When we evaluate our sales techniques, do we know if we’re a tortoise or a hare? In other words, what’s our sales philosophy? Do we rush through leads grabbing more and more hoping to get lucky with a few sales? Or, do we take every lead, evaluate it, come up with a plan, and work to sell every lead the best we can? What sales technique is best?Continue Reading
April 3, 2011
Sales Techniques – The Tortoise and the Hare
February 20, 2011
Sales Techniques – How Important Is Response Time?
There are lots of sales techniques that talk about negotiation strategies, building value, and closing the sale. These are all important and should be incorporated into sales training activities to sharpen our sales skills. That said, the speed at which we respond to an inquiry has a dramatic impact on our close rates. Put another way, the speed at which we respond to a phone or email inquiry…Continue Reading
February 10, 2011
Sales Tips: 5 Common Selling Mistakes You Can Easily Avoid
We often talk about sales tips and techniques from the perspective of best practices. However, it’s beneficial sales training to look at what not to do. We all do the following from time to time. There is no need to get down on ourselves. The trick is to learn how to avoid these mistakes and watch our sales skyrocket. The following 5 mistakes are important to watch out for.Continue Reading
January 21, 2011
Sales Skill Training – Engaging the Buyer
Have you ever been in a sales environment where sales people stick to only basic sales skill training techniques? In other words, you hear them saying the same thing over and over again – like a script. This is the famous cookie cutter approach. It can be effective when upselling additional services and low dollar items, or when working with customer service. To a sales professional though, who has undergone advanced sales skill training, it can be painful and frustrating to hear, as well as leave a lot of money on the table.Continue Reading
December 22, 2010
Quick and Easy Sales Tips To Boost Performance Immediately
We’re frequently asked for quick and easy sales tips that actually work. One of the simplest and most effective sales techniques we suggest can be used by sales people of all skill levels – it can be used by anyone, really. Now, to maximize the value of this sales tip, and to drive the point home, let’s look at it by way of example, as well as the revenue impact.Continue Reading
December 12, 2010
5 Sales Performance Reviews That Actually Help
As we approach year end, it’s a great time to reflect on sales performance – good and bad. We want to review to ensure the sales techniques and presentations we’ve been using are still effective. What worked ? What needs work? It is a good time to celebrate our successes and learn from our failures. A simple review is a fantastic sales training exercise that will teach us a ton, sharpen our sales skills, and keep us motivated. What’s the best approach to a sales performance review?Continue Reading
November 30, 2010
Sales Skills – Let’s Talk After the Holidays
Many sales people dread the holiday season for these simple words: “let’s talk after the holidays.” What’s strange is that we all know it’s coming, yet some of us are unprepared. What can we do to sharpen our sales skills in preparation for the holidays to ensure we close the year strong?Continue Reading
November 26, 2010
Sales Presentation Techniques – Can You Tell A Story?
Of all the sales techniques we put into practice, few work as well as a powerful story. We can all quote statistics and tie them to a prospects needs. We can find their pain points and hammer away at how our products and services meets their needs. We can support our sales presentations with enthusiasm, professionalism, and a slick slide show. While this is all great, and necessary, a good story trumps it all. Why is this…?
November 26, 2010
Sales Training – A Short Video
Are you tired of sales training, sales presentations, and sales calls. Is your sales career in a slump? Boss a jerk? Economy bad? We know how you feel – BUT WE DON”T CARE!!!! Grab a tissue and watch the following short video for a nice shot in the arm…
What do you think? Share your sales tips and techniques with us!
By Theo
November 17, 2010
Sales and Customer Service – The Missing Link
The importance of customer service in regards to successful and repeated sales is obvious. Good customer service encourages repeat business, customer loyalty, and has happy customers spreading the word about your company. Bad customer service can crush sales. Here are two quick scenarios that prove this point, and should help us sales professionals appreciate the importance of including customer service into our sales training.Continue Reading