Sales Training Books

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.

The Word "But"
You may not think so but in a sale every word you use is crucial. One word that you should be careful with in a sale is “but�. When you say the word “but� you are saying: on the contrary. For example, “This product is easy to use “but� have you worked with anything like it before?� When you say “but� it indicates what you just said before was false. You never want to have your customer second guess you, right? You know in a sale you want the client to trust you 100% of the time. Of course there are different forms of the word “but�, but when you use it in between two sentences that is where you make your mistake. When you do so it sounds like you are second guessing yourself. In all sales you make, you want to come across very confidante and secure about what you are telling your client. If they think you aren’t sure about your own product, then why should they be? You want your customer to be as confidant about the product as you are. This way you two are on the same level. If you find yourself using the word “but� a lot you may want to try just making two different sentences like: You want to order this as soon as possible so you can start helping yourself out. The product will be sent in the next month. Instead of: You want to order this as soon as possible so you can start helping yourself out but the product will be sent in the next month. Doesn’t eliminating the word “but� make you sound more confidant? This is a very simple change to make that will increase your sales. Your customer will be just as confidant in the product as you are. Go Get’Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com

Setting Your Goals In Sales Training
It doesn’t matter if you are in an auto sales training, TV and radio sales, estate sales or time share sales in my conversations with sales management over the years, I’ve found that top producers all have one thing in common: they’ve taken the time to sit down and create goals for themselves and committed to sales training. Even if during the sales seminar they were skeptical when they started the process of goal setting and planning, every one of them has become a true believer. What Is A True Believer? A “True Believerâ€� isn’t someone who just works sales leads. They are someone who has been amazed by the incredible power of goal setting and the power of their own mind to be sold on the sales job. Every one of them has accomplished far more than they ever believed possible even if they are in mobile home sales or business sales they are the ones that move up to the top. It didn’t stop with sales goals or material successes. This belief runs deep in all areas of their life. They’re convinced of the power of the mind and want share that with the world. They just seem to live in a world that favors them. There life has become an extension of their sales attitude. Are You Happy With Your Current Training? I defined happiness in training as, The progressive assimilation of worth while skills that will help me to reach my professional goals. As a sales trainer, I have been working progressively, step-by-step toward making permanent lasting impact on every sales professionals life. This purpose alone can generate a continuous feeling of success and achievement within me, but if it doesn’t translate in your personal sales training it is all for not. The sales game has always been the more people you sell, the more successful you will be. As a sales professional, you have more control of this than almost every other profession. Geoff Thomas a sales associate is found of telling his sales staff, “Your raise is effective just as soon as you are.â€� I know you can create an environment of happiness for your customer through fabricated rapport skills but a genuine joy for sales will close more deals than you can imagine. Without your skills of salesmanship, there would be nothing for company to do. When you walk out of the office in the evening, it is natural for you to feel like a winner. This goal is well entrenched in the sales experts I know. It also gives you the psychological momentum to overcome obstacles and plough through adversity as you reach your sales goals and assist others. Sales training more than anything else should have you recharged as you go back out into the world. If the sales seminar doesn’t motivate you to work every sales lead more efficiently than why bother. Does Your Training Connect With Your Values? Every great trainer has a personal strategic planning process. It usually begins when you determine what you believe in and what you stand for â€" your values. If your values and the trainers match this is the glue that holds the core concepts of the sales training in place. These values shape our personality and our character as a sales professional. Your virtues and qualities are the sum total of all your thoughts, actions and beliefs since the moment you were born. Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All sales improvement begin when you clarify your true values and commit yourself to live consistently with them. It’s been said, “You must stand for something, or you will fall for anything!â€� Great sales trainers know the value of the sales process and believe every prospect they meet can find value in their product or services. When Attending A Training How Specific Should Your Goals Be? To achieve success in training you will find trainees are successful because they’re very clear and committed to their values and specific outcomes from the training. Unsuccessful trainees are fuzzy or unsure they perhaps were forced to the training without a buy in from the sales manager. When a training is a complete failure, you’ll find that the trainer didn’t clearly outline the real values of the training at all. These trainers stand for nothing and hope their audiences fall for everything. While training the sales staff at Positive Changes, our sales staff had access to a wealth of resources designed to help them succeed in their goals. For instance, use the Sales Mastery series to stimulate your other-than-conscious and keep you on track with specific, clear and organized sales goals. They trained each franchise location to set goals for the day, week and the month. Using these mind trips within themselves helped them to enroll others into its use.

Dr. Patrick Porter is an entrepreneur, award-winning author, and motivational speaker. His electrifying keynote speeches and seminars deliver the real life, nuts ‘n bolts concepts he used to take his business venture to astounding heights. http://www.patrickkporter.com

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!"

10 Ways to Overcome Sales Objections
According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of the product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the sale. Sometimes it is actually the customer wants to know more about the product and so puts forward objections to know more about it. Even the customer may not realize this, but a good rep can make it out. Sales coaching and sales training courses can show the different strategies of dealing with the objections. Here are some strategies to do that. 1. Establish trust. This of course has to be mutual. If you have established trust then the client is also going to have confidence in you. Make the client understand that you are the expert as far as the product is concerned. In the process if you are able to make friends with the client, even better. But, it is not absolutely necessary. It is enough if you gain their confidence and trust. 2. Be patient. Always listen carefully to any objection that is being raised. Analyze it. Is it actually an objection or is it just a ploy to delay the deal? Most often if it is an objection, the client is going to repeat it. You can clarify by asking questions starting with “Don’t you really mean…� or something like that. 3. Confirm with the client if it is the only objection. Don’t ask it outright but, instead you can ask something like “Is this the only reason you won’t buy from our company?� If they have other objections they will come out with it. 4. Confirm the same thing again. You can reword the question to ask the same thing again. For instance you can ask “In other words, if it weren't for the price, you'd buy my service. Is that true?� 5. When you are asking the question, ask it in such a way that you give the solution to the objection. They should not feel that there is no way around the objection. For example if the objection for the warrantee you can ask “So if I were able to get you a longer warrantee, would that be enough for you to make a decision?� 6. The objection should be solved in such a way as to resolve the whole issue for once and all. You can pull out all the stops here. If you have testimonial letters or competitive comparison charts or special offer then, this is the time to bring them out. 7. Remember, now is the time to demonstrate the value of your product, list comparisons and show the benefits. If you cannot clarify the doubts of the client in a way that sets you apart from the other, you will never be able to close this sale. For that matter you will not get the confidence to close any other sale. 8. Ask a closing question or communicate in a speculative way. Ask a question, the answer to which confirms the sale. “If I could do X, Y or Z , would you give me your order ?� is the classic model for a close. 9. Narrate similar incidents that took place. It might have happened to you or might be another sales person. People always find comfort in knowing that others have gone through the same fate and if these people are known to your clients, even better. 10. Once all the objections have been resolved successfully, get the order in writing as much as possible. For this you can ask questions like “When do you want it delivered?� or “When is the best day to begin�. Product knowledge, creativity, ingenuity, sales tools, and confidence in yourself, your product, and your company must all some together if you are to overcome sales objections and close the sale. You have to combine technique with honesty and conviction to get the prospect to resolve any lingering doubt or conflict.

Sean McPheat provides <a href="http://www.mtdsalestraining.com"target="_blank">sales training</a> and <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a> services across the UK, Europe, US and the Middle East.

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.

Active Listening
The best way to listen is to do it actively. You have to really understand what your clients are saying. For a lot of customers it is hard to say exactly what they mean because there not sure what they want. Your job is to figure it out. A great tool to do so is to actively listen. Here’s an example: I needed to purchase storm shutters so I had two different salespeople come to my house. The first one that came over would ask a question, I would answer the question, and then she would talk for a while. She would keep doing this because the questions she asked did not push the right buttons, she didn’t build a bond with me. Her language was different then mine. When she asked me “Is this color alright?� I wasn’t hearing, “Do you want this color on your house?� I was hearing, “Do you think this color is alright?� There wasn’t a lot of clarity between us and she couldn’t give me exactly what I wanted. The second salesperson that came to my house was very clear. I pointed out a type of shutter I liked and he told me that the home owners may not even allow me to have this color, and then I asked him, “What if I could paint them to match the house?� He came back and said, “So you’re saying you would want to get these vinyl shutters even if we had to paint them to go along with the home owners, is that right? That gave me an opportunity to say yes and him the opportunity to fully understand what I wanted. What he was doing was actively listening to what I was saying. Prodding to get me to tell him exactly what I wanted. By doing this he built a bond with me. It wasn’t always comfortable with him pushing me with these questions but he knows his purpose is to help me get what I want. He pushed me no matter how uncomfortable it was until I told him exactly what I wanted. He made sure that he understood exactly what I was telling him. He had the right idea by doing this rather then guessing at it. You have to think of your self as a researcher. You have to pin point every little detail on what your client is telling you. You can get right down to what’s important to that person. This is how you have to be if you want to get on top, earn respect, trust and ultimately the sale from your customer. Go Get ‘Em!

Richard Cannon, The TeleSales Recruiter started selling candy in school when he was 8 years old. He’s been selling ever since. In his 30’s he was looking for a sales job he could do from home that was in line with his purpose. He looked and looked and couldn’t find the right one. He swore some day he would make it easier for people to find great sales jobs they can do from home. He built a crew of work from home people, but couldn’t help everyone because they were not all passionate about what he was selling. So now, he assist’s salespeople in figuring out what their purpose is. Then he finds them an opportunity that is in line with that purpose. Now they make more money selling something they love. For more information, visit Cannon’s site at http://www.telesalesrecruiter.com

THE SALES WORKOUT! BLAST THOSE QUADS!
Stand up, sit down, stand up, sit down, thats what the sales workout is all about! This new workout is a great way to increase sales and burn some calories, all in a days work! Stand Up! I had quite the epiphany a few weeks ago. I was getting less and less motivated as the day went on. I spend the majority of the day on the phone and I found by about 2pm, I may as well have called it quits for the day. Everytime the phone rang I would get more and more resentful, which is a terrible thing since I, more or less, make money on every phone call I take (not really, its more of a numbers game, but you get the idea). I wanted to find a way to stay on my game all day and make every minute count. Then I remembered a line in the movie 'Boiler Room' when Ben Affleck says “stand up, move around, motion creates emotion�; he is in reference to making sales calls in this scene. So I decided to put it to the test. I banned myself from sitting for a good 2 or 3 hours one afternoon and my productivity went through the roof! Everyday since then I have blocked off 2.5 hours in the morning and 2.5 hours in the afternoon to stand up, dial, and smile! I have had the most productive few weeks than I have had in a while! Here is a trick to get yourself started on the right foot in the morning. Let's call this part 'stretching'. I read this from another sales author, and I would like to give him or her credit, but I can't remember where I saw it or who wrote it! He/she said to do 5 calls by 9am to get your blood going and get used to being on the phone for the day. He/she called it the '5 by 9'. Everyday I write out a little note that says '5 by 9' and put it by the phone. Then I put a check mark for every call I make until 9am. When I hit the 5 calls (which is usually by about 8:58 a.m., I can't lie) I sit back, log on to Dilbert.com, check my email, go through my voicemail, do all that less-productive stuff, then I start hitting the phones again at 9:20am or 9:30am. Sit Down! Incidentially, the same week I had the 'stand up' epiphany, I was listening to a Brian Tracy audio program called 'The Psychology of Selling' and he talks about the importance of sitting down when you are selling in person. He says that standing up during a sales meeting cheapens your product or service considerably. I don't do a lot of in-person sales, but I can think about all the times I have bought larger ticket items (like a house for example) and the sales consultants always have you come in their office, sit down, they usually get you a beverage, then you go over the paperwork in a relaxed environment. If I was a bettin' man, I would think that standing during a presentation makes the buyer feel more rushed, like the sales person doesn't really have time for you and wants to get on to the next customer. Summary In addition to making more money, you will also strengthen those quads and have more energy following my new sales workout! Try it for a week and see what your numbers look like! I can guarantee that you will see results that fast! Share your results with me! I would love to hear them. Dale@SmallBiz-Mechanic.com

Dale Robert is a Career & Small Business Coach. Visit him online at http://www.Career-Mechanic.com and http://www.SmallBiz-Mechanic.com. Email him for a copy of his free Job Search ebook

Top 5 Tips of the Most Successful Sales People
Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people. Tip#1- Focus on Clients True, you are representing your company, but, your focus should be on the client. It is the client who is going to make sure you stay on the job. Try and get to know the clients as much as possible. They have to taken care of, monitored and pampered. Ask them questions related to your service. Also, ask them suggestions as to how you can improve your service. Implement their suggestions if you feel it is going to make your service better. Show them, that you are implementing their suggestions. You will be rewarded by their loyalty. They will come back to you even if you shift jobs. Clients will remain loyal to you if they know that you care. Tip#2- The Right Attitude Don’t enter this field unless you enjoy doing it. Unless you enjoy what you do it is hard to be productive. Love your work and you will find ways to be creative. If you are passionate about your work it will show. Excitement for your work will have an impact on your clients as well. Enthusiasm is infectious. If you are enthusiastic about your product, the client will feel that you are not just making a sales talk but, that there is really something worthwhile in your product. You should show the same attitude when attending sales training and sales coaching classes. Tip#3- Set a Goal Sales training is all about setting a goal or target and achieving. Most often than not companies will set a target for you which you will have to achieve in some period. It might be a year, a month or a week. Whatever they set is important but more important is your goal. So, if they set a target you can set a higher target for yourself. If they give you monthly targets split it into weeks and days. So, you know what your goal is for the week. Set full throttle and speed ahead towards the goal. But, one thing is clear, setting your own goal is very important. There is something very exciting about achieving a goal one has set for oneself. Tip#4 â€" Select your Clients Carefully A long term two way relationship with a client is always better than a one way street. Your relationship with your client should be mutually beneficial to you and your client. So, select clients who will stay with you for a long time. The advantage of having such clients is that they will refer your business to others. So, with referrals along your way you can increase your business. Now, convert these referrals to the same sort of relationship that you have with your other clients. Sometimes the opposite can also happen. You can meet prospective clients who can turn out to be just that â€" prospective. Asking the right questions can make you understand whether they want to buy or your products or they are just fishing around. Sales coaching and sales training courses also emphasize on this. Tip#5 â€" Follow Up All too often sales people forget about their customers once they have the order in their hand. It is important to keep customers happy for long term benefits. Follow up is very important. If you have a follow up offer, even better. Make it related to the original offer. It might sound difficult, after making one sale is not easy and then a follow up. But, it can be done and should be done. If you have done your research properly then you will know your clients tastes, hobbies, favorite sport etc. So, it is up to you to come up with special offers for your clients depending on their individual tastes.

Sean McPheat provides <a href="http://www.mtdsalestraining.com/sales_coaching.html" target="_blank">sales coaching</a>, <a href="http://www.mtdsalestraining.com" target="_blank">sales training courses</a> and sales consulting to a number of businesses around the globe. To learn more about MTD please click on the following link <a href=" http://www.mtdsalestraining.com/about_us.html">MTD Sales Training</a>

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