Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Category — Sales Techniques

Sales Tips: Seven Steps to Selling MORE! By Ryan C. Lowe

Are you a salesperson who’s frustrated each month trying to reach sale quotas? Do you worry that a career in sales might not be a good fit for you? Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is difficult. However, once we take out some of the complications you’ll be able to sell more, and hopefully, enjoy doing so.

May 14, 2012   1 Comment

Why Are the Best Sales Producers the Best? By Mark Bowser

It is not an accident that the top producers in the world of selling are at the top. It is also true that there are no born sales champions. Yes, some people have more talent then others. But, success in selling comes down to some basic fundamentals. Fundamentals, if taken action on consistently will lead to success.

March 20, 2012   1 Comment

Sales Strategy: Engage Your Prospect’s Learning Style By John Boe

selling authority John BoeThe successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred “learning style.” The “learning style” theory was developed back in the early 1970s and has proven to be an extremely powerful communication model that every school teacher, parent, manager, and sales rep should have in his or her toolbox.

Simply stated, the “learning style” theory promotes the concept that people have a natural preference, based upon their dominate sense, in how they choose to learn and process information; visual / seeing, auditory / hearing, or kinesthetic / touching.

December 3, 2011   2 Comments

On Value, Selling, and the Social Media Sales Revolution By Landy Chase

Landy Chase - sales trainer & author Although your business card may identify you as a sales person, in the Selling Revolution your job is not so much to “sell” as it is to provide consistent, ongoing value to your customers. You already know that the reason any business exists is to fill needs and solve the problems of its market.

In your traditional role as a sales person, you have accomplished this goal by providing goods and services to your customer based on their needs for what you sell. This is also how customers have traditionally defined the value proposition of a sales person.

September 26, 2011   No Comments

Sales Skills: Active Listening By Joe Miller and Matt Dahlstrom

People love to be heard. Everyone has a soap box stashed away, waiting for their moment. That’s why one of the greatest compliments you can give a person is to listen to them. It validates them as a person. So work at giving it to them. It sounds easy, but it’s one of the hardest things we can get people to learn, because all people have their soapbox, including you. Your job is to keep your soapbox stashed away.

September 23, 2011   No Comments

Sales Tips: Get In and Get Started Adding Value to Your Sales System By Joanne Black

You’ve heard it all before: Sales experts talk and talk about creating value. If we just create enough value for our clients, they will buy-whatever the price and whatever the economy. What’s new about that?

Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing decisions. So now what?

Offer New Ideas to Woo New Clients …

Sales experts have always talked value. Now we need to put ourselves in our clients’ shoes and become creative. We must get in and get started. Think smart, not big.

September 21, 2011   1 Comment

Sales Tips: Why Your Customer Doesn’t Like Your Price By Mark Hunter

You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer.

Just as quickly as you think the customer will buy, they say something along the lines of, “I like what you’re offering, but your price is way too much.” Without missing a beat, you begin to shudder at the thought of losing the sale.

Let’s look at why your customer doesn’t like your price.

September 12, 2011   No Comments

Sales Strategies: Help – My Sales are Slumping and I don’t Know Why! By Mary Gardner

Have you ever taken a look around your company and wondered what in the heck the other people were doing to bring in so much business to the company? You may feel that you’re on equal ground with the other sales person or people, but for some reason they are way ahead of you in the numbers in sales. What is it? Do they drink a magic potion every morning? Do they have a better territory or do they just have better customers?

Here are some questions to ask yourself to see where the gap is:

September 8, 2011   No Comments