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| Sales Training Information |
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Have You Prepared for Success in Sales?
My wife and I watched the movie Ray a couple of weeks ago when it came out on DVD. In the movie Jaime Foxx plays the legendary singer Ray Charles. I was amazed at how Jaime had captured the essence of Ray Charles. Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV. When I did research on Jaime Foxx's preparation for the movie I understood why he had captured Ray Charles so perfectly. In preparation for Ray, the movie, he adapted many of Ray Charles' physical characteristics and immersed himself in Soul, Jazz and Blues recordings to set the mood; attended classes at the Braille Institute; and spent weeks during rehearsal and production walking around with his eyes sealed tight for 12 hours a day, to gain an intimate understanding of what it really means to be blind. Many on the set where stunned by how spontaneous and natural the actor's embodiment of Charles became. But imitation was never the point for Foxx. "The key word for me was nuance, because I did not want to simply impersonate him," says Foxx. "Rather, I wanted to capture some part of his spirit, that's all. There were a lot of little touches which I tried to layer-his musicality, his warmth, his sense of balance, his posture-until the physical side of things all fell into place." The true story sells itself, and Foxx's interpretation is so uncanny that lifelong friends of the real Ray expressed genuine confusion on set. For all this hard word and dedication Jaime Foxx was paid millions of dollars and awarded the highest compliment by the movie industry, an Oscar. What does this have to do with sales training, everything! Actors, athletes, doctors and lawyers are paid based on the amount of preparation in their chosen field. Did Michael Jordan decide one day he wanted to play basketball and became an instant superstar? Do the top heart surgeons in the world one day decide to cut someone open and operate on their heart? Of course not! They all spend years of preparation to become the best in their field. Then why do so many sales professionals believe they can get to the top of their profession without proper preparation? During my twenty two years in sales I've watched countless sales people enter the sales arena with very little preparation and then not understand why they failed. I've seen sales people take little time to understand the product or service they are selling. Sit down to make phone calls with no idea what to say. Head out on sales appointments and wing-it. Then go home at five o'clock and wonder why they can barely pay their bills. They want to earn top dollar without putting in the effort. To be a professional in any field requires work. I'm not only talking about during the work day. I mean extra work at night and on weekends in preparation for what to say when you make a call, on a presentation, handling objections, closing, in all aspects of our profession. I'm talking about practicing outside the sales arena until you become so polished; selling becomes second nature, like walking or driving your car. The stars in the sales profession spend time outside of their regular work day in preparation for how to handle every situation that may arise. They right out exactly what they will say in those situations and then practice and rehearse until it flows from their mouth. They don't need to think about it. If you truly wish to be a star in the sales profession and get paid what stars get paid, then do what the stars do. It's not easy. It requires dedication, commitment and hard work. However the rewards are great. If you want to be average and get paid what average sales people get paid, then wing-it. Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients and generate an abundance of referrals so they can increase their income and enjoy life more. Click Here Now to sign up for our free ezine "The Sales Advisor"
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Coaching Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast. Implement these smart sales marketing secrets and you'll be capable of selling any product fast. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. 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. How To Write Sales Letters That Deliver Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just did not send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just did not have what it takes. How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. The Rock and Ripple Effect: 3 Ways to Splash to Sales Success Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple?until finally it disappears. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly. Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. Have You Prepared for Success in Sales? My wife and I watched the movie Ray a couple of weeks ago when it came out on DVD. In the movie Jaime Foxx plays the legendary singer Ray Charles. I was amazed at how Jaime had captured the essence of Ray Charles. Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV. 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? Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. You Dont Love Your Kids if You Dont . . . "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and did not even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales
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