the fact that they lie does not matter. - Law Firms Go Fishing by Samira Mery Lineberger
BTI Consulting Group, a leader in legal industry research, recently released the results of a study that showed that despite deep budget cuts at large law firms, "business development is one of the few marketing areas where law firm executives are more willing to increase spending." Of the firms interviewed, including firms of all sizes, "[n]early 70 percent said they planned to provide more marketing coaching to lawyers." BTI's Benchmarking Law Firm Marketing and Business Development Strategies, 2009. It seems that even in a tough economy these firms are taking the old adage, "teach a man to fish..." very seriously. - Want to Sell More? Stop Selling! by Mike P. Bayes
So, your sales force is struggling and it seems like nothing is closing from the pipeline. Sound familiar? Or you may be hearing these reasons for slow sales: "It's the economy, no one is buying - or spending." "We are priced too high." "They went with a cheaper service." The general strategy I suggest is: stop selling and start building relationships. Companies buy from people they trust, especially in this economy. - Keys to Opening New Accounts by Greg Nanigian
As I coach and train leaders and their sales teams to bust out of their comfort zones with the goal of opening new accounts, several key practices have bubbled up as some of the best. So, here are the top three: 1.) Stop taking, "think it overs," "get back to me's" or "we'll let you knows" when cold calling. - Here's How to Deal With the Invisible Wall in a Sales Appointment by Si Harris
For most of us on the other end of a sales call, we send up an invisible wall or barrier so that the sales person cannot "get through". We tend to clam up a little, maybe not let out our true thoughts or feelings and hold back so we don't get "sucked in" to buying something or worse still - signing a contract. - C-Level Selling Tip 10 - Executives Are Too Busy And Or Have No Reason to See You by Sam Manfer
You hear or think C-level executives are too busy to see you. Learn how to handle this C-Level Selling obstacle. - Sales Training Consulting - How to Get the Most Out of Your Investment by Andre Boykin
An investment in sales training can be very beneficial to any organization if you know how to get the most out of it. Here are some key things to keep in mind to maximize your investment in sales training. - My Pig, It's Biting My Ankle - I Gotta Go! by Greg Nanigian
Last night some friends of mine were at the race car shop getting the car ready for our last race this season at Thompson Speedway. My cell phone rang. The newspaper telemarketer at the other end of the line started off by telling me about a contest he was in to sell the most subscriptions. Then he went on to tell me about the half-price special. By now, he had spoken a paragraph without a breath. - Sales Recruitment and Training by Sean Kanan
Whether someone has a special talent for a given professional field or is especially interested in how it operates and changes through time, the ability to truly excel in a position is usually heavily dependent on the quality of any training that is received. This is especially true in the world of sales, where myriad techniques and theories exist and grow in an effort to help companies attract more partners and customers, igniting the international engines of commerce and trade. While the high motivation and outgoing communication skills of a potentially phenomenal salesperson are often as easily identified as an exceptional sales position itself, understanding how a job candidate might need to be trained to achieve their full potential can be difficult for even the most thorough of companies and hiring teams.
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