National Sales Center

Cold Calling Skills For Top Sales Professionals

By, Nick Moreno - Sales Coach, National Sales Center - A Sales Training Company

I’m working on a breakthrough sales prospecting training product and I’m having a ton of fun with it. It’s called “Leveraged Sales Prospecting” and the two CD cold calling training program just got released. I have some great cold calling advice that will change everything about cold calling. When it comes to business cold calling, this sales training program takes it to the next level. My goal is to help salespeople get more sales appointments so I’m very focused on this outbound prospecting sales skills program.

Effective Cold Calling

Why am I having so much fun developing this sales prospecting skills training program? Because, most of the material about sales prospecting is outdated and frankly, those sales prospecting techniques and strategies simply don’t work… period! It’s time for new sales prospecting training material about effective cold calling and sales prospecting skills. I’ve developed these sales prospecting techniques and shared them with a few salespeople. The results were amazing! I just have to tell the world about these cold calling techniques!

Business Cold Calling

The way businesses go about cold calling today is totally insane. In fact, they are wasting 95% to 98% of their cold calling time. Who has the time, energy and stomach to make 100 cold calls to get just 2 or 5 appointments? My friend, that’s insanity! There is no need to beg people to meet with you. There is no productivity in sending out 100 E. Mails to get 2 appointments. The cold calling tactics in my new outbound sales prospecting training changes everything when it comes to business cold calling.

Cold Calling B2B

Sales prospecting is serious business. I learned that the leading reason for failure in B2B sales is failure to be an effective sales prospector. That got me excited and motivated to work on this sales prospecting training program. This sales prospecting training is not about cold calling scripts or cold calling tips. How effective do you think free cold calling scripts and tips can be? Save the cold calling tips and cold calling scripts for others. Instead, this cold calling B2B training is a whole new way to think about sales prospecting and the skills required to get more sales appointments.

Cold Calling On The Phone

Most sales reps hate cold calling on the phone and who could blame them. That kind of sales prospecting is like walking into a rejection propeller! If you think cold calling is a waste of time, I agree with you. First, you have to try to get past the gatekeeper to get to the decision maker. Then, you have to find some way around all those Voice Mail machines. No wonder most sales reps rather have a root canal than spend a day cold calling on the phone! In the “Leveraged Sales Prospecting” sales training program, I show sales reps the only right way to get past the gatekeeper and how to leave Voice Mail messages that work. But, there is a lot more to the sales prospecting skills and techniques presented in this sales cold calling training program.

How To Do Cold Calling

Salespeople are a smart group. They know things about their industry and products that others need to learn. The key to “Leveraged Sales Prospecting” is how to best deliver that cold calling message. When you do, you are giving sales prospect a compelling, if not overwhelming, reason to meet with you. That’s how to do cold calling. But I go much further than just cold calling in “Leveraged Sales Prospecting”. This effective cold calling training program will actually show you how to get qualified prospects to call you. How great is that!!! We put these cold calling strategies and outbound sales prospecting skills through the test. The results were simply fantastic. It’s about time salespeople spend more time selling and less time prospecting for sales appointments.

Cold Calling Skills

Well, I have to get back to work and finish this sales prospecting sales training program. I know it sounds like a bunch of hype but this sales prospecting training will rock the industry.

“Leveraged Sales Prospecting” is a unique and different cold calling training program.

To your sales success!

Nick Moreno, Sales Trainer

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Tags: Cold Calling, prospecting training, Sales Appointments, Sales Prospecting, telemarketing skills

“Selling Skills” Training

By Nick Moreno, Professional Sales Trainer

The top sales professionals are an amazing group of characters. They are a lot fun to be around and it’s fascinating to observe their selling skills in the field. I’ve been studying their selling skills for over thirty years and enjoyed every minute of it. Their selling skills never cease to amaze me. The sales process could be a slippery slop but not for the Superstars of Salesmanship. They use powerful selling skills to close more business.

The difference between a typical sales rep and top sales professional is that the top sales reps never follow the traditional rules. For example, the top sales professionals know that breakthrough success has nothing to do with working harder. In fact, the top sales professionals work far less than the typical sales reps that struggling to beat them. Imagine that …the top sales professionals work less yet they make all the money. Obviously, the top selling professionals are using special selling skills.

Selling Skills

I don’t believe there is a salesperson in the world that starts their day hoping to be just ordinary by using ordinary selling skills. Yet, year after year, I noticed that the same sales professionals appear on the top of the sales ranking reports. Their success has nothing to do with luck, charisma, hard work or a host of other things often attributed to them. The top sales professionals don’t just aim … they have the selling skills required to hit the target!

Top Sales Producers are unique and they are the first to break all the traditional selling skills rules. While 80% of the sales force is following all the traditional selling skills, the top 20% are busy making their own rules because they have the selling skills to do so. The top sales professionals know that if they sell like the rest, they’ll never sell like the best! They take selling skills to the next level.

Here are a few examples to illustrate the sales techniques on how to use the selling skills of the top sales professional.

Selling Skills At Work

Most salespeople would drop everything to meet with a “prospect” that is interested in their product or service. The top professionals however, have the selling skills to know the difference between a “qualified prospect” and an “unqualified suspect”. The top professionals don’t determine that a prospect is qualified based on the prospect’s “interest level”. For example, I’m interested in private jets but I don’t need to get anywhere that fast. The top professionals will only drop everything to see prospects with a real problem that can solve with their product or service. Qualifying, for the “Superstars of Sales” is focused on the problem they are solving measured against the cost of their solution, namely their product or service. They know better than to try and solve a ten-dollar problem with a one hundred dollar solution. No one has those selling skills, so why not just find a better sales prospect and put your selling skills to good use.

Superstar Selling Skills

The top sales professionals are masters at selling skills and creating rapport with their prospects while the typical sales rep hasn’t got a clue at rapport building. Sorry to say it, but, too many salespeople come across as ” just someone trying to sell something” at a time when they need to be building “trust” with their sales prospect. Prospects aren’t stupid and they quickly detect a phony smile and the silly, if not annoying, giggle at the end of every sentence. The Superstars use selling skills and know better than to operate that way. They use powerful selling skills to successfully build rapport with sales prospects. Using those selling skills, they become consultants solving problems instead of “someone trying to sell something”. That’s a powerful selling skill.

I’ve seen too many “salespeople” babble on and on hoping to eventually say something of interest. The selling skills of the top sales professionals taught them that listening to their prospect is much more important than talking at their prospect. When the top professionals speak, it is both strategic and focused on their prospect’s need to solve a problem. All salespeople could benefit from those selling skills.

Selling Skills

When it comes to closing the sale, the typical sales reps operate in one of two modes. Either they function as they were taught and are always closing or they are never closing. The top professionals operate differently because they have the selling skills to know when and how to ask for the order.

The typical sales rep eventually loses control of the sale and is forced to spend their time reacting to their prospects. The top professionals maintain control of the sale because they follow a successful selling process thanks to their selling skills.

Are you ready to unleash the Sales Superstar in you? Are you ready to change everything about the way you sell today and start changing everything in your life for the better? You can do all that by copying the selling skills of the top sales professionals. But first, you have to discover how the top professional operate in the field, day after day. You’ll discover their selling skills and a lot more in my DVD video, “The Progressive Sales Process”. Life doesn’t wait, why should you? Change everything with “The Progressive Sales Process” and start using Superstar selling skills today.

To your great sales success,

Nick Moreno, Sales Trainer

National Sales Center, Sales Training Company

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Tags: close more sales, sales skills, Sales Training, sales training videos, Selling Skills

SMALL BUSINESS SALES TRAINING

ABOUT YOUR BUSINESS CARDS

By: Sales Trainer, Nick Moreno

The National Sales Center, A Sales Training Company

Looking for a quick small business sales training tip? Put some “jazz” in your tired and often overlooked business cards. Doing so could turn that card into an awesome small business sales tool. After all, a business card should explain who we are, what we do and how to reach us. That’s important sales information so let’s look at some sales training on ways to promote business cards for small businesses.

SMALL BUSINESS SALES TRAINING TIP

If we want people to keep our business cards, we need to give them a good reason to hold on to it. So why is the back of your business card blank? My small business sales training tip is to put that valuable piece of real estate to good use. Begin by considering information that is related to your small business. If you are a lone officer, you may want a table outlining the cost of borrowing $1,000 at different interest rates. Someone in the computer industry may consider a table that converts bits to bytes to megabytes. Get creative and try to come up with valuable information related to your small business business or industry. This small business sales tip will get prospects to hold on to your business cards.

All is not lost if you can’t come up with information related to your business. With this small business sales training advice, general information also works as a reason for someone to keep your business card. Consider the schedule of a local sports team, the phone numbers of local government services or even a calendar. The key to this small business sales training tip is to give your prospect a reason to hold on to your business card. You never know when they just may decide to give you a call. When they do, this small business sales training paid off in a big way.

SALES TRAINING FOR A SMALL BUSINESS

Here is another small business sales training tip about business cards. This small business sales training advice could set you apart from your competition. This sales tip comes from a sales manager I knew in a very competitive service related industry. At the end of a sales call, he handed his business card to the prospect. He then told the prospect that there was something different about his business card that sets him apart from his competition. He then explained that while everyone talks about customer service, he actually had his home phone number printed on his business card. He said it was there in case any of his customers need him… day or night. Yes, that sales manager knew how to use his business card to close deals. So, my small business sales tip is to show your prospects you care about your customers by including your home phone number on your business cards. One more thing.. that sales manager went on to tell me that not once did a client ever call him at home. This is the type of small business sales training that produces results.

SMALL BUSINESS SALES TRAINING ADVICE

Here is another business card sales training tip for small businesses. Business cards are relatively inexpensive so they should be widely distributed and not left in your pocket. Always hand someone two business card and always ask them for a referral. Get the word out about your small business by leaving behind your business card at every opportunity. Tack them to every bulletin board, such as those found in supermarkets, local shops and libraries. Make sure your family and friends have some of your business cards to distribute for you. Use this sales training tip for small businesses to market yourself.

Ready for another small business sales tip? Attach one of your business card to just about everything you put in the mail… your electric bill, insurance bill and so on. There is nothing wrong with free small business advertising and you never know when one may fall into the hands of you next qualified prospect. I hope you’ll give this small business sales training tip a try.

I’ve got one more small business sales training tip. Here is another business card sales tip for you. Business cards are a reflection of you and your small business so appearance is important. I’ve tried a few home software programs that allow you to design business cards but they left me disappointed. Sit down with a professional printer and give your business card a face-lift. After all, you only get one opportunity to create a great first impression about your small business. Learn about raised ink, embossing and different card stocks. While you’re at it… If your company’s name fails to explain your small business consider a tag-line such as “Automotive Repair Experts”. Insure prospects quickly know who you are and what you can do for them.

That’s it for my small business sales training tips on how to best use business cards to get more sales. I hoped you enjoyed these small business sales training tips and I hope you will give them a try.

To Your Small Business Sales Success!

Nick Moreno, Sales Trainer

National Sales Center, Sales Training Company

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Tags: Business Cards, free sales tip, free sales training, sales skills, small business sales training

Take Sales Training Programs To The Next Level

And Truly Learn Sales Skills

Advanced Sales Training Programs

Think like a Sales Superstar and uncover their secrets with the right sales training programs.

By Nick Moreno, Head Sales Coach

From Your Sales Training Company, National Sales Center

In this piece, I want to take my sales training programs to the next level so you’ll truly appreciate and learn sales skills. You see, almost all my sales training programs are about the special sales skills and practices of the top sales professionals. I’ve studied their sales skills intensely for over thirty years. If you know what they do… and then do what they do… you’ll enjoy greater sales success. I know this because I’ve seen it happen so many times with the salespeople I’ve had the opportunity to work with in my sales training programs. Now, I want to pump up the volume and take it to the next level. I want you to learn sales skills like never before in sales training programs.

Yes, if you learn Superstar sales skills, you will close more orders. It is that simple if you get the right sales training program. However, to totally reach Superstar status, you must also think like a Sales Superstar. The top sales professionals look at everything differently and that includes how they view themselves. When you learn sales skills in a sales training program with this concept in mind, you’re ready to be the next sales superstar.

Powerful Sales Training Programs

Learn sales skills that get you to think like a top pro in the right sales training program. The Superstars are confident and they have healthy egos. Now, this may appear as a trait found in many salespeople but the Superstars take it to the next level. Their egos are so healthy that they are able to put their egos aside and honestly evaluate their strengths and weaknesses in every sales opportunity. Because of this, they don’t pursue deals they know they can’t win. However, when they know they can win, nothing stops them. That’s an important sales skill to learn… have such a healthy ego you can put it aside and properly evaluate your ability to close an order. Learn this sales skill in a sales training program and you’ll only work on qualified sales prospects.

The Superstars are very observant and you need to learn that sales skill in sales training programs if you want to succeed in sales. They absorb all the factors involved in each and every sales opportunity. Based on their observations, they first develop a plan and then they do something very special. They take action. Yes, the desire to take action is yet another sales skill to learn in sales training programs. Learn sales skills in sales training programs that get you to think and act like a Superstar.

Sales Training Programs That Work

Learn sales skills in sales training programs that zero in on a goal. The Superstars focus on their goals with amazing concentration. Their goal, to close the sale, is their target. They don’t simply take aim at their target. The Superstars focus all their energy on their target because they expect to blast through it. They plan, they take action… and they deliver. Learn sales skills in sales training programs that get you focused on goals. Get that type of sales training program and never look back.

The Superstars and very polite and quite engaging but don’t let that fool you. Deep down in their core lies a fighter. Not only do these fighters have the courage to face their challenges, they also have the courage not to quit. Once they lock on to their targets, nothing stands in their way. Learn sales skills in sales training programs that will keep you in the hunt. Yes, stay in the hunt with powerful sales training program.

Learn sales skills in a sales training programs that move you out of your comfort zone. The Superstars have the guts to play big and the guts to step out of their comfort zone. When they bring it on, they bring it all on… and leave nothing behind. Best of all, they have fun doing it! This is the only way they know how to function and it works for them. So, learn sales skills in sales training programs and have more fun selling.

SALES TRAINING PROGRAMS

So, do you think like a Sales Superstar? You see, that’s the sales skill I want you to learn in sales training programs. I want you to THINK like a Sales Superstar. When you learn that sales skill, all the other sales skills become easier to learn. That’s powerful sales training!

I hope you found yourself in the traits mentioned above. If not, do you have an overwhelming desire to develop these traits and start thinking like a sales superstar? It’s well worth the effort but first you have to commit to the desire to get powerful sales training programs. Learn their sales skills, learn to think like they think, learn to take action and before you know it… you’re the next Sales Superstar! Get some powerful sales training programs and make it happen.

My best to you.

Nick Moreno, Sales Trainer

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Tags: Sales Training, Sales Training Programs

Stop Talking And Close More Sales!

Learn Sales Skills That Keep You Focused.

By Nick Moreno, Sales Trainer

The National Sales Center, A Sales Training Company

Yap, yap, yap,,, yada, yada, yada… is not selling. It’s annoying and distracting and could keep you from an order. But, too many salespeople think if they are not talking something is wrong. Fact is, something is very wrong if the salesperson is doing all the talking. Learn sales skill that keep you focused on your prospect and close more sales.

Close More Sales

I’ve observed too many salespeople lose their prospect’s interest because of “sales rep babble”. These reps need to learn sales skills about strategic talking. That’s the only way they will close more sales. Their prospect stops listening to them… starts focusing their eyes on the corner of the room… and begins daydreaming about golf, fishing or shopping. Who can blame them? All this can be fixed by proper sales training. These “salespeople” could close more sales if they learn sales skills.

If you expect prospects to listen to you, every word out of your mouth has to be relevant and important to the prospect. If every fifth sentence fits that criteria, your prospect will never hear that fifth sentence because by the fourth sentence… you’ve lost them. You’ll never close more sales that way! We all know most salespeople have short attention spans. Well, so do most prospects. These reps need to learn sales skills that keep their prospects engaged and once they do, they will close more sales.

How To Close More Sales

We all want to close more sales. So, why do so many salespeople suffer from a mouth that just keeps going and going? Sometimes it’s nerves and these salespeople need to learn sales skills about relaxing if they expect to close more sales. Other times, “sales rep babble” happens because the rep wants to appear to be an intelligent quick thinker but that’s not how they will be perceived by most prospects. How is that strategy going to close more sales? Still others need to learn sales skills because they are just fishing and praying they may just stumble upon something that interests the prospect. That’s no way to close more sales. But all too often, the prospect has already been “talked” into a coma. These reps need to learn sales skills that will keep them focused on the sales process so they can close more sales.

You ears… and not your mouth, need to be going all the time. That’s how you close more sales. Selling is about listening not talking and reps need to learn that sales skill if they want to close more sales. The top sales professionals understand this sales skill and typically talk less than 35% of the time. That’s why they close more sales. The top pros spend the majority of their time listening, looking for buying signs, understanding the prospects needs and formulating how their product addresses those needs. They are too busy listening and thinking so they spend a lot less time talking. In order to close more sales, all salespeople learn learn this sales skill.

Close More Sales By Listening

So, if you suffer from “running mouth disease”, know there is a cure. Let me give you some sales skills training tips about using your ears, and not your mouth, to close more sales. This is the type of sales training that develops Sales Superstars so I want you to learn these sales skills! Once you do, you’ll close more sales. Let’s start with an understanding of when you should be talking and when you should be spending most of the time listening. This “understanding” will show you how to close more sales.

YOU CAN CLOSE MORE SALES

The only point in the sales process that requires salespeople to do most of the talking is when you are presenting your solution. You’ve uncovered a problem and now you have center stage to present your solution. Obviously, at this point you should be the one talking and presenting, so let it all out… but do with intent and focus! Learn this sales skill and you will close more sales!

When should you do the least amount of talking? Well, lets start with the Golden Rule. NEVER INTERRUPT YOUR PROSPECT.. a sales skill we all need to learn.! Never assume you know what your prospect is going to say next and finish their sentence for them. Its annoying, not polite and may cost you valuable information. Learn sales skills about when to talk and when to listen and close more sales. You’ll never close more sales if you keep interrupting prospects.

Also, never say a single word after you’ve ask for the order. It’s your prospect’s turn to speak next. If you start talking before your prospect had an opportunity to speak, you defeated the purpose of your closing attempt. Close more sales once you learn sales skills about asking for the order.

Remember, stop selling once your prospect agrees to give you the order. Let your prospect know they made a great decision and let your prospect know how you will implement the order. But, once you got the order… STOP SELLING. Tell your prospect they made a great decision, thank them for their business and let them know how you will implement the order… BUT STOP SELLING! I’ve see salespeople actually talk themselves out of the order because they continued to sell after they had the order. Don’t let that happen to you. Learn sales skills that cover what you must do after you’ve closed the sale and you’ll always close more sales.

Well, I hope learned some sales skills that will help you close more sales.

That’s my mission and I’m sticking to it!

Good Selling and Keep Closing More Sales!

Nick Moreno, Sales Trainer

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Tags: close more sales, how to increase sales, learn sales skills, sales skills, Sales Training

Learn How To Find Sales Prospects And How They Can Find You

With This New Sales Prospecting Training Program

By Sales Trainer, Nick Moreno

What have I been up to this summer? I’m putting the finishing touches on my new sales training program that’s all about sales prospecting skills. As with all my sales training programs, this sales prospecting training is also based on the best practices of the top sales professionals. While the sales prospecting training material is based on years of observations, the actual sales training course development is in its tenth month. I hope to get this new sales prospecting training program released by September 2008. If you want to learn outbound prospecting sales skill, this may be the training program for you.

Telephone Prospecting Skills And More

Did you know that the number one reason most often cited as the reason for failure in sales is the failure to successfully prospect for appointments? Think about it. You could possess the greatest sales skills in the world but if you can’t get appointments, you will surely fail. That’s why I just had to do a sales training program on sales prospecting skills. And that’s why this sales prospecting training just had to cover more than telephone prospecting skills. Learn the sales prospecting skills of the top professionals and you’ll close more sales. That’s exactly what I deliver in this sales prospecting training program.

SALES PROSPECTING

The ways most salespeople prospect for sales appointments is insanely unproductive. When it comes to phone prospecting skills, if you need to dial one hundred phone numbers to get four appointments, you are wasting 96% of your time. There is absolutely nothing productive about those phone prospecting skills so forget traditional telephone prospecting sales skills! How can you possibly succeed when 96% of your time is down the drain? My goal is to change all that by introducing salespeople to powerful sales prospecting techniques, strategies and skills. Everything I know about sales prospecting, including telephone sales prospecting skills, will be contained in my new CD sales training program. Learn these sales prospecting skills and start going on more qualified sales appointments. This is “real deal” sales prospecting training.

PROSPECTING FOR SALES APPOINTMENTS

I call this sales prospecting training program “Leveraged Prospecting” and it will be a two CD set. What I uncovered over the years about the sales superstars is that they have a different way of approaching prospects. They get sales appointments by leveraging what they know and their prospects want to learn. It sounds simple but it isn’t… and that’s why it filled two CDs with this new sales prospecting training program. Please know that this sales prospecting training program covers much more than telephone prospecting skills.

SALES PROSPECTING TRAINING

So, what do you know that prospects want to learn all about? That’s the key to “Leveraged Prospecting” and, as you should expect from me, I take it one step further. In this new sales prospecting training program about new sales prospecting skills, I show salespeople how to get prospects to call them. Prospects they never knew existed. How great is that! Prospects calling you because you have information they need. Can it get better than that? That’s why I so excited about this sales prospecting training program.

As I mentioned, I hope to release “Leveraged Prospecting” in September 2008 and I hope you’ll look at it at The National Sales Center. As you can tell, I am very excited about this sales prospecting training program because I know it will be a great benefit to many salespeople.

To your sales prospecting success,

Nick Moreno, Sales Trainer

National Sales Center, Sales Training Company

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Tags: prospecting training, Sales Prospecting, sales prospecting training, telephone prospecting skills

Tags: lost order reports, lost sales, Professional Sales Training, sales reports, sales skills, Sales Training