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Articles on Sales Training, Words that Sell, Improving Sales, Training Sales Professionals, Lead Generation, Cold Calling.
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Sales Training - Increase your sales revenue

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 Robert Steers (July 11, 2011)  Special Report: Increase Your Sales Revenue Last year we ran a Sales Enabled Organisation (SEnO) Breakfast in Sydney where over 30 people responded very positively to the concept. Since then, I have been involved in consulting to various organisations. The situations I have found have reinforced my experience that to out-perform the competition in a highly contested market the whole .. (Sales Training)

Building Needs Through Sales Training

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 Rashmi Yadav (April 19, 2011)  When it come to closing any sale of the business and beforehand providing any sales training there are some perceptions that knocks in the mind: • Need: one may not be even aware about the product or service and what benefits it can deliver so you need some training to give that instruction. • Answer to Question: it gives a designation where one can ask as many questions as .. (Sales Training)

Benefits of Sales Training to Employer, Employee and to the Company

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 Rashmi Yadav (April 15, 2011)  Every individual wants to improve and give 100 percent to their working company to get into the position of close to perfection. Any employer only needs to give more weight age and ample investment to acquire all professional skills and sales training. Though return on these investments is not guaranteed but the developing processes do require gaining all those selling skills. Sales .. (Sales Training)

New Revenue Maker Sales Training for Low Performing Businesses

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 Rashmi Yadav (April 12, 2011)  Low performing salesmen are few of the greatest cause of financial loss to most businesses. The cost could range from six to seven figures annually to any businessman for hiring and keeping underperforming salesman. And the biggest mistake what the big companies do is to waste time in trying to train sales skills to people who will actually never improve. Correcting a hiring mistake is .. (Sales Training)

5 Best Sales Tips for Building Rapport with New Leads and Taking Notes in your Sales Database

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 Brent Silveria (March 04, 2011)  Before getting anywhere in a sales call it’s a known fact that what separates the hacks from the true sales machines is the ability to bond with the buyer. This is not simply a pleasant hello and into the description of the product or service, this conversation should allow the buyer to provide as much information as possible about the reason they are looking into the product in .. (Sales Training)

Good Business Etiquette Can Help Your Business Grow

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 Graig Scott (February 15, 2011)  “First Impression is the Best Impression”. How you behave in a crowd tells a lot about you. There are quite a number of manners you have to keep up when you are attending a function and there are certain manners you have to follow in business for the success of your business. Good business etiquette can help your business grow and it also helps to maintain a good .. (Sales Training)

Business Opportunities in India

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 Deepanshu Khurana (December 14, 2010)  While the first half of the last decade saw high growth in services sector, specifically BPO; the second half of the decade surely belongs to BFSI, Education, Healthcare and Retail. During last five years, the country has seen unprecedented consistent growth which has led to a boom in the mentioned sectors. In fact, for the first time, the GDP has grown at the rate of nine percent. The .. (Sales Training)

Enhance Your Top Line with Effective Sales Training Seminars

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 Bruce Markey (October 29, 2010)  Do you get mad when you cannot achieve the sales targets? Sales training seminars designed by the experts would help you reach your top line successfully. Most salespersons face problems during their sales career as the profession requires good sales skills. In order to motivate them, salespersons are often given incentives for better sales and bringing in more profits. Even the .. (Sales Training)

Covert Hypnosis – The way in which Bosses Make use of it to Measure You

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 Terri Davis (August 29, 2010)  As a way to more appreciate how would-be employers employ underground hypnosis in order to analyse you, one must know what it means. Conversational hypnosis employs vocabulary designs, words as well as inflection so that you can control individuals and develop suggestions in the subconscious, bypassing the conscious mentality. This is accomplished not having the client even being aware .. (Sales Training)

Practice Conversational Hypnosis – A number of Ideas to See to Your Success

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 Terri Davis (August 29, 2010)  There are several lessons that men and women may take that allows them to master hypnosis. People today should know though that there are a lot of courses which might be unbeneficial and might wholly throw away your hard earned money. To be able to use a successful hypnosis training course, you should look at being familiar with covert hypnosis. Underground hypnosis can be achieved .. (Sales Training)

Conversational hypnosis Methods - A Couple of Confirmed Tips to Secure Results

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 Terri Davis (August 28, 2010)  Hypnotizing people young and old without the need of them even thinking about what you are currently undertaking? Is that even attainable? Utterly - it's known as underground hypnosis. Utilizing the covert hypnosis operation, you will have the ability to convert just how any person you practice this on perceives. Your subjects will likely agree to the feeling you've persuaded them to, .. (Sales Training)

Conversational Hypnosis - Stay clear of These Rookie Errors

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 Terri Davis (August 28, 2010)  Think this through for a point in time. What could your living become in the event you knew how to have an effect on each individual you know and meet up with to do, express, and assume anything you would like them to? Indeed, your bank account would probably be incredible understandably! Due to underground hypnosis - a good, but simple persuasive procedure - it is easy to persuade .. (Sales Training)

Underground hypnosis -- Learn About Covert Hypnosis To Receive Influential Force

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 Terri Davis (August 28, 2010)  You have probably seen a youtube video of someone becoming hypnotised. The hypnotist puts them into a trance-like status, talks to them in a calming voice, conveys to them something such as “when I announce the word “bird’ you might act like a chook, so when the hypnotised citizen is awakened when the hypnotist claps 3 times or counts in reverse from ten, the affected .. (Sales Training)

Why CRM Will Not Save You

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 Clive Miller (August 17, 2010)  There is something very restful about sorting out customer records. You feel as if you are doing something productive and it is not very stressful. After all, knowing how to get hold of people, what their preferences are, and having details of the relationship history to hand, is really valuable. A tidy desk indicates a tidy mind, so the old saying goes. These days we can hide the mess .. (Sales Training)

Why a Coach can get you where you cannot go alone

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 Clive Miller (August 17, 2010)  While this article might seem self-serving, or at least serving the purpose of sales coaches everywhere, the action I am advocating will mostly benefit those who go ahead and get themselves a coach. I’d like to start by passing on a story recently repeated to me about five frogs who were sitting on a log. Four of them decided to jump off. How many frogs were left on the log? .. (Sales Training)

Effective Sales Training Courses Make Sales Super Stars

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 Bruce Markey (May 04, 2010)  There’s a secret ingredient to all successful ventures on earth and one need to keep an open mind to it. In this rocky economy, entrepreneurs and small business owners need to stay on their guards to have an edge over their competitors. Sales are the backbone of businesses and there are ways you can educate your sales staff to be effective sales people – marketing strategies . (Sales Training)

The Real Estate Investor Network

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 Larry Loik (January 28, 2009)  We have seminars, workshops and meetings for the experienced pro or the beginning novice that will make everyone feel they are in the right place with the right people and the right strategies. To learn more about REIN, click here and get this info. The Real Estate Investor Network was founded by Larry Loik and is dedicated for the benefit of real estate investors. This organization .. (Sales Training)

What Challenges Do We Face As Hotel Sales Managers in 2009?

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 Amber Lee (January 15, 2009)  Will we have to drop rates to gain new clients?   Will we take crappy business because we have to?  Do you look twice at business opportunities that you wouldn't of thought about before you turn them away? Are you offering more concessions to make your RFP more attractive and a better value?  What is your plan of action?  It's time to take a fresh tour of your competition.   What . (Sales Training)

Discover the 2 Reasons Why People Purchase Any Product Or Service

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 Jim Klein (January 15, 2009)  When it comes to qualifying a prospect it's important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs. These two needs are: 1. The need to avoid pain, or a loss 2. The need to gain .. (Sales Training)

How to Train a Large Sales Force

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 B Caskey (January 14, 2009)  I often hear from readers/listeners - telling me sob stories about the miserable sales development their company is forcing them to go through. Sorry about that. It's not unusual for training companies to go about the whole training gig in the worst way. In fact, I suggest to companies that unless you're going to do it correctly, don't do it at all. It will waste a gob of money - and .. (Sales Training)

Connecting Emotionally - A Vital Way to Build Deeper, Meaningful Business Relationships

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 Colleen F (January 14, 2009)  It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most of us get plenty of advice on activities we can do to help make that happen-from follow-up calls to thank-you notes. As a sales trainer, I’ve noticed that what’s often .. (Sales Training)

Caught in the End-Of-The-Year Trap?

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 Colleen F (January 14, 2009)  On the one hand, you've got pressure from your manager to close deals NOW! On the other, you're getting the put off from clients who want to call you back after the holidays, next year! The end of the year is a time when both you and buyers have fires burning bright and often those priorities conflict with each other. Many times we find that buyers use other priorities as an excuse to .. (Sales Training)

Sales Training Ideas - How to Sell in a Tough Economy - Part 2

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 John Chapin (December 22, 2008)  In Part 1 of How to Sell in a Tough Economy we talked about the basics of selling in a down economy, namely: how to keep a good attitude, how and why to get more sales training, keeping the economy excuse at bay, and the importance of economy proofing yourself. Following are 3 more tips to help you survive and thrive in today's economic climate. 1) Prepare for the price objection and .. (Sales Training)

Sales Training Ideas - Some Ideas For Successful Cold Calling

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 John Chapin (December 22, 2008)  Cold calling can either be a very productive task that causes your business to thrive or it can be a huge waste of time and lead to the failure of your business. So how do you make sure you fall into the former category and not the latter? Here are three ideas. 1) Talk to the right person. Are you familiar with the 60/30/10 rule? It says that 60% of your cold calling success will come . (Sales Training)

Sales Training Ideas - What to Do and What Not to Do at the Beginning of Your Cold Calls

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 John Chapin (December 22, 2008)  In the first few seconds of your cold call you face a formidable task: Stop the prospect from shutting you down and getting rid of you before you have an opportunity to let her know what you have to offer. 1) Lead with your primary benefit. The first thought in the prospect's head when you call is: How can I get this person off the phone or out of my office as quickly as possible. The . (Sales Training)

Here's the Secret to Loving Sales, and Becoming a Top Sales Professional in Any Field

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 Jerry Robkoff (December 22, 2008)  Have you noticed that everyone wants to have a booming and flourishing internet business, but if you mention the need to do some selling in order to market your business, the vast majority of people run for the hills. It's really a very interesting phenomenon. Why do so many people hate, fear or break out in hives, whenever the topic of sales comes up? Probably the biggest reason for .. (Sales Training)

Coaching Skills Training - Coaching Versus Training

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 Matt Somers (November 11, 2008)  "You've done some of that coaching stuff; see if you can put a training session together for the rest of the team" "There's not much classroom training going on in the summer, so put yourself about and do some one to one coaching instead" "I like that coach we hired, see if we can get her to deliver the customer service workshops" Whilst I won't pretend that they are direct quotes, .. (Sales Training)

Sales Strategies - How to Network Like A Pro - 5 Tips to Get You There

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 Jill Freeman (November 10, 2008)  Networking is huge. It's a great strategy to get your name and your business known to the public quickly and with little investment. As well, networking is the number one way to give to others by way of referrals. Building, refining, and utilizing your network should come naturally, if you do it right. Many people shy away from networking events because they think networking is .. (Sales Training)

Closing That Sale by Taking it Off the Table - The Art of "Take Away" Closing Skill

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 Jerry Robkoff (November 10, 2008)  The parts and mechanics of the sale scenario are very much akin to that of a dance between two halfway willing partners. The salesperson is the one (or SHOULD BE the one) who is doing the leading, and the prospect is the one who is following. However, it doesn't always work that way, and the experienced sales pro can pick up on the signals and knows when to shift gears. A very .. (Sales Training)

5 Ways to Handle the "No Budget" Objection

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 Mike Brooks (October 21, 2008)  It's no surprise that the biggest objection you're facing in today's economy is the “no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think about your own life - you're still shopping, buying, and getting ready for the holidays, aren't you? You're just being a little more cautious, I'll bet. And so are your prospects. They are still .. (Sales Training)

Persist Politely and Gain Respect

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 Larry Galler (September 21, 2008)  Some purchases are impulsive. We often make immediate purchasing decision. Other buying decisions are deliberative. The buyer intentionally considers whether they actually want or need to make the purchase, whether they can afford it, and when to actually do it after careful comparisons and evaluations. There is often a long sales cycle on large, complex purchases and the salesperson .. (Sales Training)

Soft Skills Training

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 Michael Horner (September 15, 2008)  While technical skills are indeed very important, they are not enough by themselves to move up the corporate ladder. New models of corporate leadership emphasize more team interaction, both among themselves and with management; meaning that managers expect their teams to communicate well and to be proactive. Soft skills are very important in business. It is essential to be technically .. (Sales Training)

Pharma Reps Should Have Focus of an Olympic Athlete

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 Jim N. Price (September 01, 2008)  World records were broken in 34 events at these Olympic Games; a number David Wallechinsky, VP of the International Society of Olympic Historians, said was unusually high for an Olympics. In swimming, Speedo's LZR Racer, a full-body suit made from a lightweight, water-repellent fiber that reduces drag, has received credit for helping athletes set records in 18 events. Others have .. (Sales Training)

10 Ways To Sell More, More Often When The Economy Turns Sour

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 L. T. Dravis (August 25, 2008)  "If it weren't for tough times, we'd never know whether we really want to succeed or just think we do. " - Lee Iacocca We're leaving it all up to you . . .because your ability to provide for yourself and your family is only as good as your ability to sell your way through the tough times. In order to survive tough economic times, especially in the face of unprecedented economic .. (Sales Training)

How to Find and Hire Great Sales People - 5 Steps For Staffing Success

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 Doug Dvorak (August 25, 2008)  Riding on a wave of an advertising and marketing blitzkrieg, anybody can sell a good product or service. True “salesmanship" lies in selling an unknown or lesser known product that has an average or non-existent brand name. Only a few possess this talent. Sales staffing should be aimed at hiring the best, brightest, and most talented sales professionals. Sales success for an .. (Sales Training)

Leader Or Follower?

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 Ralph Henry (August 14, 2008)  To truly be an effective leader and trainer in sales one must first understand the process of leadership and the mechanics of training. I believe the first step in becoming an effective leader we must first learn to follow. You might be asking yourself what does that exactly mean? Here it is, there are two ways to communicate: you can dictate a request or task, or you can inspire or .. (Sales Training)

Sales Letter Training - Benefits and the Long-Handled Shovel

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 Virgil Stanphill (August 13, 2008)  How do you insure that the thrust of your sales letter focuses on customer benefits? By learning the lesson of the long-handled shovel! So where do we begin? Simple. You start by using what you already know about your product. And the best way to begin is by thinking it through on paper. Here's how: 1. Make a list of your product's features, every one that you can think of. Simply list .. (Sales Training)

Why Copywriters Make Better Lovers

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 Virgil Stanphill (August 10, 2008)  Well let's see now. Since my wife has been married to this freelance copywriter for just over 27 years, I think it's a safe bet to say she'd vouch for (most) everything I'm about to share with you, on why copywriters make better lovers. With all the work we do, there's nothing wrong with having a little fun sometimes, right? Especially when we can learn valuable lessons in the process! . (Sales Training)

Sales Letter Training - A Slick Way to Position Yourself and Outsell Your Competition

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 Virgil Stanphill (August 07, 2008)  Business in America - isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast", as they say. Well here's a great way to place yourself in the lead position, at least for awhile. What's so beautiful about this is that it's based on truth . . . and it works! Here's what you do: First, it's .. (Sales Training)

Sales Training - Congruency is the Portrait of a Sales Champion

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 Mark Bowser (August 06, 2008)  Have you ever wanted to get in shape but at the same time would rather sit on the couch with a bag of potato chips watching your favorite television show? Have you ever wanted to boost your sales career but find yourself thinking only of weekends and vacations? If your answer to either of these questions was “yes" then you have incongruency in your life.  But don't worry, we .. (Sales Training)

Sales Letter Training - The #1 Secret of the World's Greatest Copywriters

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 Virgil Stanphill (August 05, 2008)  OK, let's get right to it: The “#1 Secret" of all great copywriters is they never try and re-invent the wheel. (In a moment I'll give you a tip on how you can take advantage of something they ALL do. ) Again, they never try and re-invent the wheel. Do you believe that? The “great ones" are so creative, and so good at what they do, I had a hard time believing that when I .. (Sales Training)

Sales Training Success is a Journey That Never Rests in Sales

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 Mark Bowser (July 31, 2008)  "Does this mean I can never take a vacation? If that's true then won't I become a workaholic? If that is the only way to succeed at sales then I don't want anything to do with it. " These may have been some of the questions that came to your mind after reading the title of this article. Believe me, I am not trying to create a society of sales professional workaholics. After all, I like . (Sales Training)

Sales Training Giving is Winning in Selling

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 Mark Bowser (July 31, 2008)  Winning in selling by cheating is not victory but losing in life. Unfortunately, many people do not understand this concept. Their philosophy is “anything goes as long as I get the sale" or “the end result supports the means. " But that philosophy could not be further from the truth. Winning in selling is about being totally truthful and a willingness to give to the .. (Sales Training)

Sales Professionals Can You Sell a Pencil?

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 Tanya Willette (July 30, 2008)  To be a great salesman you must be able to sell a pencil. That's right, a pencil. As a matter of fact, this is a common training technique used by many sales managers so let's just see how you measure up to the pros. Let's put this situation into play. You are sitting across from a client (for now, a friend or co-worker). With you is a pen, nothing expensive, nothing fancy, just an .. (Sales Training)

Sales Letter Training 8 Ways to Find Your Prospects Key Benefit

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 Virgil Stanphill (July 30, 2008)  If there's anything you can count on, it's that things are always changing. Meaning you don't ever want to get left behind. With that in mind, here are 8 things you can do - right now -to discover the benefits that are most important to your customers and prospects - AT THIS VERY MOMENT! Forgive me if you feel I'm stating the obvious, but: 1. Ask them. Seriously, if you're already in .. (Sales Training)

Loan Officer Training - Never Underestimate the Lack of Mortgage Knowledge

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 Andrew Poletto (July 30, 2008)  When dealing with the general public, we, as Loan Officers need to remember something. . . Never underestimate the lack of knowledge that's out in the world. I'm not saying that in a bad way, but we as Mortgage Professionals sometimes forget that the average person only knows about 1 mortgage product (and I use the term “knows about" loosely) If all we ever heard from the media .. (Sales Training)

Sales Training Keeping the Worms Warm in Sales

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 Mark Bowser (July 29, 2008)  You can't count your chickens before they hatch but you can at least keep the eggs warm. I never count it a sale, until the contract and payment is in my hand. Only then, can I feel confident that the sale has been officially made. There is a story of two experienced fishermen who decided to go ice fishing. They walked onto the ice and cut two holes in the ice about 25 feet apart. They . (Sales Training)

Throw Customer Satisfaction Out of the Window

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 Chetan Walia (July 28, 2008)   "You Must Have Satisfied Customers Or You Can't Build A Business" This was a title of a book that really aroused my curiosity. I spotted this book at the Mumbai Airport. I was a bit dazed to see this book. 276 pages of advocating a statement that I've disagreed with in all my ‘sales-training’ programs.   The reason I've disagreed with the “satisfaction" joke (It is .. (Sales Training)

Adding Value to Your Prospects

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 Sharita Leon (July 28, 2008)  Today I would like for all of the leaders that are in any kind of business especially a home based business to evaluate themselves, and find out if you are adding value to your prospects. Often times in business people have the tendencey to come off as sales people, and offer people a dream without building a relationship. What we have to understand is that people want to feel .. (Sales Training)

Sales Training Sales and Belief in Yourself

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 Mark Bowser (July 27, 2008)  Do you know how you can increase your sales dramatically. Believe in yourself and people will begin to believe in you (and your product or service) too. There were parts of his job that Sheriff John Charles Olsen simply hated. Today, he had to perform one of those dreaded tasks. Today, he had to evict a father and three children from their home. To make things worse, it was a week .. (Sales Training)




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