Sales Management Training

High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle
Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren’t. In my work of over 19 years with the high sales achiever, I find that most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider:

1. Define what you want to attract.

High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn’t respond well to, “I just want to make more money.�

2. Bring up what scares you.

Most sales executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it’s telling you is, to act on it. If you’re in a sales process and you feel some fear about bringing up a difficult subject, then that’s exactly what you should discuss. Reveal what you feel.

3. Never Coerce.

It’s been my privilege to work with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are ‘detached to outcomes.’ They spend no time “convincing, persuading, and defending.� And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and sales professional, begin to encroach on your prospect’s freedom, you become the pain and they’ll get rid of you. Tell people upfront “it’s alright if you decide this is not a fit at this time, let me know and I’ll be gone.� But do that upfront. That way you’re not 18 months into the process when you hear ‘no.’

4. Think “Process.�

The greatest businesses in the world have the greatest processes in the world. So why should a sales professional be any different? Of all the processes that the high sales achiever has, the most important one is the sales process. A great sales process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify “out of the process� and you can move on. Not only should you have a process, but you should also follow it and be indignant about the prospect’s adherence to it. Great sales processes are better for the prospect because it helps them identify their problem quicker and create a better solution. If you feel your sales process is only in your best interest, then you’ve got the wrong process.

5. Think ‘Leverage.’

One way to leverage your strengths is to hire other people and train them to do the things you don’t want to do. But as sales professionals--even as high achieving sellers -- you might not have the latitude to go hire staff. But what you can leverage is “current relationships.� High achievers never make cold calls. Why would they? The reason: they have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.

This is not as simple as “give me ten people you know, so that I can go make a sales call to them.� It is a thoughtful, strategic way to generate enough goodwill with your clients that they demand to introduce you to their friends and associates. A great referral program doesn’t work if you’re not thinking “leverage.�




Through his 19 years of experience as a leader, experimenter and coach of hundreds of B2B sales forces, Bill Caskey has seen an evolution in sales management. Today’s high-income sellers must be part marketer, part relationship developer, part closer, and part CEO. Sales executives must now be extra effective when they are in front of their prospects by playing by the new rules – rules that Caskey has learned and documented for the high achiever at: <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

What is Consultative Selling?
Consultative selling sales training courses are becoming increasingly popular. Even other sales training classes and sales coaching classes are offering consultative selling as a part of the curriculum. So, what is consultative selling? As any of these sales training courses will tell you consultative selling is a type of selling in which the selling is based on customer needs rather. It is a non-manipulative process. The focus here is not on product. Instead a client’s need is clearly defined and the client’s needs and objectives are addressed jointly. So, what is the difference between traditional selling and consultative selling? As any sales coaching manual or sales training manual will tell you in simple words, traditional selling is based on the need to sell an already existing product whereas in consultative selling the emphasis is on meeting the needs of a customer by developing a solution to those needs. This solution can be a product or a service or a combination of both. In traditional selling the sales person has to explain the features of the existing product or service and convince the customer that they need these features. In effect traditional selling is manipulative whereas consultative selling is the opposite. The sales person has to wait till the end of the presentation to know whether a person is going to buy his product or not in traditional selling. In consultative selling this problem is not there. You go for any sales training courses or sales coaching classes you will here these words “Customer is king�. This is true for consultative selling as well. The difference is that you first get to know your customer before you develop a product. This is especially important if your company is offering financial services. Knowing the client will also help you in assessing the financial well being of the company. To do this you should be able to ask the correct questions and to listen to the person at the opposite end. For instance if you are offering financial solutions some of the questions could be • How many years have you been investing? • What types of investments have you purchased before (for example, stocks, bonds, mutual funds, and variable or fixed annuities)? Do not ask open ended questions initially rather ask questions that are useful for information gathering. Later you can ask more open ended questions. At this stage you are not expected to offer an opinion and it is best you don’t. This is only the preliminary stage. Many sales training courses try to make consultative selling sound as though it is a panacea to all evils. It is not a magic potion that is going to make your company profit rise in laps and bounds. There will be a difference but it will take time. A good sales training course will tell you this. It will also tell you that however hard you have worked to satisfy the customer by designing a solution that is suitable to the clients need; the client is going to have some objections to the plan. It is a part of the game. Clients may feel that the investment that they are required to make is not commensurate with the solution that they will be getting. They might have some preconceived notions about certain type of products. They might be hesitant about committing to a program. How can you deal with them? The best way to deal with this is to restate them. This will make the clients explain why they have the objections. Once the objections are clear you can address them. Sometimes, as the client explains his/her objection he/she might realize that the objections are not valid ones and they might just withdraw them. The most important part is the actual implementation of a solution. This is the time when the customer starts getting doubts as he/she starts getting unsolicited advice from well wishers. So, it is imperative to ensure that you are to see to it that the process doesn’t get derailed. If you get a chance to attend a sales training course or sales coaching course that offers consultative selling, don’t hesitate, just go ahead and make maximum use of it. Remember to make hay while the sun shines.

Sean McPheat provides <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a>, <a href="http://www.mtdsalestraining.com/inhouse.htm" target="_blank">sales training courses</a> and sales consulting to a number of businesses around the globe. He is the owner of MTD Sales Training and designs and delivers <a href="http://www.mtdsalestraining.com" target="_blank">sales training</a>, programmes and consultancy assignments across the UK, Europe, US .

Why You Need Written Goals & Plans.
When you only think about your dreams and desires in your mind all you have are wishes. These thoughts can move you forward toward these dreams slowly if they dominate your mind, but there is a much faster method to get what you want.

When you write your dreams and desires down on paper you have created plans. You have written goals. Wishes will never change your life and get you what you want and deserve. Plans and goals will make all your dreams and desires come true. Written plans are your blueprints to attain everything you want in life. They are your step-by-step roadmaps that move you forward quickly toward your desired destinations. All successful people have written plans. Now you will have them also because you are going to be successful.

Without detailed, written plans for each day, week, month and year for the rest of your life you'll be like a leaf blowing in the wind. Whichever way the winds decide to blow is the direction your life will take. Daily situations, the environment you work in, and other people will dictacte the direction of your life, not you. Does this sound familiar?

If you get in your car and begin driving with no plans or directions where will you end up? If you are living your life with no written directions and plans you have no idea of what your life will be like in the future and it's like you are driving with no directions. Is this you? If so, you're now going to learn how to take complete control of all areas of your life and formulate your plans for your future life. You're going to know what direction you are going in. You're going to learn how get anything you want. And you'll learn to do this with "baby-step" goal setting. You take small steps that lead you to the completion of small goals. This leads you to accomplish much more than making unrealistic plans for major goals that are hard to attain and take a long time to realize. And these small "baby-step" goals build upon each other quickly and move you powerfully toward all your larger goals.

The above examples should open your eyes and show you the importance of having written plans for your life. This is how you take control and take charge of your life FROM THIS DAY FORWARD. Most people simply do not take the time to plan out their lives. They don't realize how critically important this is and they don't make it a high priority in their lives. Big mistake!

Let me ask you a question...do you have written plans for your life at this very moment? Probably not. But once you decide to take the time necessary to map out what you want in life in all areas of your life, and how you're going to get there, a huge burden is immediately removed from you. Why? Because for the first time in your life you actually know what you really want and the steps necessary to get there. Once you have written plans for next month, 6 months, a year, five years, and ten years into your future you feel so much better because you now have created your own personal roadmap and this increases your hope for getting all the things you want. You've shown yourself how to get the life of your dreams for the first time and this is very powerful. Your confidence about accomplishing these goals soars. You know what you need to do now to get what you want. You begin to think it really is possible. This is a great feeling.

These plans will be adjusted on a constant basis over time and this is normal. But once you have this outline of your future life, you make the adjustments necessary over time to refine the actions needed and speed up your journey. You planning skills increase over time and you become a master planner and nothing can stop you from getting what you want because you have all the necessary actions mapped out in detail.

You learn planning skills to use in your work, your family life and relationships, your health, your fun time, and all other areas of your life. When you decide you want something you write out a plan and follow it and you know you're going to get it. Written planning and goal setting isn't glamourous, but it is one of the most powerful methods known to get what you want in life.

All successful people in all walks of life are good planners. They write a plan for everything they want. This skill is ABSOLUTELY NECESSARY for everyone who wants to change their life. And it's an easy, powerful skill to learn and master. You just have to CHOOSE to do it.

excerpt from "Learn the Natural Laws of Living & Double Your Sales & Income In the Next 12 Months!"

Doug Allan Dammeier is an author, freelance copywriter, sales trainer, and life coach who lives on a pristine, spring-fed lake up in the mountains of western Washington state. His latest training course is "Learn the Natural Laws of Living & Double Your Sales & Income In the Next 12 Months!"

Have You Seen This ???
I stumbled upon a very interesting website recently. I've been spending some
time going through it and personally,I feel it's a very useful site... I even
learnt a couple of new things! Just thought it might be useful for you too.

There's also some cool movie-style animation on the website for you to watch.

You don’t want to miss this.

Check it out, it's at http://www.preenroller.com/pramod

Cheers:
Pramod kumar shah
http://www.preenroller.com/pramod

I am associated with a company called SkyQuetCom. You can visit our website: http://www.skyquestcom.com/pramod

Are You Marketing or Selling?
Once upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the features that he described so eloquently, and that they would like to hold the wares so they could appreciate them from their own perspectives. Unfortunately, Aesop was busy talking and could not hear their requests, so the parties separated in mutual frustration and disappointment. How could the grim results of this fable be avoided? There are two schools of sales, these are Fishing with a Big Net and the Fly Fisherman. Fishing with a Big Net requires an investment in marketing, continually disseminating your message about features and hoping that you will catch some consumers. Imagine dropping a big net of the side of your boat and hoping that when you pull it up that you will have some small fish inside it. If you drop a small net, you might catch a few fish. If you want an abundance of fish then you need to invest in a bigger net and be prepared to cast it repeatedly in different waters. On the other hand, if you are a Fly Fisherman, you take pride in preparing very specific and customized lures in the right waters to catch the big fish. It requires patience and precision to cast your line in the right place and gradually pull the big fish to shore. There is an art to the cast, and also to the give and take that it takes to reel in the reward. Being a fly fisherman requires patience and skill. If you have direct contact with potential clients or customers, then stop selling and start listening. There is a fundamental flaw in the perception of sales that any person or organization can be sold at any time. This fundamental flaw presumes that people are trophies to be won, and does not recognize the human element of relationships that is so important to being an effective sales professional. If you would like to increase your effectiveness in sales, know what you have to offer and listen to what the customer has to tell you. The customer has needs, budget, schedules and personal goals. If the items that you have to offer can fit into the customer plans, then you can work together to integrate your solution with their needs. Otherwise, you are trying to sell a hairbrush to a bald man, and the features don't really matter. If your focus is the intent to convey your message, your features and your benefits, then you have just limited the potential for your success. Most customers don't really care very much about what you have to offer to everyone else, they are really interested in understanding if what you have to offer can meet their personal requirements. This presumes that you have taken the time to listen and understand what their requirements are! If the customer asks about you or your product and indicates interest, then tell them. Sometimes this is an intent for the customer to determine if they can trust you, and sometimes it is an interest in your product. Listen to the customer so you can tell the difference and respond accordingly. If the customer is hesitant, take time to build trust. It is more important to be trusted than to close a sale. Trust creates an opportunity for a future relationship and potential for more sales opportunities. Without trust, you may or may not be successful with the one time sale. if the customer wants to talk then listen. Encourage the customer to engage in conversation. Take time to learn what is important to them, what they value, their goals, their budget and their schedule. Sometimes the sales event is near at hand, and sometimes it is something that will come in time. Be patient and prepared to move at the pace of your client or customer and your pipeline will always be full. If the customer pauses in conversation then wait for them. A pause in conversation is an opportunity for internal reflection and introspection. Far too often professional sales people feel compelled to fill a gap in conversation with a sudden burst of feature descriptions. It is far better to nurture the silence and allow the customer time to contemplate the conversation. This means that the message is being digested and thoughtfully considered, this is a good thing. Even if your customers are blind to the features of your wares, you can be a successful sales professional if you listen to your customers. You are asking your customers to make some sort of purchase, to trust you with an investment of their hard earned money. Big or small, one time sale or renewing contract, you are asking for their trust and confidence in you. What better way to build trust than to give the gift of your interest in that person? What better way to demonstrate your interest than to listen to what they have to say? ______________________________________________________ Words of Wisdom "We've all heard the criticism "he talks too much". When was the last time you heard someone criticized for listening too much?" - Norm Augustine, Chairman, Lockheed Martin "Listen carefully for personal values expressed within the spoken words and you will discover the intent as well as the meaning." - John Mehrmann, Executive Blueprints Inc "Listening, not imitation, may be the sincerest form of flattery." - Dr. Joyce Brothers ______________________________________________________ About the Author: John Mehrmann is a freelance writer and President of Executive Blueprints Inc., an organization devoted to improving business practices and developing human capital. www.ExecutiveBlueprints.com provides resource materials for trainers, sample Case Studies, educational articles and references to local affiliates for consulting and executive coaching. http://www.InstituteforAdvancedLeadership.com provides self-paced tutorials for personal development and tools for trainers. Presentation materials, reference guides and exercises are available for continuous development.

John Mehrmann is a freelance author, industry expert and President of Executive Blueprints Inc, an organization dedicated to developing human capital and personal growth.

High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.� But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools are dull.

After 19 years of working with sales organizations in general, and high achieving sales professionals specifically, I’ve found that there are many tools that are prerequisite to advancing your income. These five that I will cover here are words and phrases that will create an environment with your prospect where they are telling you the truth. And since your most precious commodity is time, you can’t afford to waste it with people who lie to you.

1. “What would you like to accomplish today?�

I get called on by many sales organizations (some of them household names) and rarely, if ever, does a sales person start a meeting with, “What would you like to accomplish today, Bill.� This one question will save you hundreds of hours a year from working on things that don’t matter. It’s a way for the prospect to begin to share their problem with you. Just because the tool sounds simple, doesn’t mean it’s used.

2. “Is there any financial impact to this problem?�

I’m assuming that you’re not giving away your solution for free. And that in fact, there is a price the customer pays to buy and a price the customer pays not to buy. I want to understand the difference. By asking this question, you will start to learn what the financial consequences are for “not buying.� Then when you talk about your fee, the prospect will be comparing your fee to the cost of the problem. Sales amateurs will very rarely help the prospect make that connection. High achieving sales professionals deal with money more elegantly and eloquently. And this question will help you put money on the table without it just being about “your price.�

3. “Let’s do this.�

Get advances if you can’t close. “Lets do this� is a proven technique that allows you to talk about the next steps in the process while you move your prospect forward toward a final decision. Let’s suppose you’re an hour into the sales call and the prospect has shared with you some of the problems he has, but he’s still unsure of your product or service’s value. You want to go back to your office and study them prior to giving a proposal. In this case, you would say, “Let’s do this. I’m going to go back and put some thought into this and then let’s set a time we can come back in a week and take it a little further.� The better process manager you are, the better sales person you are.

4. “Here’s how we (I) typically work.�

Use this on the very first call where you’re laying out your process for getting them a solution. The high achiever needs to be thought of as an expert, not just in sales, but in the industry domain that you play in. Experts have processes and procedures. If you don’t have a sales process, get one immediately.

5. “I have a sense that…�

The elite sales executive pays close attention to their feelings. The “gut instinct� is a powerful internal communication device for you. If something doesn’t feel right, it probably isn’t. If something does sound right, you’ve got to call it.

“I have a sense that…� are words in your sales professional toolbox that you can use to begin this conversation. I encourage my clients to use this if they are thirty minutes into the first call and the prospect hasn’t shared any problems or pains that he wants to fix. You might say, “In the first thirty minutes of our discussion today I haven’t heard anything that’s really a compelling reason for you to change from your current source. I kind of get this sense that if things just continued on it wouldn’t be all that bad.�

Give the prospect an opportunity react. It’s a way for the prospect to come back to you and either say yes, you’re right and it’s over (which is OK because as I said earlier, time is your most precious commodity, so move on) or he will convince you that he does have a problem worth exploring. And then, you will have control.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey has discovered that most sales organizations perform poorly in expressing their value to their prospects and customers resulting in severe underachievement by their sales force, long selling cycles, constant battles with clients and prospects and pressure on margins. To evolve into a higher achiever, increase your income you must first become a pioneer who dares to be different. To learn how, check out Bill Caskey’s High Achiever Resource Website: <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.� So what does that mean? Sometimes my most effective selling is when I have a “bad attitude� -- when I’m more discerning and skeptical about whether a prospect has money or is willing to make the change. I get tougher then and force the prospect to fit into my procedure. So for the purpose of this article, I’d like to redefine attitude and not talk about it in terms of good or bad, but instead “what attitudes to have.�

1. My value can be found nowhere else.

Most high-income sellers are in the business-to-business environment. And in that atmosphere, you must bring value with your knowledge, experience, and observations in a market. So even though you may sell the same type of solution that another company sells, your solution is enriched by you being in the process. High achievers understand that their products or services are better because of their expertise and wisdom. The elite high-income seller has the attitude of “my total solution brings value because the prospect won’t be able to find my value from anyone else.�

2. If I want more, I contribute more.

The highest achievers realize something that the average performers don’t. If you want to earn more money, you have to contribute more value and solve more problems for your customer. We say in our training, “if you want to make more money, solve bigger problems.� So when you work on your quarterly goals, stop working on what you can get out of the market and start working on what you can contribute to the market in terms of value and solutions to problems. Then, when you make a sales call or attend a sales prospect meeting, you won’t be a needy, begging sales person. You’ll be a contributor at a higher value.

3. There is a never-ending supply of client pain.

The elite sellers--the top one percent--know that even when a market is soft (no budgets) it doesn’t mean there’s no pain in the customer base. So the high achiever is always focused on the problems that he or she can solve and not focused on the budgets that aren’t there. Budgets follow beliefs. If the prospect believes he has a problem and believes it’s worth solving, budgets have a way of making an appearance.

4. My baggage doesn’t matter.

Let’s face the fact that we all have unwanted baggage. That little tinge of fear when we get ready to ask a question that we know we should ask, but some how it just doesn’t roll off our tongue. The average performer decides he will wait to ask the question later. The high sales performer doesn’t let his baggage get in the way of the right question to ask (or the right comment to make). In a sick sort of way, your baggage gets in the way of your customer getting his problem solved. You don’t want to have that on your mind when you go to bed tonight, do you?

5. I am hyper-discerning about my time.

It’s easy to say, “be discerning,� but with all the distractions and demands on our time, it’s hard to execute that attitude. So what do high sales achievers do with their time? In the sales environment they create standards of conduct that they demand from the prospect. If on the first phone call, the prospect doesn’t want to share any of the problems they’re trying to fix then they have broken the first code of conduct and the high achieving sales executive should move on. If, on the first face-to-face meeting, the prospect refuses to tell how much money this problem costs them to have, then again, they’ve broken a rule of conduct. The sales executive must move on. Set your code of conduct on what you expect from prospects and don’t deviate. That makes it easier for you to ‘let go’ at the appropriate time.



During his 19+ years of experience as a leader, experimenter and coach for hundreds of B2B sales teams, Bill Caskey doesn’t blame prospects for how they treat most sales organizations – for not seeing their value, for treating them like servants, and for sucking up their expertise and taking it somewhere else and getting a lower price. Sales organizations play a part in this game too! Our sales behavior is the problem not our clients. Learn how to play the high-income seller’s new rules at <a href="http://www.theelitesellerblog.com">http://www.theelitesellerblog.com</a>

A "Warm Calling" vs. "Cold Calling" Rant
Had another conversation with yet another entrepreneur who told me he does not "cold call," he only does "warm calls." I continue to be baffled by those who cut off possibilities with a semantic twist. "Cold call, warm call," it's simply a state of mind. Your mind. Your prospect does not make those distinctions. Just because you have designated a call to be "warm" doesn't mean that the person you are calling thinks it's "warm." This "warm call/cold call" concept is a smoke screen that covers the real issue. The real issue is controlling your message. The real issue is being able to communicate with a prospect so that they understand and resonate with what you have to say. The real issue is about having the skill necessary to communicate with a prospect under any circumstance. Prospecting by phone, introductory calling as I prefer, is a communication skill. Like any communication skill it can be learned and it can be improved upon. The idea when introductory calling is to contact a qualified prospect and entice them with your message. You have a brief amount of time on the telephone to catch and engage your prospect. If you are not able to do that, the call ends without achieving your desired result. If you have the proper skills, however, it is possible to have extremely productive conversations with prospects no matter how you choose to categorize them, "warm" or "cold." The idea of a "warm call" is that you've had some prior contact with your prospect and that you have somehow "warmed up" the call. The prior contact might be with a letter sent before your call, it might be that you have encountered the prospect elsewhere it could also be that you have a referral. All too frequently callers who use the "I only warm call" approach do not adequately prepare for their calls. Instead, they rely on the appellation "warm." If you are one of these callers, stop right here and ask yourself these questions: --> How many "warm" prospects have said "no" to me over the years? --> Would those calls have been more productive if I had been better prepared and more in control of my message? Although you may have sent a letter, you have no guarantee that your prospect has read it. Although you may have met previously, your prospect may not recall that. Although you may have a referral that is no guarantee that your prospect will meet with you or have any interest at all in your products or services. When you are on the phone with a prospect you must deal with them, where they are, at that particular moment in time. If your prospect hasn't read your letter, doesn't remember the person who referred you, or is simply having a bad day, that's out of your control. What is within your control when prospecting is to have honed your skills so that your message is clear and so that you can respond in any situation. When you have skills, you know how to catch a prospect's attention, you know how to keep their attention, you know how to respond to questions and objections and you know how to ask for what you want. When you have those skills it's no longer about a "warm" call or a "cold" call, it's about communication, conversation and results. © 2006 Wendy Weiss

Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

Sales Training: Beginning Now
Sales training is something that you need. Opening the classified ads for jobs will tell you just how many positions there are in the sales world. Experienced sales individuals can make quite a bit of money. But, how can you get the training that you need to be in those ranks? Nothing is more frustrating than having an opportunity to get experience but being told that you need experience to get it. To help this, you can invest in getting sales training.

The Benefits

Sales training is beneficial. Depending on your sales field, you can find that having the knowledge you need behind the sale is what is going to drive you to the sales goals you have. Sales training truly does prepare you for every possible reaction a customer may have. It allows you to be prepared so that the first time you step out onto the sales floor, you are doing well.

Sales training can also help you to get that job. Positions that are open look favorably on individuals who have been trained. Many sales positions are available to individuals with less experience with sales training. This is a definite plus on the resume.

Getting The Sales Training

Getting the sales training that you need is not hard. There are excellent opportunities for you in just about every media. Even online sales training courses are available to help you reach the next level in your career. If you are not sure that there is something right out there for you, just take a look at community colleges. In fact, some of the businesses that need you will even provide sales training to you.

All in all, it takes a few weeks of solid learning to be ready to get out there and achieve your goals. Whether your goal is to get experience in sales to get an even bigger career in place or to simply to do well in the job that you have now, sales training can help you go from good to excellent.

For more information please see <a href="http://www.sales-training-help.co.uk" target="_blank">http://www.sales-training-help.co.uk</a>

Giving the Customers What They Want
To give customers what they want, you first need to know who they are. There is going to require some research on your part to find out who they are and then what do they need. In doing so, you can develop your own personal niche, in a specific market. There are certain tips that can be used in developing your own niche. Of course some form of research will be necessary as well. In order for you to develop your own niche in the market, it is vital that you take time out to do an “ideal customer profileâ€� to suit you and your business. So what is an ideal customer for me and my business I hear you ask? Good question and there are several answers to this. We are going to cover the two most important. From experience, I did all of my own prospecting, I did not use Mail shots, Advertising, or Telesales. I actually phoned the potential customer myself and said, “My name is Leslie Johnston, we haven’t met yet that’s the reason I’m phoning you. I would welcome the opportunity to meet with you to see if we like and trust each other, and then decide which areas now or in the future we can make some money off of each other. Is morning or afternoon the best time for you and me to share ten minutes togetherâ€�……….. My Question to the secretary or to who ever answered the phone was:-“could tell me who is the person responsible for the profitability of the company please?â€� and that got me to speak to the right person This approach got me a 38% success rate from all phone calls in getting to talk to the person that I wanted to speak to, and a whopping 84% success rate to getting the appointment with the people I did talk to. That to me was exactly what I wanted the appointment for, I was not lying anywhere in that script. The prospect knew precisely why I was coming, and they welcomed the honesty of the approach. If I was going to have a close working relationship with them, then I wanted to know if I could trust them or not. Do you really want to work with someone that you don’t like? This was exactly what the customer wanted to know about me as well, they had just never voiced it before. Have you ever met a business person that didn’t want to talk about the possibility of making money? I then picked on average 1 in 10 of the people that I talked to take on as a client of mine. Yes, you read that correctly, I Only Took 10% on Average of the People I Talked to as Clients of Mine. “Whyâ€�, I hear you ask? I only wanted top quality customers because the time spent on a small profit sale is the same as a large profit one so why waste time on the small sales? The second most important thing to look for in your ideal customer profile is:- Do they want your product or service? Do they have the authority to buy? Do they have the money to pay for it? Now let’s look at the first one â€"a customer who wants your product or service. When I worked in Financial Services I discovered very quickly that virtually everyone Needed Life Insurance, but very few people Wanted Life Insurance. We humans will find the money for whatever it is that we want, irrespective as to whether or not we need it. Our homes are full of stuff that we didn’t need, but things that we wanted. The simple way to find out what it is that they want is to ask them. It is very important that you find your ideal customer first, and then find a product or service for them. That is exactly the way that I did it, and then tailored a service to suit my customer in my chosen market place Have They Got the Authority to Buy? A question that I found worked the best was, “Who is responsible for the profitability of the company?â€� When I was doing my survey of companies and asking them what it was that they wanted in an ideal world. Two answers always came up. (1) To make more profit (2) To pay less tax. So I learned how to make companies more profitable and how to exploit the legal loopholes in order to pay less tax. One of the ways to make companies more profit is to show them how to sell more. So I started sales training. -Get the idea â€"Give them what they want. It really is that simple. There is at least one niche to exploit in every market and there are usually several So start looking for yours now dare to be different and you will succeed beyond your wildest dreams For more help on this, go now to www.thehandsontrainingsystem.com. and get my 5 part training program Yours in Success Leslie Johnston

Leslie Johnston has been in sales and Management since 1969 and during that time has worked in the Tire Industry until 1981 and then in the financial services until 2000. He is a very entertaining and dynamic speaker and as a sales trainer he is truly awesome and highly motivational. Since the mid Seventies he has conducted hundreds of seminars and training courses during that time. He has now retired from selling but keeps extremely active speaking and teaching others how to sell. All of the sales training that he received in his early days he reckoned that some thing was missing and it was all what he calls “Product Bashing� and then spent the next 5 years studying and experimenting on how to “Problem Solve “ and his sales figures went through the roof. Follow what he teaches you to do and just watch your income GROW!