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Do You Want Fries With That? – Using Suggestive Selling to Increase Your Sales

Do You Want Fries With That? – Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your revenues–and your bottom line–significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to “Jumbo-Size” our orders, but suggestive selling can work in any business. Shoe stores suggest…

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The Top 7 Sales Blunders – You Would Think Number 6 Would be Obvious

The Top 7 Sales Blunders – You Would Think Number 6 Would be Obvious

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. Allowing a prospect to…

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7 Ways to Get to the Truth – When the Sale Disappears

7 Ways to Get to the Truth – When the Sale Disappears

Based on his most recent e-mail, “Everything looks good — I’ll get back to you so we can move this forward”–everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, “He’s probably busy. I know he’ll…

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7 Sales Techniques to Differentiate You From the Competition

7 Sales Techniques to Differentiate You From the Competition

You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn’t come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we’ve been that way since we were kids. As a professional sales representative you should focus…

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Four Reasons Why the Sale is Not Made

Four Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company’s policies. “If you’d only offer better specials,” or blame the economy, “If only customers had the money,” or they blame their boss, “If only I got a better schedule,” or they…

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Are You Doing What It Takes To Win More Sales?

Are You Doing What It Takes To Win More Sales?

What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes… Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better. If you’re different and you’re better, you’ll be remembered. Type INC. after your…

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Unlock Your Prospect’s Mind From The Inside

Unlock Your Prospect’s Mind From The Inside

A prospect’s mind is an intimate place where something we call “The Inner Score Keeping System” dwells. Simply put, it’s a fundamental model that you can use as a metaphor to help explain the way prospects govern their inner decision-making. It’s true that a potential buyer will profile several things in the background while evaluating…

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Sales Process Productivity – 5 Best Practices and 20 Key Questions

Sales Process Productivity – 5 Best Practices and 20 Key Questions

While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find organizations that focus on applying the fundamentals of Continuous Improvement to the sales process. However, our research and experience indicate the selling process is more complex than many people realize. In addition, we have consistently…

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