Most Salespeople Are Professional Wimps

Most salespeople are wimps when they talk to prospects and customers, but not when they talk to other people. Why do they wimp out when they talk to prospects and customers? Why are they so afraid that talking straight to prospects will be deemed offensive?

Amateurs

Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate… My friend was feeling frustrated. “Amateurs,” she said. “I’m tired of dealing with amateurs.” I knew what she meant...

Purple Envelopes

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a...

The Sales Training Series: Sell By Agreeing On At Least 3 Needs

Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.

The Sales Training Series: Document Your Best Sales Practices

What Works Best For Your Company? Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process—and the most successful practices that you and your fellow salespeople have found for handling common challenges. Salespeople who do this maximize the use of their time, shorten sell cycles, make more sales, and cash bigger paychecks.

The Sales Training Series: How To Develop A Strong Sales Culture

In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.

The Sales Training Series: How To Sell Solutions

Salespeople are commonly told to sell “solutions” and “value” rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.

Sales Tips to Make 2006 Your Most Successful Year Ever

If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been putting off for whatever reason. They are not really reasons...they are excuses...

1 in 25 Sales Professionals Will Be Shocked to Hear This!

Some believe they can do this. Others believe they cannot. Both are right.

Step-Up To Better Sales Training!

According to best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, this is the time to invest in getting first class sales training, especially if you have been lucky enough to be promoting a product that nearly sells itself.

Don't Be Shy About Asking For The Sale - At Least Once!

Best-selling author, keynote speaker, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, says you should always try to close the sale at least once, even if you think your presentation was terrible.

Drill Your Sales Strategies Like A Soldier!

According to popuular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, classroom training, alone, isn't good enough to get salespeople up to speed. This radio and TV expert commentator says you need to train your recruits like soldiers, to help them to succeed and to cut turnover.

Prospecting - Time Really is Money

No excuses, Prospecting is critical. Here is a method for keeping your Pipeline full. Regular Prospecting should be a sacred committment.