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| Sales Training Information |
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Like It or Not... You?re in SALES!
Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are. Here is the cold hard fact: From the time you are born to the time you die, you regardless of your profession or what you do are in sales. Appreciate that when a baby cries for the first time for its mother's milk, he/she is attempting to close the new mom on the importance and benefits of doing what the child wants. In short, the baby is making its very first sale? The sale will be made. There will be plenty more. A child who makes its bed to get a cookie is selling 'services' for 'profit'. In this case, the profit is a cookie. To explain to a teacher, "The dog ate my homework", is to engage in the daunting task of persuasion. Is it selling? You bet it is. To invite someone to the prom, to ask someone to marry you to stay married to you is to sell the features you possess, in tandem with the expectation, those you hope to attract [sell] see the obvious benefits for them. Also at times, a daunting task [sale]. To get up the nerve to ask the boss for a raise or a promotion is quite like making that dreaded Cold Call even well-trained salespeople find challenging. Convincing the boss as to why you deserve a raise or promotion is the fundamental act of trying to make a sale. By promoting you or paying you more, he/she [the boss] benefits or at least that's your pitch. What a salesman you are! In business, [as I alluded earlier] it really doesn't matter who you are or what you do. The fact remains, without any sales, the business ceases to exist. Lawyers, Doctors and Dentists have many competitors but nevertheless still have to put on their sales hats to convince potential customers that they are the right solution for their needs. If they can't make the sales, they go out of business. Manufacturing, distribution or service oriented companies have dedicated frontline selling professionals whose job it is to engage potential customers, face-to-face, and make the sale. People understand that. What many don't understand is that everyone in the company everyone from the CEO down to the mail clerk, is in Sales. You may push a broom, but your real job is to keep the place clean so that the act of making business for the purposes of making 'Sales' can be achieved. Whether you are in accounting, administration, IT or marketing, everything you do EVERYTHING is expressly focused on the success of the company which, of course, can only be achieved by making sales. The Bottom Line: Sales or the act of selling is at the very fabric of human interaction from the time we are born, throughout our working lives and into our retirement years. Some people are quite naturally better at it or more aware of it than others, but no one is exempt from it and/or does not engage in it their entire life. Happy selling! About The Author Paul Shearstone aka The 'Pragmatic Persuasionist' is one of North America's foremost experts on Sales and Persuasion. An International Keynote Speaker, Author, Writer, Motivation, Corporate Ethics, / Time & Stress Management, Recruiting Specialist, Paul enlightens and challenges audiences as he informs, motivates and entertains. To comment on this article or to book the Pragmatic Persuasionist for your next successful event we invite to contact Paul Shearstone directly @ 416-728-5556 or 1-866-855-4590 www.success150.com www.paulshearstone.ca or paul@success150.com.
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Coaching The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? A Revolutionary NEW Dimension in Sales A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time! Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? Sales Lessons from Bob Vila There's more to what he does than meets the eye The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" Three Secret Keys to Persuasion Magic Just a few critical distinctions can supercharge your communication skills: Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: 8 Must Questions to Ask in Every Sales Situation Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer's current business challenges. 3 Ways To Overcome Pricing Challenges How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points. Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. Prospecting: Not A Wild Goose Chase... Its A HUNT Prospecting for future customers can be fun if you approach it the right way. It is not a wild goose chase; it is a wild goose HUNT. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Selling - Always Go for Top Money If you've ever flown economy class on an international flight then you've probably noticed that the airline makes you walk through Business or First Class to get to your economy seat. You become very much aware of the wider isles, the more spacious, comfortable seats and the greater leg room. Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. The Golden Week of Selling Have you ever heard of the Golden Hour? I live with a paramedic so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour." Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today.
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