Sales Training Consultants

Sales training consultants play a pivotal role in determining the personal selling objectives of a firm. The first task in sales management is to determine the place of the selling personal in the marketing mix of the firm and to set the personal selling objectives. The role, as well as the objectives of personal selling may vary from firm to firm. They depend on the overall objectives of the firm, the overall strategy adopted by it, the types of products marketed, the nature of the target market chosen, the type of channel pattern chosen, the resources available and competitors practices in these aspects.

How to Deal With Rejection and Criticism in Business Relationships

It's important for a salesperson to have a backbone of steel and a strong constitution. The wise salesperson prepares him, or herself for anything that may happen throughout the course of a business day and is not offended if a customer turns down their proposition, even if they get a door slammed in their face.

Home Runs Are Great But You Need A Few Singles To Succeed in Selling

Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.

Communication Channels that Open Prospects' Doors

If you are a salesperson and you're having difficulty getting your prospects' favorable attention, here are some prospecting tips that will open more doors.

Like It Or Not, Knowing How To Schmooze Can Make Or Break A Sale And Even A Client Relationship

How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client. Sometimes a salesperson will lose out the moment he or she enters the meeting.

Three Steps to Using the Law of Dissonance

Just like anything in life, there is an art an a science. In this article I outline the step by step science to using dissonance effectively. Take the material I teach you and use your art to apply the most effective method in a given situation.

Methods of Protecting Mental Consistency

When we feel cognitive dissonance, we have to find a way to deal with the psychological tension. We have an arsenal of tools at our disposal to help us return to cognitive consistency.

Business Simulations – The Next Generation Of Corporate Training?

Business simulations – the next generation of computer games, or the next generation of corporate training? Well, perhaps they are both.

Learn to Prospect Like a Pro

Tips on making cold calls from someone who has made thousands of these calls.

The 16 Biggest Mistakes New Salespeople Make

There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.

Sales Challenges In A Competitive Economy

Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers.

Learning to Make the Sale

If you think about it, every human being is a good sales person ... they just aren't aware they have this hidden talent.

Fearless Selling - A New Strategy for Confidence in Sales and Resilient Productivity

As big as the buzz is when we gain a sale, when losing a sale it can affect our fearless attitude. This, in turn, can show through in our body language as a lack of confidence and can affect future sales. In this article we look at how we can rebuild our resiliency and positive attitude.