Aug26
Sales Training Article On Closing Skills
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Aug26
Free Selling Tips That Close More Sales
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Learn how to increase sales with these selling tips.
By Nick Moreno, Sales Coach - National Sales Center - Sales Training Company
I enjoy working with seasoned sales pros that are looking for new strategic sales concepts and advanced sales training. I also have a lot of fun working with ambitious people that are new to professional sales. They are always looking to get a few selling tips out of me. Their excitement and motivation to succeed in sales motivates me. So, here are a few free selling tips for individuals launching their new career in professional selling. I hope these free selling tips help you to take your career to new heights.
FIRST SELLING TIP
1) Always Listen To Your Prospect
The first free selling tip is to stop talking to your prospect and start listening to your sales prospect. I wish I had this selling tip when I started in sales. I recall that the only time I would stop talking was not listen but to think of the next thing I would say.
This selling tip is about asking your prospect intelligent open ended questions about problems they may be experiencing… problems you can solve with your product or service. You want to discover how prospect will benefit once these problems are solved. You don’t want to be a “walking talking” product brochure. Instead, you want to a consultant solving problems and you can only do that by listening. Increase sales by using this selling tip.
Second Selling Tip
2) Sell Add Value
The second selling tip is about focusing on the value of your product instead of the price of your product. You can make anything cost less buy a product’s true value to a prospect is when it is made better. Always position your product as one that extends added benefits to the prospect. Explain why those added value benefits are an advantage to your prospect.
Instead of trying to exploit your competition’s weaknesses, focus on the strengths and added value of your product or service. This is how sales are developed. This selling tip insures you focus and value and benefits.
Third Selling Tip
3) Debating Is Not Is Not A Sales Skill
Debating with a prospect is never wise and not very smart. So, this free selling tip is about not starting a debate with a prospect when they hand you a sales objection.
Keep in mind that a sales objection is not a sales rejection. Never take it personally. You may win the debate and loose the order gains so absolutely nothing is gained. Communicate new information that will allow your prospect to come up with a new opinion about buying your product or service. This selling tip is a thing called salesmanship.
Fourth Selling Tip
4) Solve Problems With Your Product
Selling is not about a product or service. Professional selling is all about solving problems and this is a very important free selling tip. Focus on your prospect’s wants, needs and problems and link them to your product or service.
Remember, selling is not about you. Selling is all about your prospects and clients and they must be the center of all attention. You, the salesperson, should never be the center of attention. So, this selling tip advises you to leave your ego at home and place all the attention on your prospect’s problems. Then solve them with your product or service.
Fifth Selling Tip
5) Build A Relationship Based On Trust
Professional selling is not about a great handshake and big bright smile and if you thought it was this selling tip will help you. We all know you have to be courteous and pleasant on a sales appointment. But this selling tip is about primarily building trust between you and your sales prospect.
We can all agree that people do business with people they respect, they like and they trust. This must come across during a sales appointment. You absolutely must show that you can be trusted and you so that by acting as a consultant. You are using this selling tip when you establish rapport with your prospects and clients at the beginning of every sales appointment.
Sixth Selling Tip
6) Asking For The Order Is A Must
The business of selling is all about closing sales. This selling tip insures you don’t just sit back expecting that your prospect will eventually hand you the order form. As a professional salesperson, you must ask for the order! A sales strategy you must remember.
This free selling tip demands you ask for the order once your prospect understands that your product solves their problems. You should also attempt to close the sale again after you’ve successfully addressed all your prospect’s concerns and objections. I think I gave you two free selling tips!
If your are new to sales, let me congratulate you and I hope you’ll remember these free selling tips the next time you are in the field. I also want to encourage you to learn the best practices of successful salespeople.
I hope these free sales training selling tips help you succeed in your sales career. I also want you to know that selling skills development is key to taking the guesswork out of selling.
To your sales success,
Nick
Learn These Sales Tips And Learn How To Sell More
By Nick Moreno, Sales Coach - National Sales Center, Sales Training Company
The more we sell, the more we earn. So, what’s your sales strategy to get more sales? Let me give you a few sales tips that answer the question… how to sell more.
Sales Prospecting
When prospecting for appointments, your sales message must focus on the benefits your product or service delivers. Your product’s features are not important nor is the greatness of your company. These things are important when you get “face to face” but they will not get you “face to face”. Cold Calling is different. Prospects must be told what’s in it for them if you expect them to meet with you. They don’t want to hear about your products features or your new sales promotion or how your product functions. They only want to hear about benefits so sell benefits. Remember this sales prospecting tip and you will get more prospects and close more sales.
Cold Calling Tips
Prior to your first sales appointment, do some research on the person you are meeting and their company. This is, after all, the information age, so there is no excuse for not doing this type of research. Learn all you can about your prospect and their company. Type both the person’s name and the company’s name in a search engine and see what you come up with. The more research you do, the more you will sell. Remember this sales training advice.
Uncover Problems You Can Solve
Your product must be positioned as a solution to your prospect’s problem. So, be prepared with a great list of sales questions that allow you to uncover a problem you can solve with your product or service. Learn how your sales prospect wants to make improvements to their present situation. You want your prospect talking so ask sales questions that can not be answered with a “yes” or “no”. That type of question is an “Open Ended” Question. Focus on uncovering a problem you can solve with your product or service and you will sell more. Remember, sell the solution!
Learn If Your Prospect Is A Qualified Prospect
You don’t have time to spend on people that, for one reason or another, will never buy from you. To sell more, spend more time with qualified prospects. Insure you are working with someone that has the money and authority to buy from you. Your time is precious so be careful with it. If your prospect is not qualified, you have to move on. Remember this and you will have more time and you can use that time to sell more.
Close More Often
Ask for the order even if you think your prospect is not ready to give you the order. This is a great sales strategy to uncover sales objections. You want to learn about all the reasons your prospect is not ready to hand you the order. The more you know about these objections, the more you increase your probability of closing the sales. Your prospect may have more objections than you thought but at least they are out in the open and you have an opportunity to deal with them. Address each objection and then… ask for the order one more time. Do this and you will sell more. If you are not sure how to use this sales tip, consider some powerful sales training.
So, learn how to sell more by using these sales tips and take your earnings to new heights.
Good Luck!
Nick
MORE … SALES TIPS
Aug26
How Would You Like To Get “Selling Skills” Delivered?
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Different Ways To Deliver Training On “Selling Skills”
By Nick Moreno, Sales Trainer
The National Sales Center, A Sales Training Company
There is no shortage of ways to deliver selling skills training. At the National Sales Center, we rely on Sales Training DVDs and CD to deliver our selling skills programs. That said; let’s explore some of the ways selling skills are delivered.
Online Sales Training
Web based sales training allows you to get trained any place and at any time. Plus, online sales training is immediately available once you receive your account number and password. A high speed Internet connection will help you get more enjoyment out of your online sales training program so, be sure to have that in place. Most online sales training courses do not allow you to go back to the sales training program after you’ve completed the course. So, be sure to get your online sales training right the first (and only) time. Or, ensure your online sales training supplier allows multiple views just in case you need a refresher.
Sales Training Seminars
There are many great sales training seminar programs and the best benefit is that you get to interact with the sales trainer. Most sales trainers are dynamic speakers and you pick up on that energy during the sales training seminar. There are some sales training seminars that are open to the public but most sales training seminars are corporate based. Sales training seminars are one-time events, so ensure the sales training material “sticks to your ribs”.
Sales Training Books
Sales training books are excellent for individuals that need to improve their sales skills. I know because I have my own large collection of sales training books. Once you purchase a sales training book you can go back to it any time you feel you need a refresher. There is a wide range of pricing when it comes to sales training books and the price is not always reflective of the quality found in the sales training material. Also, reading challenges the student to fully grasp the excitement of the sales trainer’s presentation.
Sales Training CDs
Sales training CDs and quite popular for many reasons, and we use sales training CDs for many of our sales training programs. Sales training CDs allow you to hear the sales training so you get a feeling for the excitement and power of the sales training presentation. Also, the sales training is always there when you need it. I encourage salespeople to listen to sales training CDs as they drive to sales appointments.
Sales Training Videos
Sales training DVDs allow you to both hear and see the sales trainer in action. Sales training video programs are like having a front row seat at a sales training seminar. Also, sales training DVDs are convenient because they can be played on your TV and on computers with a DVD drive. As a learning experience, sales training videos provide the benefit of both hearing and seeing a word, making them an effective sales training tool. As with sales training CDs and books, you can always go back to your sales training DVD for a refresher.
All the above methods of delivering sales training have their strengths and weaknesses. But, when you invest in a solid sales training program, you are getting a great return in your investment. Not only do you get sales skills that drive more commissions but you also get some healthy motivation to start using your new selling skills.
Nick
MORE SALES TIPS
Aug25
Automobile Sales Training And The Sales Process
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Sales Training To Sell More Cars
By Nick Moreno, Sales Coach
The National Sales Center, Sales Training Company
Selling cars can be difficult if you are not following the sales process. So, when I meet individuals interested in automobile sales training, I quickly get them focused on the sales process. If you want to sell more cars, you must start out with solid sales skills.
Automobile Sales Training
There are some car sales training specialists that offer great tips on how to sell cars. Often, their car selling techniques focus on “deal making” skills and while those skills are important, they often do not include training on the sales process. Here are just some of the reasons I think the sales process must be part of any automobile sales training program.
The sales process is the communications process used by salespeople to turn prospects into clients. So, it also applies to training on how to sell cars. Fact is, aside from a few specialized techniques, automobile sales training is just like any other sales training. The common link between car sales training and other sales training programs is the sales process. That’s why I urge my friends that sell cars for a living to start with a good understanding of the sales process. Once that is accomplished, they are ready for specializes automobile sales training.
Car Sales Training
A great part of selling has to do with the sales skills required to uncover a problem and present your product as a solution. Now, the obvious problem cars solve is the need for transportation. But, it goes further… much further that that. People are attracted to a car for many reasons and the salesperson selling cars must flush out all those reasons. This basic sales skill must be part of every automotive sales training program.
I have a key set of questions I ask car salespeople to ask when they are looking for sales training to sell more cars. One question to ask, as they approach a prospect admiring a certain car is, “What attracts you to the (name of model)?” You’ll never hear about the need to solve a transportation problem. What you will hear is the information you need to sell that person a car. Car sales training programs can’t overlook this basic probing skill.
Automotive Sales Training
Some people are looking to save money with great gas mileage. Others may be looking for reliability so they can reduce costly repairs. Still others may be looking for a status symbol to impress others. There is no end to the list of reasons people have for buying cars. The key to great automobile sales training is to flush out the special need the prospect has and then present that model as the best solution. Now that’s how you sell more cars.
If someone has a need for safety, the salesperson must present that car as the safest car around. But, the salesperson must first find out what the prospect needs before they can present their solution to those needs. This is just one of many reasons the sales process must be part of any automobile sales training program.
So, if you want to get great automotive sales training, start with an understanding of the sales process. That’s why I recommend “The Progressive Sales Process” sales training videos to those looking for improved automotive sales skills. Once they fully understand the process of selling, they are in position to get specialized automotive sales training.
Nick Moreno, Professional Sales Trainer
MORE… FREE SALES TIPS
Aug25
Increase Membership Sales With Selling Skills
Posted by Nick in Industry specific sales training | 0 Comments »
What This Health Club Should Be Doing To Increase Membership Sales
By Nick Moreno, Sales Coach
All business want to learn how to increase sales. After all, if you are not generating profitable revenue, you are out of business. So, finding new ways to increase sales is key to business success.
Unfortunately, too many businesses that are struggling with the question of how to increase sales often overlook the obvious. They rush to spend more money on marketing and advertising or they cut prices with special sales promotions. There is an easier and more profitable way to increase sales. Consider my recent visit to Health Club looking to increase membership sales.
It was obvious this Health Club wanted to increase membership sales. They were advertising all over and yes, they had a special pricing promotion that caught my eye. I decided to check it out to see if it was the answer to loosing the few pounds I recently gained.
Increase Membership Sales
So, I visited this Health Club that wanted to increase membership sales and I was promptly introduced to their salesperson. As a sales trainer, I’m always interested in meeting salespeople and observing their sales skills in action. I wanted to know how this salesperson was going to increase membership sales at this Health Club.
The salesperson was very friendly and gave me a tour of the facility. At the end of the tour, the salesperson handed me a pass for a free week at the Health Club… and that was it. The reason this Health Club needed to increase membership sales was clear to me. They needed salespeople that used sales skills. I was so disappointed in the salesperson’s performance I decided not to join the Health Club. Here’s what went wrong.
Increase Sales
Although there were many things this salesperson should have done, two just jumped out at me. First, the salesperson never asked me why I was interested in joining a health club. There are many different reasons that attract people to a Health Clubs. Some may just want to socialize, some may want bigger arms and others may be under a doctor’s order to get in shape. In my case, I just wanted to lose a few pounds… something the salesperson never uncovered.
You see, a quick tour of a gym has nothing to do with salesmanship and is no way to increase membership sales. I wasn’t looking to buy a gym. I wanted to lose a few pounds. The salesperson should have been selling me on the benefits I’d enjoy by joining the gym. The salesperson needed to tell me how the gym would deliver the weight loss I wanted and how great I would feel once those few extra pounds were gone. But the salesperson could not do that because the salesperson never uncovered why I was interested in joining a Health Club.
Second, the salesperson never asked me for the order. Instead of handing me a free pass, the salesperson should have made some attempt to close the sale. If you are not asking for the order, how do you expect to increase membership sales?
How To Increase Sales
This health club’s advertising and pricing promotion gained my interest but that’s all they did. The way to increase membership sales is with the use of sales skills. This health club needs some sales training and I still need to lose a few pounds. I think I’ll go back and trade them one copy of my “Progressive Sales Process” sales training DVD for a one year membership. I think that would be a great deal for both of us. I’ll lose a few pounds and they will increase membership sales.
Nick Moreno, Sales Trainer
Aug24
Get What You Want With Persuasion Techniques
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
By Nick Moreno
Persuasion skills are a powerful set of tools that top sales professionals master and use to earn a living. They use persuasion techniques to influence others and change attitudes and beliefs about products and services. Yes, persuasion techniques are quite powerful and should not be taken lightly. But, what exactly is the power behind the skills of persuasion?
As someone involved with salesmanship, I deal with persuasion techniques every day. In my work with salespeople, I show them how to influence prospects through the art of persuasion and how to use those skills to change a “no” to a “yes”. That’s so powerful that one would think the practice of persuasion techniques should almost be controlled and regulated.
Persuasion Skills
Salespeople are not the only ones that posses persuasion skills and practice the art of persuasion. Diplomats, lawyers, counselors and a host of other professionals rely on persuasion skills and techniques to influence others. Their ability to practice the skills of persuasion could be the difference between career success and failure. It makes me wonder why “Persuasion Skills 101″ isn’t a required college course.
Salespeople know that the practice of persuasion skills involves a communications technique known as the “sales process”. The sales process is a persuasion process that consists of a series of well-defined steps. Salespeople use these persuasion techniques to influence the purchasing behavior of potential clients.
The Art of Persuasion
As a persuasion technique, the sales process is very structured and quite powerful. It begins by getting a prospect responsive to and interested in the salesperson’s message. Eventually, the prospect is convinced that the benefits of a product or service are well worth the cost.
Persuasion techniques, as practiced by top sales professionals, never cross the line and become some form of manipulation. The sales process has nothing to do with tricks or manipulation. Anyone that thinks differently has a poor understanding of professional salesmanship. Any salesperson that thinks they can use persuasion skills to trick someone into giving them an order will not last long and should consider a new career.
Persuasion Strategies
Top sales professionals know that at the end of the day, they must deliver all they promised. Orders need to “stick” and not be canceled. For many salespeople, repeat business is the difference between success and failure. A salesperson needs a list of customers they can use as references. Salespeople need clients to refer them to new prospects. None of these things will happen to a “salesperson” that can’t deliver all that they promised. That’s why the top sales professionals always under promise and over deliver.
Persuasion skills are quite powerful and the proper use of persuasion techniques requires sales skills and training. If you are interested in learning more about the art of persuasion, I recommend you get some sales training on the steps involved in the sales process. You’ll find these persuasion skills and techniques in “The Progressive Sales Process”.
Nick
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Telephone Sales Skills Secrets Revealed
Aug23
Telephone Sales Skills Training
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Learn Telephone Sales Skills
By Nick Moreno, Sales Trainer
Telephone sales skills require a knowledge of the sales process. You see, the sales process is how sales are created. If you are visiting a prospect in person, or using the telephone to sell, it all comes down to the sales process. The only difference with these sales skills is the amount of time you have to deliver your message. For now, let’s focus on telephone sales skills and how they work when telemarketing.
Telephone sales skills require you to quickly give your prospect a compelling reason to listen to you. To do so, you must have telephone sales skills that quickly give your your prospect an understanding of how they will, and how others have, benefited from what you are offering. The focus of telephone sales skills is not your product or service. In fact, telephone sales skills have nothing to do with a product or service. Telephone sales skills are all about benefits. To have outstanding telephone sales skills you must focus on benefits. You must have those selling skills.
The next factor of telephone sales skills is the sales process. The sales process is how all sales are created, including telemarketing sales. This is the key to powerful telephone sales skills.
Telephone Sales Skills
Telephone sales scripts are fine but often they come across as what they are… telephone sales scripts. That’s why I’m not a big fan of telephone sales scripts. You can move past telephone sales scripts when you develop telephone sales skills around the sales process. Once you do, you’ll have telephone sales skills that tell you where you are in the sales process and where you are going in the sales process. So, just how do telephone sales skills relate to the sales process?
The Sales Process And Telemarketing
The secret to powerful telephone sales skills is in the ability to follow the sales process. The sales process is a communications process that turns prospects into clients. Once you understand the sales process, you’ll have no problem with your telephone sales skills. In brief… very brief… the sales process says… “this is what you must have and I’ve got it right here”! Now that’s a powerful telephone sales skill. I urge you to learn more about the sales process if you expect to generate great telemarketing success.
You’ll get powerful telephone sales skills once you know and start implementing the sales process. “This is what you need and here is how to get it.” I know it sounds too easy so I urge you to improve your telephone sales skills with some solid sales process sales training. The sales process is the only way to sell something and knowledge of the sales process will improve your telephone sales skills.
Telemarketing scripts are just scripts and they don’t prepare you for what your prospect may, or may not, say. To stay on your toes and develop powerful telephone sales skills, get some powerful training on the sales process. Once you can implement the sales process in 30 seconds or less, you own some powerful telephone sales skills that will earn you more sales commissions.
Telemarketing Skills
Take the frustration and guesswork out of telemarketing and improve your telephone sales skills by getting your arms around the sales process. I’ve seen it work for others so I know sales process training will also improve your telephone sales skills and help with your telemarketing efforts.
Enjoy your new telephone sales skills!
Nick Moreno, Professional Sales Trainer
National Sales Center, Sales Training Company
MORE FREE SALES ADVICE
Related Articles
50 Ways To Increase Corporate Sales
“The Progressive Sales Process” Sales Training Videos Story
7 Proven Ways To Increase Sales
Learn The Sales Process And Close More Orders
Sales Strategies And Skills For A Slow Economy
Telephone Sales Skills Secrets Revealed
Aug23
Free Sales Resources And Sales Tools
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Free Sales Resources From “Your Sales Training Company”, The National Sales Center
My partner, John Giaquinta, and I wanted to turn The National Sales Center into a sales resource site for serious salespeople. That’s why we recently launched the new National Sales Center. It took a lot of work but it was well worth it. We can now deliver sales resources, sales tools and sales material to serious minded salespeople anxious to sell more and earn more commissions with new selling skills.
Here are just some of the sales tools you’ll find at the new National Sales Center and many of these sales tools are free to our supporters and visitors.
Free Sales Training Videos
Learn powerful selling skills from our collection of free sales training videos. These sales training videos are all online sales training tips and provide sales advice on how to use professional selling skills to close more sales. Good things happen to salespeople that use Superstar selling skills, strategies and sales techniques.
Free Sales Training Articles
In addition to our sales training videos, we now can offer salespeople advice on selling with our free sales training articles. These sales training articles highlight sales skills and sales strategies that generate higher commissions. We also feature articles on sales prospecting skills, strategies and techniques that show salespeople how to best prospect for sales appointments.
Free “Sales Success” Tracking Tool
As a sales training company, The National Sales Center is all about sales success. So, we now offer a free sales tool to track that success and we call this sales tool “The Sales Success Tracker”. After all, out sales training is all about increasing sales and closing more orders by using powerful selling skills. So, here is a sales tool that helps salespeople track their sales success and it’s free to those that subscribe to our free monthly sales training newsletter.
Sales Training Blog
I know you already found our sales training Blog. Our goal is to keep it updated with sales skills tips and advice for salespeople. Just one more way to deliver “selling skills” to our visitors.
Free Sales Career Training
We also want to be a sales resource for for those interested in starting a career in sales. So, we now offer free sales career training articles and free sales career training videos for those interested in an entry level position in sales.
With all this “free” sales training material we had to keep focused on our business! So, we also introduced three new sales training programs.
1) Corporate Sales Training Program
We are very excited about our new Corporate Sales Training Program. This sales training program is DVD based and these sales training videos deliver sales skills to corporate salespeople every week for an entire year. Our goal is to put sales skills at the center of a corporate sales team’s culture. This corporate sales training program is titled, “Superstar Sales Skills In A Box”.
2) Sales Prospecting Training
No one likes prospecting for sales appointments because so much of it is unproductive. Well, our new sales prospecting training program, “Leveraged Sales Prospecting” changes all that… big time! This sales prospecting training program is packed with powerful sales prospecting skills and new ways to get more sales appointments.
3) Sales Strategy Training
Our third new sales training course is named “Top 20 Sales Strategies”. As the name implies, this sales training course features twenty sales strategies and techniques that are sure to increase sales performance.
4) Sales Process Training
This is the only way to sell. This is a 5 disc sales training program.
I hope you enjoy our new sales training resource site. Our mission is help salespeople close more sales and earn more commissions.
Let us know if there is something we should add because we always enjoy hearing from and learning from our visitors.
To your sales success!
Nick Moreno, Sales Training Coach
The National Sales Center, A Sales Training Company
More Free Sales Advice
What a great idea for a new career… Go Green Sales Positions. Whether you are just graduating from college or currently in sales, GREEN is where it’s at! If you have considered an educational path that even comes close to the burgeoning field like ecology, biology or alternative energy, look for sales positions in these fields.
Green sales positions are expected to explode in the coming years equal to the dot.com era and the mortgage and real estate boom of the 1990’s and 2000’s years. The area of Green sales is creating increased demand for sale reps that understand and have a passion for “green collar” jobs. If you look at the job growth in 2006, you will find that nearly 8.5 million jobs have been created. Expectations are that “green collar” jobs will grow to an astounding 40 million jobs by 2030.
With $4 dollar gas hovering over our gas tanks and legislative mandates to go green, companies will be hunting for workers in many fields like alternative energy, artificial turf, solar panels, renewable energy sources and new products coming out in the horizon. You must be prepared and ready to go now. The competition is going to be stiff so you need to prepare yourself by possessing the right tools now. You might have a degree in a related field but you might lack practical experience. First you need to sharpen your job interview skills. You need to know what employers want you hear from you and how to sell yourself. You need to compete at the highest level. You need to be prepared for employment war so you have to be at the top of you game.
Once you have mastered the job interview process using highly specialized “sales skills”, you need to learn the “sale process”. There are fundamental processes’ that are relatively easy to follow with some practice, so get educated immediately on how to sell.
Median salaries for sales positions are in the $50,000 range as a base salary plus commissions and maybe even a car use to sell “green” products. Total compensation could be around $100,000 per year. GO GREEN SALES TODAY