Articles related to: sales training

51: Why Prospects Want to "Try" Before "Buy"

The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement off..

52: Are You Making Critical Mistakes Qualifying Your Prospects?

You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence.Fin..

53: Will You Pass the Flinch Test?

After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, y..

54: To Persuade More (and Sell More) This Comes First

You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you. So what's next? What's..

55: Direct Sales Training: Three magic words and 30 minutes to success

I have the ultimate secret to becoming the very best in your industry. In 30 minutes, thes three little words will change your world and position you to be the expert in whatever field you choose.Read..

56: Whatâ€™s The Plan?

The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term â€œspot,â€ it means to watch and assist the lifter i..

57: When the Sale Doesnâ€™t Happen

In the 70â€™s and 80â€™s, there was a great television show called â€œQuincy.â€ This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, perform..

58: Why Canâ€™t I Hire The Right Sales People?

Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the ar..

59: Successful Selling and the Theory of Relativity

Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast ..

60: The Most Underutilized Strategic Advantage

You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but yo..

61: The Secret to Overcoming the Price Objection

Ok. This is false advertising. There is no secret to â€œovercomingâ€ the price objection. The truth is that the price objection cannot be overcome. That is because it isnâ€™t intended to..

62: What Every Sales Person Could Learn From the Yankees

This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Ot..

63: Finding the Right Home for Your Sales Skills

Itâ€™s that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by â€œthat time of the year?â€..

64: Finding The Right Sales Talent For Your Company

I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that I was speaking to th..

65: Migrating from Vendor to Partner

So, itâ€™s been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of ..

66: 5 Keys to Ensuring a Spectacular Sales Training Engagement

You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales training? Before setting o..

67: 5 Keys to Hiring the Right Sales Manager

There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and â€œpromoteâ€ their best seller..

68: 12 Keys to Tuning Up Your Sales Force

Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as ..

69: The Sales Personâ€™s Kryptonite

Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal...

70: Storytelling: Pure Emotional Persuasion

I'll admit it. I cry at movies sometimes. I'm comfortable with it and not ashamed in the least. Movies are stories and stories have been used to elicit emotions (either by design or accident) since th..

71: Will You Pass the Flinch Test?

72: Powerful Persuasion -- Eliciting Peak Emotional States With Music

I'm sure you've had this experience: you're driving down the road, listening to the radio, and suddenly you're transported back to a memory from ten, fifteen, twenty years ago. A song, maybe not even ..

73: The Downfalls Of But

I really like you, but...I agree with you, but...Your hair looks great, but...How do these three examples strike you? Do you get the feeling that what's coming next might not be very agreeable?Learnin..

74: The Persuasive Power Of Supporting Evidence

I got a call from an acquaintance a while back. He said, 'Do you remember the conversation we had about Africa? Well, I checked my e-mail and found, unbelievably, that I won an international lottery w..

75: Customer Service Training Customer Is King And King Does Not Bargain

Howard Schultz the chief global strategist for Starbucks said, In the 1960s, if you introduced a new product to America, 90% of the people who viewed it for the first time believed in the corporate pr..

Page 3 of 5
[1] [2] [3] [4] [5]