Apr30
Things To Consider When You Reduce Price
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Advice On How To Reduce Your Prices
Businesses struggle with the responsibilities to set appropriate pricing and profit margin targets. As a salesperson and businessperson, I believe anything can be sold at any price so long as you can justify that price with “added value”. Also, the price you charge must be cost justified against the problem you are solving. You can’t sell a $10 solution to solve a $5 problem. That said, one question still remains, When must you reduce your prices? I have some thoughts on reducing prices and what you must consider. Read the rest of this entry »
The Swine Flu Has The Potential To Effect Sales And How We Sell
Salespeople deal with the public and often find themselves in airports, on plans and in meetings. So, when I started to hear about this Swine Flu, I immediately thought about salespeople, their health and how this flu could affect business. Read the rest of this entry »
Apr28
How To Structure A Sales Call
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Are Your Sales Calls “Scattered”?
Structure Of A Sales Call
I’m sure you heard or read many times about a salesperson’s responsibility to “control” a sales call. I don’t like the word “control” because in reality, the prospect greatly influences what is discussed. Instead of “control”, the salesperson should “structure” the sales call so the flow of information is precise. The structure is not controlling what is discussed but when it’s discussed. Read the rest of this entry »
Apr27
You Must Believe In What You Sell
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
If You Don’t Believe In What You Sell, Find Another Product
We’ve all heard the saying that salespeople must believe in their product if they expect to generate clients. I think it goes much further than just belief in a product. Allow me to explain why you must believe in what you sell. Read the rest of this entry »
Apr26
In Sales, Is It About Working Harder Or Working Smarter?
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Why Work Harder When Smarter Is The Key To Sales Success
An interesting question was posted on one of the Sales Blogs I visit. “What’s more important, sales skill or sales will?” This question generated a ton of responses. Things also got very heated and eventually the once friendly debate turned into some serious arguments. I have some thoughts about working smarter in sales. Read the rest of this entry »
Apr24
Training Salespeople To Sell More Drives Success
Posted by Nick in Corporate Sales Training | 0 Comments »
Why You Must Make Training Sales Reps A Top Priority
Many companies would like to spend more time training salespeople but still feel their development efforts earn a passing grade. Unfortunately, many of these companies train their salespeople on subjects that have nothing to do with sales skills. They lump all training in one bucket and that’s simply not good enough. Let’s get serious about training salespeople to sell more. Read the rest of this entry »
Apr22
How To Best Sell Benefits
Posted by Nick in Industry specific sales training, Sales Training To Improve Sales Results | 0 Comments »
It’s Not About The Product, It’s About Selling Benefits.
We know we should be selling benefits yet too many salespeople are still “selling the mop and not the clean floor”. Consumers don’t want a mop for the sake of having a mop. Consumers want the benefit the mop generates, a clean floor. Sell them the clean floor. Read the rest of this entry »
Sales Best Practices Shouldn’t Be Kept Secret
By, Nick Moreno
Why is Bob so successful while the other reps are struggling to get an order? The problem is that even Bob probably doesn’t have the answer. In sales, we always ask what went wrong when we lose an order. You know all about those Lost Order Reports. When was the last time you analyzed what went right when you won an order? Let’s spend some time discussing sales best practices. Read the rest of this entry »
Apr20
Sales Presentations Should Contain Stories
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment »
Advice On Sales Presentations
By, Nick Moreno
Often, a sale is won or lost during the sales presentation. You may have a better product than your competition but all bets are off if your competition delivers a better sales presentation. I thought we should spend some time on this important subject and discuss how you can deliver more effective sales presentations. Read the rest of this entry »
Apr20
Stress In A Sales Career
Posted by Nick in Sales Training To Improve Sales Results | 1 Comment »
Salespeople Need To Control The Stress
At times, sales can be stressful. Our productivity is measured monthly, if not weekly so a few unproductive days could have a major impact on our overall numbers. Not only is there pressure to achieve our quota, but there is also pressure to achieve our forecasts and income goals. I thought it appropriate to discuss stress on salespeople and what we can do to manage it. Read the rest of this entry »
An Unemployed Salesperson Can And Will Get Back On Track
It happens. Companies don’t expect sales to increase in the near future, so along with other departments, the Sales Department is reduced. Suddenly, you’re an unemployed sales rep. I have some advice for you that can help you to quickly back on track.
You already know about those Internet job search sites so there is no need for me to mention them here. I want to be more creative and supportive with my advice for the many unemployed salespeople around the country. My goal is not only to help you find a new job in sales but to also help you prepare for it. Read the rest of this entry »
Apr14
The Benefits Of Role Playing During Sales Training
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Role Playing And Sales Training
I hope you know about role playing during and after you’ve participated in a sales training program. One rep plays the decision maker while another rep plays the part of the salesperson. Well, I just read an article from a sales trainer I admire and he wrote that role playing was a waste of time. He claimed that these practice sessions were not realistic and therefore were of little benefit. I have a different take on this subject. Read the rest of this entry »
Ways To Retain Sales Reps
I’ve seen too many sales organizations fall apart due to high sales rep employee turnover. First, let’s look at the damage sales rep turnover causes and then let’s look at ways to retain sales reps. Read the rest of this entry »
Apr6
How To Hire Great Sales Reps
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Advice On How To Hire Great Sales Reps
By, Nick Moreno
Sales Managers are only as good as the sales reps that report to them. Even the best Sales Manager in the word can’t succeed if their team lacks the skill to generate success. The key is to hire great sales reps, focus on development and insure those reps remain motivated. I have some advice for you on how to hire great sales reps because that task must be a top priority. Read the rest of this entry »
Apr5
How To Pass A Sales Skills Assessment Test
Posted by Nick in Sales Career Articles | 2 Comments »
Pass The Sales Skills Assessment Test
By, Nick Moreno
Many find our sales training site by searching for information on how to pass a sales skills assessment test. Obviously, this is close to the last step of getting hired so why take chances with this high unemployment rate? Let me give you my opinionated advice on how to pass sales skills assessment test. Read the rest of this entry »
Apr3
Selling In A Difficult Economy, By Nick Moreno
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Stay Motivated When Selling In A Difficult Economy
By Sales Trainer, Nick Moreno
How about great advice concerning selling in this difficult economy. The key is to stay motivated. It requires some strength, but you can stay motivated. Read the rest of this entry »
Apr3
Free Sales Tools For Serious Salespeople
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Sales Tools Can Help You Close More Business
By, Nick Moreno
I want to introduce you to some helpful sales tools that you can use to enhance your career. The best part about these sales tools is that they are all free. Read the rest of this entry »
Discover A New Sales Resource For Sales Reps
Just a few hours ago, I set up a new resource for salespeople. I felt there was need for sales reps to get quick answers from experts whenever they had a sales related question. I also wanted a sales resource where experts could share articles and where salespeople could share best practices. Read the rest of this entry »
Apr1
Product Demonstration Skills And Techniques
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Discover Why Sales Demonstration Skills Are Key To Success
By, Nick Moreno
Looking back at my early days in sales, one would think that I’d be the last one to talk about sales demonstration skills and techniques. At this moment, I’m thinking about a product demonstration I conducted many years ago that went all wrong. Let me start by telling you that at the time, I truly needed to improve my product demonstration skills. I’ve learned a lot since then so I have some advice for you about product demonstration skills. Read the rest of this entry »
