Browse Sales Management Training

During his 30-year professional career, sales performance expert Alan Rigg has been involved in nearly every facet of both small and large company operations, in roles ranging from individual contributor to executive management. For the past nine years he has helped business owners, executives and managers at hundreds…

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Barrett Riddleberger is the CEO and founder of xPotential Selling, a company dedicated to providing sales teams and executives with consultancy services that will help them improve results, turn around a negative team and hire smarter. With proven results, Barrett works with clients using a comprehensive approach that…

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Clive is the founder of SalesSense, a specialist sales training and business development firm, focused on the needs of people selling complex solutions to other businesses and organisations. He is the author of of over twenty training courses covering a range of communication, management, and leadership topics as wel…

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David Steel is one of the nation’s leading experts on the topic of Sales Motivation. He’s a popular and widely recognized author and motivational speaker who works with businesses and individuals as a sales management consultant, offering insights into hiring, compensation, goals and strategies, and teaching the use o…

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Eugene Whelan is a qualified business and life coach and runs the business consultancy One To Ten Coaching. He has over 25 years experience at senior management level in the manufacturing and distribution industries. Eugene has worked in various senior roles including, sales, manufacturing and commercial. During th…

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Greg Blysniuk, the founder and Principal Consultant of TopLine Sales Compensation Solutions, is dedicated to helping clients transform sales compensation into a competitive advantage. With experience dating back to 1991, he offers deep insights into the operational and strategic issues that are integral to effective s…

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With almost six years experience in the sales and marketing industry, Jam Dwade has been highly regarded by his peers in the business as the go-to guy when it comes to building a better business and expanding the marketing reach of their business, utilizing the latest trends and proven strategies available in his arse…

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Jason Boreyko was the CEO & Co-Founder of a start up company which generated over a Billion Dollars in sales. Through his leadership and commitment to excellence, he helped create 40 Millionaires in this industry and over 1.4 million well trained distributors. Experienced in both the corporate side of the business as…

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Since 1995 Acumen Management Group, Ltd. (AMGL) has provided business and sales management expertise and programs to organizations for generating revenue growth. Through its headquarters in Knoxville, TN. and offices in Minneapolis, MN, San Francisco, CA and Toronto, Canada, the firm creates strategic sales management…

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Linda has twenty years of experience in leasing sales and marketing management. She is nationally recognized as an outstanding sales trainer and professional speaker. In 1996 she founded the Institute for Personal Development to help leasing sales reps increase volume. She has had a tremendous positive impact on sales…

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Mark S. A. Smith is an electrical engineer, computer programmer, hardware salesman, software marketer, and business owner who now works with IT sales professionals to sell disruptive technologies. Mark has written 11 books and sales guides on a wide variety of IT technology targeting government, educational, healthca…

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Having spent 19 years working in and with some of the world's largest companies, Neil Sho ey is an expert in sales, leadership, communication skills and business success. He begain his career negotiating energy contracts as an Energy Broker for major users, before moving into IT sales, and then Project Management and…

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Patrick C. Veroneau, B.A., Life Potentials Practitioner, iPEC Coaching. Certified Genos Emotional Intelligence Assessments and Workshops.Patrick enjoyed a successful career in sales for more than 15 years. During that time he was also was a passionate student of personal development. Many times excelling, sometimes st…

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Richard Denny is a Business Author and International Speaker. Richard Denny has been described by the Times as the ‘Master of Professional Salesmanship’. His book ‘Selling to Win’ has been hailed as the world’s best book on sales. An inspirational and fascinating speaker who is regarded highly within the sales profess…

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Sales is made to look simple by the most talented practitioners. It is time to expose yourself to new skills to achieve true success with sustained results. Rod McKinnis will open your mind to a new level of selling. As a Global Fortune 500 Executive, Rod grew a $40B business unit 50% in just 18 months. The conversio…

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Sam Manfer is the leading expert on Selling to C-Level executives and other high ranking, tough to see people. His best selling book TAKE ME TO YOUR LEADER$ has been showing hundreds of thousands of sales people how to get-to senior, influential people, engage them in meaningful conversations, and establish profession…

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Tessa Stowe teaches small business owners and recovering salespeople 10 simple steps to turn conversations into clients without being sales-y or pushy. Sign-up for her FREE monthly newsletter that is full of tips on how to sell your services by just being yourself at http://www.salesconversation.com

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Practice is not something one does when their good. Practice is what makes one good. 1. Why is it important, for you or your sales people to get to the leaders? List at least 5 reasons why you’d like to get to top level executives in your customers’ and prospects’ organizations. If you realize the advantages, you’ll start focusing on getting to CEOs, profit center leader, or top officials and their immediate staffs.

Published · 2,790 views · Rated 4.7/5 from 3 votes

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 relationships – good ones and weaker ones.

Published · 3,051 views · Rated 4/5 from 3 votes

Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest. Prepare Yourself 1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.

Published · 2,360 views · Rated 4.8/5 from 4 votes

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 sneaks-in under the radar that will be yours. For those projects that have to be bid, you’ll know when they are coming down the pike. You’ll learn what price will win, and you’ll be able to help write the specs that center around your strengths.

Published · 3,321 views · Rated 4.3/5 from 3 votes

Your presentation requires two key components to win. The first is to show your prospect you can give him or her what s/he wants. The second is to describe how you can do it better than any alte ative. Better in an area of importance to someone is worth more money. Keep in mind, doing nothing is an alte ative and many times, your biggest competitor. Showing you’re the best of the choices available is called differentiation. You separate yourself, your company and/or your solution from the others.

Published · 2,488 views · Rated 3.4/5 from 21 votes

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, as in, “Get us the best deal.” Price could be in this range, or within my budget, or what I can afford. Price could be, “We’re big and we know we can squeeze you.” So here are some tips to handle price.

Published · 4,063 views · Rated 3.2/5 from 40 votes

“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. It may look something like, “You’ve got a problem you need to solve as it relates to …. You’re probably looking for solutions and you’re trying to find someone to help you. I’m curious what you see as your problem and what your concept of a solution for it is?”

Published · 3,640 views · Rated 5/5 from 1 votes

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 account is the people. This means the account plan is made up of relationship plans for the profit-center leader and his or her staff of how you and each of them will continues working together for the benefit of each other.

Published · 3,570 views · Rated 4/5 from 2 votes

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.

Published · 4,109 views · Rated 3.3/5 from 4 votes

You sell products, services or both. But buyers don’t want things or services. What they really want are solutions to problems (stating it negatively) or desired results (stating it positively.) These solutions and desired results can sound abstract or intuitive when initially talking, but they are very poignant and constantly sought after. Your Solution Portfolio

Published · 1,646 views

Confidence is what C-level decision-makers want to see in their selling partners. Yet, it's uncomfortable selling to influential leaders. Big ego's come with big titles and these people can be intimidating. Therefore a salesperson’s biggest asset is confidence.

Published · 3,374 views · Rated 4/5 from 6 votes

The best way to capture the attention of a C-Level executive is to interview him. Senior exec’s loved to be interviewed. Additionally interviewing serves many other purposes. 1. It puts the focus on the executive and high level people like to be the focus of attention. 2. They get to do all the talking and executives like to do all the talking. 3. Answering your questions will let you know the executive’s thoughts feelings and desires, and this is what you’ll build your presentation around.r

Published · 2,588 views · Rated 4/5 from 3 votes

Cross selling is the fastest and easiest way to generate more revenues and at higher profits. Cross sales are also the easiest sales. They have a 3 times higher closing ratio than selling any of your products to a new customer. So do you have a cross selling process operating in your sales system? Let’s investigate.

Published · 2,249 views

Sales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do”

Published · 1,774 views

Sales Management II – What Managers Should Do for Off the Charts Selling “A Sales manager’s job is to move sales people to do what works.” This is Part II of III - The “Do” of the key elements – “Move”, “Do”, and “What Works The “Do”

Published · 1,971 views

“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III) A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) and deal with it.” Whatever this bad apple is doing is working and you want to keep him going. The point: Don’t mess with what’s working well.

Published · 2,003 views

“A sale begins anywhere you get your foot in the door. A sale ends in the C-suite.” Never doubt that C-level executives are involved in the initiation and approval of a sale. But you must interview the C-level executives first to learn what's important to them before presenting. Then show you'll deliver the results and benefits that each one personally wants. Don’t assume all the C-level execs want the same – they usually don’t. In this way you’ll win each C-level executive's vote, and you'll continue selling to that account.

Published · 2,246 views

Win-Over C-Level Decision Makers with Effective Communicationsr Learn to Find and Push the Execs’ Hot Buttons/ Engaging Executive Conversations

Published · 3,079 views · Rated 4/5 from 2 votes

Most salespeople have never received a proper education in selling and therefore do not have processes and strategies to use when trying to access and develop relationships with C-Levels and C-Suite executives. In actuality, most learn by trial and error, and errors cause rejections and failures. For example many sales people, will just call directly to C-Levels or C-Suite executives for an appointment. As a result, they get blocked or hear some sort of excuse, such as, too busy, it’s been delegated, not interested or some other random comment.

Published · 2,084 views

Listening is the key to establishing relationships and selling. If you learn what your prospects want, and/or forgot to mention, and/or don’t know about, and what they mean by the words they used to describe what they want, you’ll have a complete description of what it will take to win these people over. It works for both business and personal relationships.

Published · 2,899 views · Rated 3.8/5 from 4 votes

Let’s say you’re a C-Level executive or a staff manager doing your job and someone comes into your office. Who would you rather sit opposite: (1) a detective trying to interrogate you about what you’re doing, or how you’re doing your business or (2) an interested person (maybe a friend) asking what kind of problems or challenges you’re having today with an aspect of your business ….., and what would you like to do about them? Interrogating

Published · 2,351 views

Sales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works. Move

Published · 1,957 views

Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mea C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too smart either. Senior executives are a well protected and scary bunch. To win them over, one must have a confident resolve and a strategy to sail into their waters. Intimidation is an anchor.

Published · 3,881 views · Rated 3.5/5 from 4 votes

Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly.

Published · 3,749 views · Rated 3/5 from 3 votes

Put People at Ease and You’ll Get More of What You Want To make interactions click immediately you’ll have to make CEO’s, C-level executives and people in general feel comfortable. If they’re comfortable, they will talk openly with you and give all you’ll need to succeed with them. The fastest and easiest way to do this is to match your style to theirs. All people feel most comfortable when your style is similar to theirs.

Published · 3,776 views · Rated 3.8/5 from 8 votes

Anxiety is the uneasy feeling that arises within you when thinking about approaching a senior level executive, doctor, high government official, etc. It surfaces because you are anticipating an unpleasant outcome or projecting a negative experience. So in essence, it’s your own imagination that creates executive intimidation.

Published · 2,981 views · Rated 3/5 from 1 votes

CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title credibility only lasts until the titled person opens his or her mouth. Transferred Credibility

Published · 2,823 views · Rated 3.4/5 from 5 votes

You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final approval. The term delegate basically means, “You do the legwork and report your finding back to me.”

Published · 2,704 views · Rated 3.5/5 from 4 votes

Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for them. But there is one thing salespeople do not do -- selling at the C-Level or to the profit center leaders.

Published · 1,971 views · Rated 3/5 from 1 votes

If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really know. If you don’t, you’ll say you don’t know anyone. Once you realize all the people you know, then, you’ll have to determine who the right contacts are to connect you with the decision makers you want to meet. Finally you’ve got to know what to say in order to get the right introductions.

Published · 2,066 views · Rated 3.5/5 from 2 votes

Get support if you want to sell faster and easier. Selling is a team sport. Use the people with whom you have a professional relationship to get to know others. Build relationships with them and keep moving up and out.

Published · 2,719 views · Rated 5/5 from 1 votes

I can't help but compare Tiger Woods and Phil Mickelson to selling. Tiger Woods came in second place at the Tour Championship, yet walked away with $10 million as the FedEx Cup champion and $800,000 for his second-place finish. Phil Mickelson walked away with $3 million for the FedEx Cup and $1.35 million for winning the tou ament. The comment by Phil was "Let me get this straight. I shoot a 65 and win $1.3 million and Tiger shoots a 70 and wins $10 million?" That's right. Tiger was consistent over time. Phil had a great day.

Published · 2,134 views · Rated 3.3/5 from 3 votes

Subordinates, administrators, purchasing, etc. keep you away from their bosses and the real decision makers because they fear losing something – power, ego, job, recognition, authority, etc. However, don’t assume to know what it is because you could be wrong. Get them to tell you why they don’t want you to go past them.

Published · 3,060 views · Rated 5/5 from 1 votes

President Obama could learn from a C-Level selling expert. He’s having issues persuading senators and congress people to support gun control, immigration reform, budgets, debt ceilings and more. These are powerful people, just like the ones sales people encounter or try to encounter in their endeavors to make sales and/or win projects. So there are, among others, two critical and relevant problems when trying to win over powerful people and there are strategies and tactics to help eliminate them.

Published · 2,147 views

Over the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc.

Published · 2,396 views · Rated 4/5 from 1 votes

Up and out -- that is my motto. Whenever I'm pursuing a contract, project or deal, I find out who all the top level people are in the organization. Then I focus on how I'm going to spread like a virus in an organization and get to them. But the leaders who are always the most helpful are those in the sales department. No matter what I've been selling -- automation equipment, warehousing equipment, electronics, or consulting services, the selling organization always seems to be the easiest to get to, and provides the most insights about the organization.

Published · 1,668 views

Today's sale, this month's target, your yearly quota -- this is the game of your life. Why, because you're only as good as your last accomplishment. If you win, you're praised and rewarded. If you lose, you pay a toll no matter how bulletproof the excuse. More importantly, it carries you to your next phase -- your new status, your new income, your new office, your new job. So what are you doing to prepare for the game of your life? Sales managers, what are you doing to prepare your team? They are your only game in town right now?

Published · 2,392 views · Rated 3.5/5 from 37 votes

Relationships are a powerful way to get business. A relationship will be established when each party feels the benefits for him or her self. C-Levels and senior executives are primarily interested in business benefits you can deliver that serve their careers. Deliver the benefits and secure the professional relationships. Delivering results are thing you can control.

Published · 2,648 views

If you want doctors to prescribe your drugs, use your devices or refer your services, you’ll have to win-over them over, one by one. Winning over means they see you as a resource to protect or enhance their practices. Everybody knows they must see the doctors and not ignore the staffs, but how come most sales people struggle getting to these top dogs; engage them in the professional conversations; and winning their support? The answers are ignorance, fear, and/or obstacles. Ignorance

Published · 2,672 views

My daughter, who's looking for a house, recently said she doesn't trust realtors. Around the same time, some sales people I am coaching said that prospects always lie. So who is it that lies -- salespeople are customers? Well, as a sales person or sales manager, you probably hedge, embellish, wing-it, and stretch the truth at times. So does that mean you lied, and should be included in the generalization of never trust a sales person?

Published · 1,740 views · Rated 4/5 from 1 votes

Most training for salespeople comes from corporate marketing which sends the message that your mission is to tell prospects about us, convince people to buy, and discuss why you are superior to competition. This is marketing – trying to generate interest.

Published · 2,103 views · Rated 2/5 from 2 votes

Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain. Therefore you’ve ...Your final test to win contracts is your presentation. How professional you look based on what needs to be heard will determine your success or failure. Remember these voters want what they want - not what you think they should want. They also want no risk and maximum gain.

Published · 1,860 views · Rated 5/5 from 1 votes

Sales have a beginning and an end, and you can adjust how much time is spent in between by making the right moves. Sales begin wherever you can get in, but always end with the power executives saying yes or no. What happens in between is a lot of due diligence work with subordinates and administrators. Even though these lower level people try to keep you at bay, your focus should always be to eventually get to the high influence executives because this is where your deal comes to a head. Here you’ll find out whether or not there will ever be a sale, and if so, what you’ll have to do to win.

Published · 2,058 views · Rated 3/5 from 1 votes

As a manager, you know your salespeople will always have trouble getting to C-levels and other influential executives. So you've got to help them with ideas, your example and a push. The first rule of gatekeepers is “Always assume your reps will be blocked,” and with this in mind have discussions with each before upcoming sales calls and pursuits. It should go something like this. "Who’s your prospect? "Who will you be meeting or calling on today? " "What will you be prepared to say when this person resists introducing you to others?

Published · 3,342 views · Rated 4.5/5 from 2 votes

“When the student is ready the teacher will appear.” The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? Let me ask you, if you could get more sales, would that help your company's performance?" He of course said, "Yes."

Published · 2,344 views · Rated 3.5/5 from 2 votes

Large accounts are cash cows for any business. We all wish we had more. We all go crazy if we lose one. However, large accounts require the most powerful selling skills –getting-to and selling profit center leaders and their staffs. Two points of clarification: 1. Selling the C- level means working with these top-level, influential people so that they see you and /or your company helping them attain their financial goals. This is not about monetary purchases.

Published · 2,930 views · Rated 2/5 from 1 votes

How would you rate the skill level of each of your sales people? What are you doing to improve each person’s skill level? In other words are your sales people as good as you think they should be and if not, what are you doing about it. Sales goals are made or missed because of management. Good managers keep their fingers on the pulse of business. They know what to expect and if those standards are not being met, they takes actions to make their salespeople better. Better means selling more, but selling more requires improving sales people’s selling skills.

Published · 1,549 views

Cold calling is dead, but still kicking. It's not to say that cold calling doesn't work, but everyone will agree, it's highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t.

Published · 1,748 views · Rated 3/5 from 1 votes

Quality leads, especially those of C-level executives, generate sales. These leads will come as the result of effective passive and active marketing. Part I -- Passive Marketing Since we live in an Internet world, if you don't have Internet presences, you're behind your competition. Actually, today, if you don't have a Web 2.0 presence you're even further behind. So every sales person needs to develop their own (not their company’s) Internet presence. Level I - Website, E-news, Blogs

Published · 1,523 views

Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, I contend that most of you ask only cursory questions, listen superficially, and can’t wait to give their pitch.

Published · 2,503 views · Rated 3/5 from 1 votes

Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order. The purchasing discussion usually goes something like this, "Send me a proposal." Then there's some follow-up and the customer agrees or not. The sales person never really knows why. Another common occurrence, "What’s the price?" Then there's some discussion and or negotiation, and finally the customer says, "Okay, I'll buy it," in so many words.

Published · 2,522 views · Rated 5/5 from 1 votes

Always assume you'll be blocked and rarely will you be incorrect. Suppose you meet with someone -- your initial contact – and you get along well. She or he likes what you have to say. She or he sees the benefits. Everything seems fine. What typically happens next? Well, you might ask for the ...Always assume you'll be blocked and rarely will you be incorrect.

Published · 1,887 views

Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The doctor is too busy. The doctor doesn’t see salespeople. The doctor doesn’t care who they have selected. These, plus a whole range of other statements about this doctor, are excuses - rationalizations. 99.99% of the time they are projections that you have created either by yourself or with the help of a blocker. A doctor is too busy is an excuse. Too busy to listen to a sales pitch - that I can agree with. Too busy to learn how something will affect her practice - I don’t think so.

Published · 2,158 views · Rated 3/5 from 1 votes

Part I, Active Networking For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, halfheartedly or not at all unless you the sales manager shows them how and holds them accountable. Accountability means setting goals, actions and measurements. Then, review progress on a regular schedule to give meaningful feedback and motivation to reach agreed-upon metrics.

Published · 2,252 views

There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.r

Published · 1,785 views · Rated 5/5 from 1 votes

What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success. Most sales people quickly boast ...What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase you chances of success.

Published · 2,775 views · Rated 4.3/5 from 3 votes

We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster. Back to the two ladies I talked ...We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster.

Published · 1,950 views

www.SalesisSimple.com While listening to news radio the other day, a Sales Guru serving as a guest of a talk show was asked to offer his advice given the current economic environment. He stated he has some VERY valuable advice for business owners to assist them through the crises - the show ...

Published · 1,710 views

Right now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now. It looks badly and ultimately the fear ...Right now corporate and government officials are keeping spending and capital investments to minimum. Even if government projects are funded and have nothing to do with budgets, they are still being put on hold. Why, because it’s not right to spend now.

Published · 2,069 views

It’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales. ...It’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales.

Published · 1,826 views

www.SalesisSimple.com I agree…it has been a challenging year for most sales organizations. However did you know there are some sales professionals and organizations that are actually thriving in this environment? It’s true. How are they fortunate to excel? Is it luck? Hold that thought… As a ...

Published · 1,719 views

Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit, got fired or worse yet, s/he is still with ...Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it.

Published · 2,453 views

Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants to manage a large account has to get to ...Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff.

Published · 2,170 views

Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost. The simple system ...Forecasting can be simple and accurate, and if one uses a consistent, creditable selling process it can be even more reliable. Here is a simple way of forecasting. Try it on some outstanding business. Try it also on some opportunities you closed and others you lost.

Published · 1,738 views

Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other statements about this executive, ...Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected.

Published · 1,782 views

Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort. Many believe selection is based on price. I say not really. A “better” deal – ...Customers choose vendors based on the perception that something important is better from one company than another. “Better” simply boils down to three (3) factors – more benefits, less risks, and/or least effort.

Published · 2,108 views

I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn. As I introduced ...I was at an association meeting the other night doing some networking. As I talked with people, it was amazing how inefficient people are in their selling and business development. So I have five stories, each with a lesson that could help you develop business better.rn.

Published · 2,015 views

In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you. Knowing what RFP’s you can win before you bid is critical to your success ratio. Keep in ...In this article we will focus on selecting the types of clients and the types of projects where you have the best chances of winning. Keep in mind all RFP’s, clients and projects are not good for you.

Published · 2,380 views

The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. So some thought should go into what you’re going to say, how you’re going to say ...The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation.

Published · 2,680 views

The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area.

Published · 1,423 views

Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are: • Existing Customer – Existing Products/Services ...Sales growth will come from (1) existing customers; (2) old or lost customers; (3) new customers; (4) existing products or service; and/or (5) new products/ services. Based on the options above, the chances of success for making more sales are:

Published · 3,234 views

In the current climate of economic uncertainty, it is critical to have managers that possess emotionally intelligent (EI) management skills to keep employees focused on their assignments in spite of the stress that surrounds them. It is often said that your manager can “make or break you”. It ...

Published · 1,824 views

As a Sales Management Training consultant I’ve seen companies make some costly mistakes in regard to sales. How do I know? In 1998 as a pioneer for converting a reactive customer service team of a Fortune 500 conglomerate to proactive sales force, I made similar mistakes. Mistakes ranging ...

Published · 1,529 views

Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you. I hear every ...Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you.

Published · 1,830 views

www.salesissimple.com Pres-sure [press-er] verb def. - the exertion of force by object in contact with it. OK Sales Reps, Sales Managers, Directors and Entrepreneurs...a show of hands - how many of us are feeling the pressure right now? Agreed! As a Sales Management Consultant, I see the ...

Published · 1,484 views

The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.

Published · 1,499 views

The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient.

Published · 2,208 views · Rated 5/5 from 1 votes

Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five part series is intended to help you ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.

Published · 2,886 views

Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding. Recently a semi conductor client of mine wanted to move one customer’s (A) production from one facility to another in order to make room for another customer’s (B) production. It was a special fab with ...Here is a true story to go along with Wednesday’s Blog on Eliminating Low Price Bidding.

Published · 2,067 views · Rated 5/5 from 1 votes

C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected. Worse yet, of the ones fortunate enough to get meetings, most are never able to ...C-Level Executives are tough to meet with – even if it’s a small company. Unless you’ve built up credibility with someone close to this C-level executive you’ve got a 95% chance (almost certain) of being rejected.

Published · 1,917 views

The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline. If you’re not winning at this ratio, then either you are ...The key to any good proposal or presentation is the pre-work. Any company can close 33% of what’s in their pipeline. Better companies closing ratios are greater than 60%. That’s 60% of what they forecast or what’s in their pipeline.

Published · 2,282 views · Rated 5/5 from 1 votes

It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down. I was at an association networking event the other night and as was talking with some people a ...It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down.

Published · 1,436 views

Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously. 1. Use your ...Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets will be created, and you will increase your sales and market share tremendously.

Published · 1,721 views

Whether your goal is to improve your financial situation, lose ten pounds or travel to a certain destination, it is critical to establish sound strategies when setting goals. In today’s society, the focus is around failure and despair. That is the bad news. The good news is that we all have ...

Published · 1,270 views

Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really want to know is if I have an easy button or a ...Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy.

Published · 1,561 views

"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts. 1. How Do You Get the Order? Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.

Published · 2,260 views · Rated 5/5 from 1 votes

Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control.

Published · 2,706 views · Rated 5/5 from 1 votes

Need to build a high performance sales culture quickly? Have a desire for sustainable sales results? If you are like me, you understand mediocre sales results will implode your business given our current economic environment and competition being so fierce. Additionally, there are far too many ...

Published · 2,137 views

1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like. 2. The other thing I learned ...1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer. In this way you can outlast your competitors by losing less. Once they are out of business, you’ll own the market and can charge what you’d like.

Published · 1,815 views

The New Account Syndrome The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, second only to the toughest - trying to introduce new technology or new services to new accounts. ...The New Account Syndrome

Published · 1,602 views

www.SalesisSimple.com The Stretch [stretch] verb def - an unbroken period of time in which you are going to accomplish something. Remember your favorite "Come from behind, when all the chips are down, able to gain victory anyway" movie? I.e. Rocky, Remember The Titans, Gladiator or The ...

Published · 2,064 views

Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them. Selling typically is not a destination career. But when ...Everybody knows that to present, ask questions, and listen are the basics of selling – not necessarily in that order. However, most sales people do not know the finesses associated with these basics because they never learned them.

Published · 3,851 views

OK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys. ...

Published · 1,431 views

Your words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ...Your words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ways.

Published · 1,763 views

We are currently living in a society which seems to have lost its way. Many are beginning to realize that in their quest for money and material objects, they sacrificed “wealth” and are now realizing that they are bankrupt, either financially, emotionally, physically or ...

Published · 1,820 views

I was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something. After seeing ...I was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something.

Published · 2,272 views

Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five part series is intended to help you easily and ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.

Published · 2,418 views

Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome. Even the old K-Mart use to announces “Welcome K-Mart shoppers.” Unfortunately, after the Greeter or the welcome message, you get lost in the sea of people and merchandise ...Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome.

Published · 2,851 views

For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-center leader and his or her staff. These ...For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them.

Published · 2,138 views

I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster. However this is the classic ...I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster.

Published · 1,792 views

Getting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling. Hopefully this will clear up why liking doesn’t make a relationship nor put money in ...Getting someone to like you is not going to close sales - especially during a business recession. It is amazing that this misconception is embraced by so many sales people as the essence of relationship selling.

Published · 1,696 views

Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account. The sad truth is that most sales people believe they are high ...Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account.

Published · 1,618 views

Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by? The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by?

Published · 1,786 views · Rated 5/5 from 1 votes

Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes. ...Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on price. I say not true. A “better” deal – yes.

Published · 1,928 views · Rated 5/5 from 1 votes

When prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem People lose motivation and waste time making cold calls. They get nowhere slowly. Even worse, the ... When prospecting or getting to higher-level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem

Published · 1,493 views

This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?” My question is all about you and who’s watching out for you? See, we are usually watching out for our children, spouses, parents, etc and not ...This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?”

Published · 1,745 views · Rated 4/5 from 1 votes

Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to ...Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that your product knowledge is second to none.

Published · 1,634 views

Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity.

Published · 1,993 views · Rated 5/5 from 1 votes

Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives. So this five part series is intended to ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives.

Published · 1,914 views

Lack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that. But ...Lack of confidence, self-doubt and low self-esteem stem from negative talk within yourself. This negative talk was programmed into you as a child. Yes, it was your parents or friends or role models that messed you up. However, that was then and there is nothing you can do to change that.

Published · 1,671 views

Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message. ...Many managers still mandate cold calling and for lack of a better idea many sales people still do it. However, you’ll be far more successful generating quality leads by networking. Why, because networking eliminates resistance to getting a meeting and eliminates resistance to your message.

Published · 1,477 views · Rated 5/5 from 1 votes

Is cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales. That’s because you have relationships and if you know how to use them, it translates to easy sales, better pricing, elimination of any budget issues, and no competitive involvement. Now for the ...Is cross-selling in your 2008 future? If not it should be. It is the easiest way to make more sales. That’s because you have relationships and if you know how to use them, it translates to easy sales, better pricing, elimination of any budget issues, and no competitive involvement.

Published · 2,336 views

What do you say when you call on potential buyers or the top executives of your clients organizations? If you’re like most, you’ll do some chit chat and then say something similar to, “I just wanted to check on how we’re doing with the XYZ project.” Then probably before you leave, you’ll say, ...What do you say when you call on potential buyers or the top executives of your clients organizations?

Published · 1,530 views

“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward. It’s ...“GO NO FURTHER.” That might as well be the sign implied, perceived or implanted in most people’s minds when it comes to dealing with gatekeepers. Yet, if left in place, these blockers can kill your chances of making the sale because they control where and how your message moves upward.

Published · 1,691 views

Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no. Sales can turn into large ...Sales begin from the bottom-up or the top-down. They can begin internally from a perceived need, or they can begin exte ally from a marketing presentation. No matter how the sale initiates it ends with the executive in charge of the decision saying yes or no.

Published · 1,870 views · Rated 3/5 from 1 votes

If you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are. First, does your sales manager know where his/her sales will come from by account, by product / service for 2008? Or is it about, “Here is my number, ...If you’re not satisfied with your sales status looks to the coach of your team – your sales managers. Here’s a way to check how good they are.

Published · 1,501 views

When people buy from you they expect good results. So when they get what they paid for, it’s really nothing special. Therefore, when it’s time to buy again, those same people will consider you because you delivered. But they won’t necessarily buy from you, because again, it wasn’t anything special. On the other hand, if there was a problem of any sort, you’re remembered as a problem, even if you corrected it. Consequently when it’s time to buy again your chances are slim.

Published · 1,966 views

Let me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the profit centers you’re trying to sell into. Ask yourself, “Who in this organization can say, ‘Yes’ and it’s a done deal – no delays, no perfunctory signatures, only, ‘The sale is mine right now.’” These people must be your focus.

Published · 3,502 views

How much time do you spend with the senior staff of you customers? I’ll bet not much – that’s not good. I’ll also bet that if by chance you do know them, you check-in to only say hello and see if there is anything they can give you – that’s not good again. And if you don’t know them, you only try to gain access to them when there’s something you want – that’s really not good.

Published · 1,907 views

Competitors are constantly approaching your top customers and their C-level executive staffs with offers of better, easier, and cheaper. If you’re nothing special to the high ranking staff you’re vulnerable to replacement. If any of the staff had missed expectations, you’ll be talked about negatively and again vulnerable. If you haven’t stayed in touch reinforcing your ability to assist with opportunities or mitigate threats in their business or job functions, you’re not top of mind when competition promotes how they can be of better service.

Published · 2,206 views · Rated 5/5 from 1 votes

A true sales master - Henry Ford, the man famously quoted as offering his Model “T” car as follows: “Any customer can have a car painted any colour that he wants so long as it is black” However, this isn’t the sales lesson from Mr Ford, as most customers demand a little more flexibility today. Yet he was a genius and a record breaker in automotive sales. He is also quoted as saying: “A market is never saturated with a good product, but it is very quickly saturated with a bad one” Now this is something from which we can learn.r

Published · 1,655 views

It’s easy to differentiate if you use numbers names and details because all of yours differ from all of your competitors’. In the greater scheme of things, your products or services are similar to competitors’. But, in the finite scheme of things every competitor is different – different people, different number of installations, different sizes and shapes, different services, different locations, different customers, etc.

Published · 2,058 views · Rated 5/5 from 1 votes

Most sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. Second, they don’t hold themselves and the large account’s people accountable for the actionable ideas generated.

Published · 2,149 views · Rated 5/5 from 1 votes

Confidence wanes and self-doubt sets-in when your negative little voices nag at you. Those little voices stem from parental lectures and social interactions which are now programmed into you psyche. These programs are what your inner parent draws from to tells your inner child how to react. If the message is positive, your inner child is happy and confident. If the message is negative or a warning, you inner child is fearful and full of caution / self doubt.

Published · 2,701 views

Most sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or C-level executive.

Published · 2,530 views · Rated 3/5 from 1 votes

Interest and credibility are the keys to successful cold calling and outgoing phone selling. With cold calling, you have to develop interest within the first 7 seconds. When the prospect first answers, this is not the time to tell who you are or where you're from. You may think this important and strange not to introduce yourself, but the prospect on the other of the phone doesn't care who you are or where you're from. You are interrupting and all s/he cares about is "What can you do for me?" So this is the moment to push benefits (not features) to pique the prospect’s curiosity.

Published · 4,407 views

Here’s a common situation. You finally get a meeting with a senior or C-Level person. After the pleasantries you start telling how your product or service will be good for his company and/or better than the competitions’ stuff. He’s attentive for a few minutes. But you’re so focused on presenting or your standard spiel, you miss the fact that he’s bored. All of a sudden he’s ending the meeting and you’ve got nothing – no commitment, no interactive discussion, no follow-up meeting.

Published · 4,021 views

Interviewing is the most important step of sales calls and relationship development. Interviewing requires asking stimulating questions that get prospects to discuss their wants relative to what you’re offering. However, interviewing also requires active listening. That is, listening with and ear to learn and understand.

Published · 2,587 views

Telemarketing Tips, Closing Incoming Telesales for Call Centers Interest and credibility are the keys to successfully leading incoming callers to buy your products or services. When someone calls into your business, be it your, receptionist, multi-person phone bank or home office with an inquiry, obviously interest is high. However, you have to keep that interest burning while developing credibility and avoiding frustration. So how you answer and your next few statements are critical to moving this opportunity forward. Step 1 – Create Rapport with Your Greeting

Published · 2,504 views

It's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence. Confidence is a sales person’s biggest asset. It enables a sales person to feel s/he belongs with top decision makers. Confidence enables a sales person to ask penetrating questions to everyone s/he meets, and confidence enables a sales person to ask for what s/he wants.

Published · 2,028 views

Increase your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To make you feel worse your main contacts at these competitive accounts are very cordial, yet let you know they’re happy with your competitors. Therefore, you assume everybody, including the powerful C-Level decision makers, love the competitors and will never change.

Published · 2,536 views

Credibility is the essence for getting to people; for having people believe you and; for drawing people into buying your products, your services, your ideas, your concepts, and you. So how does one get credibility? Well you’ve been developing it all your life. You’ve just never taken the time to think about how you’ve done it. You meet someone and you do your thing. Well here’s what to focus on while you’re doing your thing – respect, trust, and results.

Published · 2,685 views · Rated 3.4/5 from 11 votes

A CEO is working with a lot of papers on his desk. Unde eath the papers there’s a sharp letter opener. As he slides the papers over to do another task, he hears the scrape of the letter opener on his beautiful wood desk. He looks and is distressed because it has left an ugly mark. He calls his admin and she’s also distressed. The VP of Sales is next door and he calls her over to look. She’s no help. Then the admin says, let’s call maintenance. George the maintenance guy comes up. He gets some Old English Polish, applies it, and the scratch disappears.

Published · 2,568 views · Rated 3.5/5 from 20 votes

How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final decision. It’s not to say that C-levels and other executives aren’t busy. However, if this sale is a go project, it will affect this C-level and his status with the company. Therefore, he will want to know what’s going on to be sure his expectations are going to be fulfilled.

Published · 2,440 views · Rated 4/5 from 3 votes

Approaching a senior level executive, doctor or high government official is very nerve racking and usually holds sales people back from approaching the ultimate decision makers. That’s because we’re anticipating an unpleasant outcome or projecting a negative experience. The antidote is positive projection and preparation. Say to yourself that you are capable enough and smart enough to go face to face with this corporate exec, high government official, doctor, etc. Preparing for this meeting will help you feel more comfortable and confident. Preparing Yourself

Published · 3,161 views · Rated 4/5 from 1 votes

People block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let sales people get past them and fear the repercussions from the boss; etc. However, every block you’ve ever encountered was based on fear of losing something – power, ego, job, recognition, authority, etc. Gatekeepers don’t see a win in it for themselves; otherwise they would let you pass.

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Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is that sales people believe this nonsense and then feel it is now unnecessary to get to the top people. All committees or delegates do is gather information (leg-work) and past their thoughts upward for the final decision.

Published · 2,845 views · Rated 4.3/5 from 3 votes

Sometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain. This person can be a CEO or a General Manager or a Plant Manager, or a Product-line Manager, or another title. But profit and loss are the keywords. Ask, “Who ultimately takes the hit if things go south?” These P/L leaders are very easy to identify. Just ask anyone or check the internet.

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Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for their research and efforts. Over the next several articles, I will share with you my suggestion of how you should handle these current and prominent selling issues/ challenges. I also encourage you to read their report and their insights.

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Credibility is the key to success with the C-Suite executives and other high powered influencers. The problem is how to do this quickly so they don’t tire of you or refuse to meet. Respect, trust and presumption of results are the 3 steps to credibility

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1. Sell in the C-Suiter Don’t bypass the subordinates, but don’t get stuck there either. C-levels are looking for value, not price. Subordinates are looking for whatever they think their boss, the C-level, General Manager, Profit Center leader wants. Only the C-level boss knows what s/he wants. It’s up to you to find out. 2. Don’t confuse price with affordability.

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The main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have. S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never forget it: The message the ultimate decision maker wanted to hear was not your message. Either you gave the wrong message or whoever gave it for you got it wrong or made it wrong. Therefore, if you want more sales and cross-sells, you have to start C-Level Selling 4 Simple Steps for C-level Selling

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Selling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What helps them keep their jobs, and what gets them promoted? They don't care about the lowest price, or competitive features.

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Determining the final decision maker and other high level influencers is one of the most difficult tasks for a sales person. Subordinates and info gatherers claim to be the final decision maker which confuses sales people. Others guard that information for fear the sales person will try to approach these high level influencers and the ultimate buyer. So not knowing who the most important people are makes it very challenging for the sales person to control the selling process.

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The reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale. So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate problems or attain desires. Uncover those problems and desires (http://sammanfer.com/articles_salescalls.html )and you’re on your way to closing. This is C-Suite selling. Push your products and services and you’re on your way to the exit.

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Your buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs and wants. Two notes of caution:r

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Networking can connect you with the person you want to be with better than any other method. So use your resources. You know people that know people who can get you to whom you want to be with. However you have to stop and think about this for a minute because you’re not used to using these contacts for this task. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Published · 3,192 views · Rated 4.5/5 from 4 votes

Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. Once you start to think about who you know, you’ll be amazed at how many resources you have.

Published · 2,423 views · Rated 3.3/5 from 3 votes

Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells. There are also people in associations, consultants, and within your own organization that have benefited from working with you. These are people you can use to make introductions for you to hard-to-see executives.

Published · 2,735 views · Rated 5/5 from 1 votes

Rating Sales Leadership End-of-year planning and new-year kickoff are the most popular times to reflect on the status of a company—where it is, where it’s headed, what needs to improve, what is successful. But a very tough selling environment calls for more frequent, deeper assessment in the ...

Published · 1,243 views

End-of-year planning and new-year kickoff are the most popular times to reflect on the status of a company—where it is, where it’s headed, what needs to improve, what is successful. But a very tough selling environment calls for more frequent, deeper assessment in the struggle for ...

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Sales force compensation options are plentiful—commission based on sales, blend of stock options, incentives and special bonus plans. Successful plans are always aligned to fit the overall goals of the company. Threads The list of variables to consider in a compensation plan include: new ...

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Working as a sales manager at Advanta Leasing, I got a call from an irate first time vendor. He was livid because his customer received the initial lease invoice with three large fees. Nobody communicated that fees would be included and the lessee wanted to cancel the deal. The lessee ended up paying cash and the vendor never used us again. The vendor was mad enough to put his complaint in writing and that was the end of the matter.

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My friend Ted sells marine forklifts. He and his boss recently went to a marina to close a large transaction. Ted looked around the marina and said to the customer “I’m not going to sell you this lift.” Both Ted’s boss and his customer were stunned. He followed up with “You would really grow your business if you had two lifts, one for the front and one for the back.” Ted took a gamble, he embraced risk rather than running from it, and he ended up selling two forklifts that day.

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When I started in leasing my training consisted of being given a phone book & told to make calls. I remember calling a copier vendor and he asked if we paid points. I put him on hold, turned to the guy next to me and said “What are points?” It was a brutal beginning and my lack of quick results proved it.

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“Procrastination is the thief of time.” - Edward Young In 2002 I signed a contract with Leasing Power Tools Press to write a book on equipment leasing sales. Four years later, there was no book. I tried. I’d write, criticize myself, crinkle the paper up and throw it in the trash. I’d sit down with the intention of writing and then any other activity that popped into my mind would take precedence. Clipping my toenails suddenly became urgent!

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Why is the principal's personal credit report so widely used in our business? Actually there are many reasons. They are inexpensive, usually two to four dollars per report depending on your volume. The information is rich – many consumer credit issuers report their results to the credit bureaus. They are available to any credit issuers, so a new company can have access to the same information as established lessors. The primary reason, though, is that they are predictive.

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Do you lay in bed at night worrying about your bills? Are you barely meeting your monthly volume goal? Salespeople who continually prospect have less anxiety than the average sales person. They also keep a steady stream of business coming in the door. Sales reps know that they have to prospect, and yet they do everything they can to avoid it.

Published · 1,359 views · Rated 2/5 from 1 votes

Sales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like a puncture wound to the collective psyche of salespeople and many are reacting like victims.

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When you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how! Try these tactics next time you hear, "We're happy with our current vendor, thank you." 1. Don't Slash Price

Published · 3,937 views · Rated 3.7/5 from 3 votes

Have you ever looked at a list of your approved deals and hoped that at least one of them would fund in the next couple weeks? It seems like some lessees play a game called “String Out The Leasing Company”. They avoid calls from both you and the vendor and use every stall tactic imaginable.

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I had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew that I would be coming off of a flight 90 minutes before, not leaving a lot of margin for error. But arrogant confidence got the better of me and I didn’t make alte ate arrangements. And my customers paid the price of my choices because I didn’t deliver.

Published · 3,776 views · Rated 3/5 from 3 votes

"The pessimist complains about the customer, the optimist expects him to buy, the realist adjusts the attitude to the customer for the sale." Let's look at these three points a little more closely, shall we? In general, most people aren't particularly aware of their own attitude. They may think “I’m a positive, happy person” or describe themselves as a realist – some will even quite “happily” admit to being a pessimist.

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Networking! We’ve all heard of it, some of us have done it, some of us are thinking about doing it, but most of us just dismiss it. These are all comments people make when talking about networking. What many people don't realise is that as a business owner, you are always networking. For a moment, let’s replace networking with ‘influencing’. Think about all the times, situations and people that you influence during your business day. Then think about how influencing people will advance your business.

Published · 5,333 views · Rated 5/5 from 2 votes

It’s all too easy to moan isn't it: about the weather, about the state of the country, about our jobs and even our general lot in life? But there are times when something happens to make you stop and think and realise that you have a lot or (or maybe just a little) to be thankful for. That “stop & think” moment could be the loss of someone you care about, the news that someone you know has lost their job, seeing an advert or news feature on television that reminds you what suffering is really about or just a spontaneous realisation that it could be a lot worse.

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Employee engagement is no longer the sole province of theoretical academia or business consultants with a penchant for the new and untested. Business has seen engagement become a key strategic consideration for many companies from the small and innovative technology start-up to the world of Fortune 500 giants. And yet the topic remains elusive, even murky. The chemistry of individual engagement is complex and many organisations are perplexed and/or thwarted by stubbornly stagnant engagement levels despite regular cycles of measurement and planning.

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We all want to do better. Better at work, better in life, better at everything. But how do we achieve this and do we really know what better is? Performance at work has always been a hot topic. At worst, performance (or the lack of it) can put a company under, at best it can make it positively flourish. It's the reason we have performance reviews, targets and KPIs – so that our boss and the management of the company can tell how we, and they, are doing by performance results.

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A good visual strategy plays a crucial role in effectively engaging your audience on social media. If you look for effective ways to enhance engagement on your Twitter or Facebook, the best place to start is on your visual strategy. A recent study conducted by HubSpot has showed that adding an eye-catching image to go along with your updates on Facebook or Twitter, or any other social media, will more likely generate 53 percent more engagement from your followers or circles. If you’re doing it already, you are right on track.

Published · 1,243 views · Rated 5/5 from 1 votes

Designing and developing a results-driven website is important to your business. You need to have the right elements that are designed to capture to your targeted audience and entice them to keep coming back for more. Having that said, you need to build a business website that isn’t just informative, but pleasing also to the eye and easy to navigate for web visitors. Below are five of the most important elements your site should have. 1. A clean, well-organized visual design

Published · 1,807 views · Rated 4.5/5 from 2 votes

Shedding off unwanted body fat can be tough. Some people turn to cosmetic surgical procedure to get rid of stubborn flabs on their body. Others are resorting to different kinds of fad diets. But there's now a good alte ative solution that is fast, non-invasive and seemed to be more effective. This non-invasive procedure is called cryolipolysis, also known as coolsculpting. If you want to lose those unpleasant bulges of fat, cryolipolysis might be a good option to consider. Read on below what you need to know about it. What is coolsculpting?

Published · 2,365 views · Rated 5/5 from 1 votes

If you want to shed off weight in a natural way, starting on a holistic diet is the best way to go. The diet goes beyond food, calorie count and exercising regularly. It takes into consideration your whole personhood that encompasses a healthy lifestyle. The goal of a holistic diet is to nourish not only the body but also the mind and soul, eliminating chronic health issues and boost up your energy and sense of well-being. Nutritional Needs

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One of the top reasons business owners don’t get desired results from outsourcers is because they aren't clear with what exactly they want, right from the start. Having said that, there are critical questions to ask yourself before making a decision to team up with a telemarketing company for your marketing campaign. Below are the five crucial questions to ask that can help guarantee desired outcomes when choosing a telemarketing service: 1. Do they offer a short-term or long-term contract?

Published · 1,936 views · Rated 4.7/5 from 3 votes

Reaching out to new prospects and getting your marketing message across effectively can be a real challenge. Yet overcoming it crucial to achieving your customer acquisition goals. Any face-to-face interaction with prospects and turning them into buying customers requires a lot of patience, time, and know-how. You have to be fully prepared and be acclimated to some pressure and frustrations associated with objections, rejections and even unanswered calls. That is why many companies hire outsourcing vendors that specialize in client acquisition service to do the job for them.

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Creating a winning lead generation strategy is a key step to achieving your growth goals. As we know, attracting new customers to your business is a pretty daunting task. Doing it sans a well-documented, solid strategy will make the task even a lot more harder. Knowing your goals and objectives is not enough. You need to have a plan, write down what you want to achieve and how to achieve them. To help you with that, below are five crucial points to keep in mind. 1. Your target market

Published · 3,726 views · Rated 5/5 from 1 votes

Whatever type of business you are into, chances are you spend plenty of your time setting appointments. As a sales professional, there are still a lot of things you can do to enhance your knowledge and skills to get more appointments set. Generating new businesses through appointment setting are the lifeblood of your business and you need to have the right tools to get more than enough of them. Here are six handy tips that can help improve your appointment setting skills.

Published · 3,379 views · Rated 5/5 from 4 votes

Solving the “How do I motivate my salespeople?” riddle is the central theme of sales compensation for many in sales management. The tactics used typically default to a “carrots and sticks” approach, or one that relies on extrinsic motivation. In this classic command-and-control environment, ...

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Filling the pipeline with qualified leads is crucial to the growth of your business. As a savvy business owner, you have to put a lead generation system in place that works for you, using powerful strategies to attract more prospects and maximizing the potential of your target market. Here are three excellent tips to keep in mind to improve the results of your lead generation campaign and bring in more customers: Conduct a ‘motivation’ meeting

Published · 2,294 views · Rated 5/5 from 3 votes

Recent surveys reveal that almost 95% of companies expect to change their sales compensation plans each year. These changes can range from minor tweaks to fundamental re-designs. n Does this mean that you need to change your plans this year to be consistent with prevailing best practices? ...

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The quality of your customer service is a crucial key to make your company stands out from the crowd. Call centers that focus primarily on resolving customer issues are often placed at the last line of defense of keeping the customers, ensuring a high level of contact center performance and customer satisfaction.

Published · 2,048 views · Rated 4.8/5 from 4 votes

Recent surveys indicate that almost 95% of companies change their sales compensation plans each year. Frankly, I’m a little surprised by these statistics, and suspect the high number is due to the tendency in many cases to categorize minor tweaks, administrative matters, or even rolling out new ...

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With today’s business scene rife with new competition, it has become more challenging to generate new sales leads for your business. A well-conceived, strategic plan is necessary to push the sales needle forward and help you create a steady flow of prospects coming your way. Below are six of the highly effective lead generation strategies that you can use to bring in new customers and accelerate your growth rate. 1. Become an authority

Published · 2,020 views · Rated 4.7/5 from 3 votes

Staying competitive and productive is vital to your business growth. That is why reevaluating the lead generation program of your business from time to time is very important. Is it working effectively? Are your telemarketing strategies still driving desired results? These are just some of the questions you should ask yourself to determine whether or not your business is still receiving a steady supply of quality sales leads. That said, before things get out of hand, you have make sure to look out for these five crucial signs that may put your lead generation efforts down the drain.

Published · 1,935 views · Rated 4.7/5 from 3 votes

Effective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate ...

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"I am the captain of my fate, I am the master of my destiny" wrote Henry Ford. You may not hanker after his fame or even his fortune, but to have made a difference? Wouldn't we all like to leave a wake behind us? To steer our ship we must have a destination and an idea of how to get there. You will have heard about setting goals and breaking them up into objectives. If the objectives are too big, we are to break them up into tasks. Theory says if you plan every step then take each step, you will eventually reach your goal. You just put one foot in front of the other.

Published · 2,682 views · Rated 3/5 from 1 votes

Know-how is no use at all when your heart chooses a different direction to your head. It has nothing to do with falling in love and everything to do with unconscious programming and neural chemical response. Stop reading now if you are one of the mythical people who have never found self-discipline difficult. Raising your standards is easy to contemplate but, more often than not, plans seem to get stuck at the birthing stage. Can people upgrade themselves? I don't mean just their performance, although that will follow increased discipline and expanded abilities.

Published · 3,785 views · Rated 3.6/5 from 5 votes

In Groundhog Day Bill Murray keeps playing out the same situation, over and over, never finding a way to make the outcome different. Do you ever keep making the same mistake? I sometimes have to make a mistake many times before I begin to change my behaviour and react differently. Traumatic events can have a galvanising effect on our behaviour.

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Self sabotage stems from unconscious interference. We desire a certain outcome yet sometimes, a part of us refuses to cooperate. Yet if we could train our unconscious mind to work in harmony with our purpose, almost anything ought to be possible. How can we train our unconscious mind to support our will? Unconscious impulses draw on emotional memories, deep seated motivators, beliefs, and experiences. Perhaps even genetic memory has a bearing. Our unconscious minds behave like a powerful wild horse with our thinking mind as its rider.

Published · 2,460 views · Rated 3.8/5 from 4 votes

Realising dreams requires little more than holding them in mind. This is how a friend summarised the content of ‘The Secret’ – a DVD purporting to show any of us the path to fulfilment. I watched a couple of minutes of it online, by way of a sample. I couldn’t tolerate the hype and quickly gave up.

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Got stuff to do that you hate doing? You’re not alone. Procrastination kills productivity for millions of people. Follow these surprisingly enjoyable steps and you’ll actually look forward to getting tasks done that were painfully avoided just last week. One of my biggest personal challenges is planning - and all the time consuming details that goes with them. My frustration would rise with each passing minute as progress was stalled on a project because of some task I hadn’t done or a detail I overlooked. In some cases, it immobilized me.

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Selling is all about the whys. There are some very important whys that you want answered and there are some very important whys your prospect wants answered. If you focus on these whys, selling will become a lot easier for you plus it will be easier for your prospects to buy from you. So what ...

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If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different. Selling to multiple buyers is the same as selling to single buyers in that ...

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The mind set of so many business people is really quite extraordinary. We have been in, and thank goodness are coming out of, the worst recession in living memory yet so many are missing a trick/opportunity. We have all heard the two clichés which are, “Our staff are our most valuable asset” – yet they are the first to go in a recession (why not the director’s cars?) and the second just as galling, “We value our customers”. I have been amazed how few businesses have demonstrated customer care over the past few months.

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If customers are such a nuisance, at least stop wasting their time and yours and invite the administrators in – they equally are not interested in customers. At a time which some claim to be the worst trading conditions for 70 years wouldn’t you think that every business and employee would be enthusiastic to meet, see or hear a customer? Kind of obvious really and probably even common sense!! Well as we all know, sense is very uncommon and sadly, customers for many businesses and their staff are an interruption to their work. Customer care and service is non-existent.

Published · 1,479 views · Rated 4/5 from 1 votes

There are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you’re new to the industry or even if you’re just looking for a bit of business advice. The definition of selling is hard to explain as we are all involved in selling in some way or other. A sales person is a mind maker upper. Their job is help people make up their mind to buy the service or product that’s right for them. The job of the sales person is to guide that process through.

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Good training works immediately is the claim made by us and most successful training providers. Unfortunately, there is still far too much training that does not achieve immediate results delivered by trainers reading from off the shelf generic courses. Most courses conclude with the delegates asked to evaluate the training (the happy form) at the end of the session. Research has shown that most evaluation forms (the happy…) are rated fairly highly.

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Verbal communication is used in countless ways whether for a meeting, or talking to someone 1-on-1, having the correct verbal skills are a valuable source.

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There is an epidemic of self confidence deficiency. This is caused by change. Apparently more change has taken place in the last 40 years than in the whole history of mankind and every one of us is tasked with doing things differently. It is said that if we never experience a lack of confidence it is because we are actually never doing anything new.

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If you have never spoken in public before you more than likely dread the thought of it, or if you have had a bad experience you may now have a crisis of confidence. Let me assure you these fears and more can be overcome. Here are the most common:- • Fear of drying up • Fear of forgetting • Fear of going on too long • Fear of boring people • Fear of not sounding right • Fear of trembling hands and trembling voice • Fear of having a weak speechr YES you can overcome the lot.

Published · 1,580 views · Rated 3.5/5 from 2 votes

Sales development expert Richard Denny reckons that selling can be intellectually bankrupt – BUT only when the techniques used are out of date. Fortunately, he says, these old fashioned techniques are disappearing as a new breed of sales professional comes to the fore. There are several examples of old fashioned techniques that are intellectually bankrupt. They include ‘closing’ techniques, high pressure methods, sales spiel and a reliance purely on product knowledge. So what is important and intellectually relevant in modern selling?

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Although it is extremely important to know what to do when teaching people, it must be just as important to know what not to do. Most training concentrates on the attributes of a skill, for example, how to be a leader? So whilst it is important to know what to do, it is just as important to know what NOT to do. I have selected the 12 major causes of failure in leadership and management from my work with numerous corporations throughout the world. 1. lack of clear goals and plans 2. Inability to organise details 3.

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Now we all know there are only three ways to grow a business. There are many ways of making profits, but, I am going to be concentrating on growing a business. So, let me remind you of the three ways. 1. Increase the number of customers that one has. The law of attrition says that you will lose a percentage of customers each year, despite how superb or brilliant your service and its product line may be, sadly people die, they move away or they change their buying habits, so one must always be striving for new customers. 2.

Published · 1,812 views · Rated 3.5/5 from 6 votes

The most common reasons why employees are not motivated are: * Lack of confidence * Worry * Negative opinions * A feeling of “no future here” * Feeling unimportant * Not knowing what is going on * False recognition * Lack of training If you understand what motivates people, you have at your command the most powerful tool for dealing with them. The foundation of all motivation is hope Hope is therefore a criterion for people to be motivated. It is the cause for the effect, the fuel that drives the engine.

Published · 1,501 views · Rated 3/5 from 2 votes

Richard told mygoalsbuddy.com “The one thing that all successful athletes, musicians, singers and self-made millionaires and billionaires have in common is an attitude of success. They didn’t acquire this after their achievements.” 1.Expect the best: build your success attitude with a positive attitude. Expect each day to be wonderful. It’s amazing how the interruptions to your enjoyment become fewer and fewer. 2.Make it a habit to be positive: some habits take a while to cultivate and transform into subconscious automatic behaviour. Make it a habit to be positive every day.

Published · 1,627 views · Rated 3.5/5 from 2 votes

Probably the most important skill anybody needs today in private enterprise is the one rarely taught in our education system - how to communicate? This is the skill that gets people their first job, helps them get promoted, creates respect and trust from meetings, develops confidence in others, and help them become leaders. More change has taken place in the past 30 years than in the whole history of mankind. This change has included ever-increasing technological advances to enable us to communicate faster, more efficiently and more effectively.

Published · 1,849 views · Rated 3.3/5 from 3 votes

There are hundreds!… But here are 5 to start you off… 1.THE UNPREPARED TRAINER Have you ever been on a course where the person running it clearly hasn’t done any preparation?

Published · 2,230 views · Rated 4/5 from 3 votes

Goal setting is an immensely powerful process, but for your business and personal life. The purpose of setting goals helps you choose where you want to go in life to achieving something. Whether it be a mountain to climb or a small foot hill. By knowing exactly what you want to acheive, you know where you have to focus your efforts.

Published · 1,699 views · Rated 3.3/5 from 3 votes

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 individuals work. In order to be good at your job, you must master sales order management and sales process management, as both of these skills will help you a great deal along the way.

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In every industry sales training has different levels of organization that are used to benefit the company. Employees are trained to act according to the company standards and the various sales training programs are designed for a limited scope.

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Out of all of the ways to advertise your business, social media marketing is one of the most effective. With social media advertising, you are provided with a way to obtain direct contact with others who may potentially be interested in your product without coming on too forceful. The worst mistake anyone can make when trying to gain traffic or customers is to come on too strong.

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The secret to the success of a business primarily lies in its ability to attract and retain its customers. Any good trader understands that 80% of the business originates from 20% of his/her customers. It is therefore essential for any business to develop an effective customer loyalty strategy that will not only attract new customers and retain them, but also ensure the continued survival of the business. Often, it is more costly to attract new customers than it is to retain old ones. Thus, the correct strategy will definitely payoff if applied right.

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A major problem that quality salespeople run into is that they are unable to close a sale, even if they have done a great job throughout the selling process. This is because these individuals do not have the proper sales force training, as this training will provide them with the skills that they need to close the deal. The bottom line is that very few people will return after they leave, so closing the deal right away is one of the most important sales techniques an individual will ever learn.

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Whatever the reason choosing the correct speaker at your function is very important, they have to keep the listeners entertained and engaged for the whole event. You need to go about the selection process in the correct manner, this will ensure that you get the best sales training speaker there is available. Although they may cost more, their experience and fantastic speaking abilities will be worth the extra money.

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One thing that a good sales training speaker will be able to teach your staff is how powerful repetition can be for a sales staff. This might be something that most sales training programs ignore, but the fact of the matter is that the more something is repeated, the more effective it becomes. The thing about this repetition, however, is that the sales staff cannot allow it to become boring, as this is when it loses its effectiveness.

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If you feel as though your company is having problems generating sales, it might be time to bring in a sales training speaker. This will help your employees to learn a little bit more about the art of selling, which will definitely come in handy as your company grows. Perhaps one of the most important things that a motivational sales speaker can provide is a little bit of insight into the minds of a customer.

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When it comes to sales training, have your sales tactics remained the same for the last few years? If you find that your sales development style is retro it is time to gas it up and head into the next generation. Don't let the ways of the past prevent you from the sales of tomorrow. We'll review some ways to jump start the sales process and get you back to a better set of results.

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Tomme provides revenue enahncement consulting and coaching for small to medium size businesses in the state of Georgia. Every successful business venture starts with a well developed business planning process. The rest is managing to that plan.

strategicsalesperformance.com · Published · 24 views · Rated 2.9/5 from 18 votes

Cebu Reviews is online journal of product and service reviews, interviews and a travel online guide.

cebureviews.org · Published · 3 views · Rated 2.7/5 from 14 votes

80/20 Sales Leader provides sales and sales management articles, special reports, teleconference recordings, webinar recordings, videos, etc. But, what really sets us apart from other sales and sales management portals are the monthly, live, interactive telephone calls with our president, sales performance expert Alan Rigg.

8020salesleader.com · Published · 65 views · Rated 2.8/5 from 27 votes

80/20 Sales Performance helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. Visit our website for FREE special reports on a variety of important sales and sales management topics!

8020salesperformance.com · Published · 15 views · Rated 2.6/5 from 25 votes

MySalesTest.com provides specialized sales assessment tests that help businesses consistently hire top sales performers and improve the performance of existing sales team members. Visit our website for more information and a FREE special report that will improve the effectiveness of your entire sales recruiting process!

mysalestest.com · Published · 25 views · Rated 2.9/5 from 13 votes

Mark Shepard, NLP Courage Coach. "The Sales Course" seminars and cd programs teach shy professionals how to overcome their inner resistance and limiting beliefs about sales (and themselves) as well as how to master exte al influence and persuasion with integrity.

thesalescourse.com · Published · 56 views · Rated 2.9/5 from 16 votes