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Interested
in pursuing sales management training from The
$elling Edge®,
Inc.? These sales
marketing training articles offer a great
introduction to our proven selling and
closing process. Founder and President
Virden Thornton shares these free sales
training techniques and tips to help you
hire effective candidates, polish your sales
presentations, and dispel the selling myths
that might be impeding your success. We
encourage you to read and print these
helpful resources as a complement to your
sales management training by The
$elling Edge®,
Inc.
Business:
Opportunity]
The
single most important thing you can
learn in business is...
-
The
"Canned Sales Pitch" Myth
[Business:
Sales-Training]
A "canned sales pitch" always
costs a sales professional business.
They just don't work with today's
sophisticated consumer!
-
When
Selling, Keep It Simple Stupid!
[Business:
Sales] To consistently sell more,
you must keep the selling process
simple!
-
The
Processionary Caterpillar Syndrome Costs
You Sales?
[Business:
Sales-Training] Why sales and
service industry professionals fail to
move beyond an intellectual
understanding of sound selling principal
to achieve consistent sales success.
-
Turning
Sales Techniques Into Sales Success!
[Business:
Sales-Training]
There are a number of methods you can
use to move beyond an intellectual
awareness of new sales techniques and
systems. By applying the ideas outlined
in this article, you can begin to see a
steady improvement in the number and
scope of your sales transactions.
-
An
"Ideal Selling Situation"
[Business:
Sales-Tradeshows]
Tradeshows are one of the most
cost-effective tools in a marketing
arsenal.
-
What
Level Of Telephone Sales And Customer
Service Do You Provide?
[Business:
Sales-TeleSelling]
Using the telephone as an effective
sales and customer service tool.
-
The
Added Value - Is YOU!
[Business:
Customer-Service]
The words “Quality Service” are
deceptive at best. There are at the
least two levels of quality
service--high quality and low quality.
Only you can make the difference in
which adjective is used to describe the
service levels in your organization.
-
The
"Finding Common Ground" Sales
Technique, Is A Myth!
[Business:
Sales-Training]
Studies conducted by Dr. Al Mehrabian at
UCLA into effective communication,
strongly indicate that often the
decision to purchase a product or
service is made in the first two minutes
of a sales transaction. Two minutes is
usually not enough time to discover
something you might have in common with
a prospective customer or client and
then build on it to create a trusting
relationship.
-
The
Biggest Mistake In Selling!
[Business:
Sales]
Many sales and service industry
professionals accept the stall,
“I’ve got to think about it.” at
face value, believing that a buyer truly
has an interest in what they are
selling. Are they mistaken.
Learn How To Organize,
Plan. Prospect
And Make Effective Cold Calls With
The BlitzCall
Prospecting Kit
-
Sex
Sells!
[Business:
Sales]
An attractive woman has a decided
advantage as sales representative over
her male counterpart.
-
The
Truth About Sale Success!
[Business:
Sales-Training]
Top sales professionals and service
industry “rainmakers” earn a lot of
money. Learn why they consistently
produce sales success from research
conducted in the United States and
Germany.
-
How
Pareto's Principle Impacts Your Sales
Success
[Business:
Sales-Training]
Hiring top sales producers is almost
impossible because of Pareto's
Principle. Find out what you can do
about it!
-
The
Multiplying Factor In Sales Success
[Business:
Sales-Training]
As I have studied the success patterns
of top sales professionals from all
types of industries and from all parts
of the country, I began to make an
exciting discovery. I learned that for
the 20% of the sales people who sell 80%
of the goods and services in the United
States, achievement or failure is
controlled in large measure by a
multiplying factor that any sales
professional can reproduce.
-
Being
Politically Correct When Selling Can
Cost You Sales
[Business:
Sales-Training]
Sales trainers, coaches and managers
teach that you must be “politically
correct,” polite or professional, when
you for information. Being politically
correct may just cost you the sale.
-
How
To Dramatically Improve Sales Closing
Ratios
[Business:
Sales]
Using trial-closing questions, you'll
watch your closing ratios and
profitability dramatically improve.
-
A
Proven Sales
Strategy: Just Ask!
[Business:
Sales]
If your prospects cannot vividly see
personal benefits from taking action,
there will never be the sense of urgency
needed to follow your suggestions.
-
Closing
Sales Is Not A Problem, It's A Process
[Business:
Sales]
Today, most successful sales
professionals know that if you use a
consultative sales process, one with a
series of selling steps like those
listed below, the close (asking for the
business) will literally take care of
itself.
-
Your
Extended Shadow And Successful Sales
Management
[Business:
Sales-Management]
What you say and do speaks louder than
the words you use to manage the selling
process...
-
Baditude!
[Business:
Sales-Management]
Selling staff attitudes are often a
reflection of what they see in their
managers.
-
At-ti-tude,
n
[Business:
Sales]
At-ti-tude, n. a mental position; the
feeling one has for oneself. Your
attitudes are mindsets—or points of
view based on what you believe to be
true about life, other people and
yourself. Attitudes impact your ability
to succeed at sales.
-
Program
Your Biocomputer For Sales Success
[Business:
Sales]
Selling isn't something you do to
people, it's something you do for them.
If you feel as though you're being pushy
or twisting arms when you are
interacting with prospective customers
or clients, you might be doing just
that.
-
Breaking
Through The Comfort Zone Barrier
[Business:
Sales]
Your comfort zone barriers—the fear of
looking foolish, the fear of criticism,
the fear of being successful and the
fear of failure—are quite simply
attitudes.
-
We
Become What We Think About
[Self-Improvement:
Success] What are you planting?
-
A
Favorable Juncture Of Circumstances
[Business:
Sales]
Joe Gerrard, for years one of the top
insurance agents in the country, once
said, "If I can get an appointment,
I have a sale." What can sales and
service industry professionals learn
from Joe's statement?
-
Selling
Is 90% "Understanding People"
[Business:
Sales]
It is the ability of a sales
representative to understand and work
with people, rather than technical
skills or product knowledge that
produces consistent sales success.
-
Numbers
Of Impressions:
Vital To Sales Success
[Business:
Sales]
A sales letter is the most powerful
selling tool you can use to make a
positive impression, with the exception
of an in-person sales call.
-
Stay
With It!
[Sales]
When working with sales professionals to
help them move from order-taking,
operational mindsets into successful
proactive sales approaches, sales
trainers find that these people go
through stages that loosely resemble the
four phases of learning.
-
Using
A "Closing Script" Is A Sales
Myth
[Business:
Sales]
Sales closing scripts just don't work in
the real world. Just another sales myth
that many sales and service industry
professionals believe and use.
-
The
"Hire Someone With Product
Knowledge" Myth
[Business:
Sales-Management]
It doesn't matter if a candidate for
your sales position knows anything about
your industry or your products or
services. Product knowledge is overrated
in the hiring process and selling skills
seem to be underrated by many sales
managers today.
-
The
"References Checks Are A Waste Of
Time" Myth
[Business:
Sales-Management]
If you think reference checks for
new
sales candidates is a waste of time, you
need to think again. Learn how to do it
right!
-
Converting
Sales Training Into Sales Success!
[Business:
Sales]
How to get the most out of sales
training.
-
Canned
Sales Presentations Just Don't Work
Today
[Business:
Sales-Presentations] "A picture is
worth a thousand words," right?
Well it depends!
-
"Cold
Calling Is Dead" Is A Lie!
[Business:
Sales]
One of the biggest lies on the Internet
are the ads that proclaim that cold
calling is dead just to sell training or
books. Don't believe it!
-
Is
Using Past Sales Success, As A Factor In Hiring
,A Big Mistake?
[Business:
Sales-Management]
What is vital for you to learn in
selecting a candidate for an open sales
position, is how well a candidate will
perform in a job like the one you are
trying to fill. Often an employment
interview will never even touch on the
candidate's competence for the new
position.
-
The
80/20 Rule Fallacy In Sales
[Business:
Sales-Management]
The 80/20 rule in sales organizations
dies hard. You'll need to work
diligently and hard to eliminate it and
then even harder to keep it from
resurfacing.
-
"Active
Listening," A Key To Sales Success
[Business:
Sales-Training]
Active listening is a process that
builds trust in your prospects,
customers or clients and helps them to
become more focused and candid in their
response to your questions.
-
The
"Employment Tests" Myth
[Sales-Management]
The employment tests can compensate for
poor interviewing skills is a myth.
Giving employment test too much weight
in the hiring of sales staff members can
be a big mistake.
-
The
"Sales Goals Motivate" Myth
[Business:
Sales-Management]
Many sales professionals, through a lack
of experience at setting appropriate
sales objectives, set unrealistic goals,
which in turn assures their failure long
before they even start to execute their
plans for achieving them. When they find
they are not able to meet the objectives
they’ve set, they not only experience
the frustration inherent in failing, but
many of them also receive criticism and
in some cases, punishment from
management.
-
The
Two-Hour Sales Presentation Vs. A
Seven-Minute Attention Span
[Business:
Sales]
The average decision-maker has an
attention span of just a little over
seven minutes, while the average sales
presentation in the United States runs
from one and a half to two hours in
length. You should easily figure out
what’s wrong with this picture?
-
Top
Sales Professionals Ask "The Right
Questions"
[Business:
Sales]
Asking questions is the sign of a true
professional. Taking time to discover
your client, customer or prospect’s
specific needs requires that you ask the
right questions and then you listen to
what is said.
-
Turn
Inquiries Into Solid Sales
[Business:
Sales-TeleSelling]
This article will give you a series of
examples show you how key phrases can
turn a common, every day price inquiry
into a selling situation, that in turn
produces a new customer for your
organization
-
Wearing
Two Hats, Can Costs You Sales
[Business:
Sales]
It’s difficult at best to reprimand a
staff member for poor sales performance,
but almost impossible to do it when the
reason for a lack of sales is that the
representative was servicing a large
account. If wearing two hats (sales and
service) is not critical to your
organization’s success, why set up an
impossible management situation.
-
Is
Your Message Getting Through?
[Business:
Sales]
Industry terminology and jargon kills
sales!
-
Impress
Prospects With Your Message
[Business:
Sales]
To overcome the discomfort that
naturally occurs when you feel unsure
about certain features or benefits,
often you will instinctively upgrade
your language, believing that doing so
will help you sound more professional
and more knowledgeable. Actually,
however, this practice can hurt you
rather than help you in the sales
communication process
-
Cliché-Ladened
Presentations
[Business:
Presentation]
Buzz words can sometimes aid a
presentation, but often they tend to
confuse a prospect, customer, client or
co-worker. Anytime you make your
listener (or reader) work hard mentally
to understand your message, you run the
risk that the person simply won't put
forth the effort.
-
The
Critical Factor In Consistent Sales
Success
[Business:
Sales] A “belief in oneself” is
and explanation for a sales
professional's behavior, performance and
overall success levels.
-
"You
Gotta Sell Yourself"
[Business:
Sales] The legendary Joe Girard, listed in the Guinness
Book of World Records as the
world’s “greatest salesman” says,
“You gotta sell yourself...I make
every customer want to do business with
me...because I sell Joe Girard; the
greatest product in the world!”
- The
"I Need Time To Think It Over"
Myth
[Business:
Sales] As
many seasoned sales professionals know, 90 to
95 percent of the time when you hear a
decision-maker say, ‘'I've got to
think it over,” it's not a stalling
tactic at all, but simply a polite way
of telling you “no.”
- Three
Keys To Attracting And Retaining
Customers Or Clients
[Business:
Sales]
By
carefully studying the attributes and
techniques
used by successful sales
representatives from a cross-section of
industries and professions, you can
determine what it really takes to sell
your products or services.
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