How To Teach Politicians To Sell The American National Election is still two years away and yet we are already in “political season”. As I study politicians at their podiums, I know that they are very focused on persuasion skills and changing people’s convictions but I don’t think most politicians are very good at it. I think politicians could … Read More
When You Train A Sales Team Please Include Everyone. I’m glad you want to train a sales team and not just train your sales reps. If that wasn’t your intent, you may want to expand your thinking on this subject. There are many benefits to training every person that touches a customer and I’ll give you few examples in … Read More
Discover How Top Sales Pros Manage Major Accounts I enjoy working with large prospects because I find nothing in sales more exciting than closing a major account. However, as soon as the account is closed, major account management activities take over. These activities are designed to both retain and grow the account to its full sales potential.
In this article I’ll be discussing buying signals and the role they play in closing sales. After all, most sales reps want to learn about buying signals because they want to know the exact moment they should be asking for the order. Let’s take a look at how buying signals help salespeople to take the mystery out of knowing when … Read More
The Most Important Sales Rule That Every Rep Must Follow All my articles begin with a thought about some message I feel could benefit salespeople. That said, this article is very different. I started this article with a question that I asked myself one day. What is the most important rule in sales?
How Top Sales Reps Create Urgency In Prospects This article, on how top sales pros create a sense of urgency with their prospects, came about after a very interesting coaching session I had with a serious sales pro.
How Top Sales Reps Control Sales Calls We are constantly reminding salespeople of their responsibility to control sales calls that they attend. However, we don’t really explain to salespeople how to maintain control of the sales call. Well, let’s get our arms around this issue.
Discovering Different Types Of Salespeople I just read an article about the five different types of sales reps. Before I read that article, I read an article about the seven different types of sales reps. Yes, there was another article about the six different types of sales reps. I’m sure you see the point I’m making.
Start Using These Top Tips For Sales Success Today There’s a lot of material on the Internet about the top tips for sales success. Sales reps are always looking for that special sales tip that will change everything for the better. Below you’ll find three amazing top tips for sales success that should take your sales career to the … Read More
Sales Forecasting Methods That Focus On Accuracy In this article I’ll be writing about different monthly sales forecasting methods commonly used in the field. Obviously, the goal of any sales forecasting method is to drive sales forecasting accuracy. Unfortunately, you will soon discover that most of the commonly used sales forecasting methods fail to achieve that goal of accuracy.
Learn How To Qualify Prospects And Save Precious Time There are many sales trainers that focus on sales prospecting because frankly, nothing happens until a sales rep uncovers a qualified prospect. Unfortunately, too many of these sales trainers neglect to use the word, “qualified” in their prospecting training . Salespeople must first learn how to qualify prospects if they expect … Read More
Top Five Silly Sales Tips Reps Should Forget Not all sales tips deserve to be called sales tips. In fact, some sales tips are so silly they can actually hurt your sales productivity. The time has come to expose these silly sales tips and that’s exactly what I’m going to do for you in this article post about my … Read More
Selling Skills Books Drive Sales Success Serious sales pros are always reading books about selling skills. These books not only introduce sales reps to new selling skills but they also remind reps to use the skills they already know about but for some reason, stopped using.
Five Lies That Many Sales Reps Think Are True By: Nick Moreno Many sales reps allow themselves to become disillusioned about some aspects of their careers and even how to best practice the art of salesmanship. In this article I want to set the record straight about some lies that salespeople believe.
Sales Training That Comes With A Guarantee In this article, I’ll explain why I felt it was so important to offer a serious guarantee on each of our sales training downloaded products. Offering guaranteed sales training was not only the right thing to do but it also proved to be a great added value offering.
Five Signs Your Sales Training Stinks And How To Fix It Many organizations struggle to understand if their sales training programs are effective. Here are five signs that your sales training stinks and what you can do to fix it.
Sales Manager’s Responsibilities During my rather long career in sales management, I often wondered which of my sales management responsibilities had the most influence on the team’s productivity. To this day, I still grapple with that question. Sales management carries many different and diverse roles and responsibilities. It is difficult to pick one as being more important over the … Read More
How To Sell More Home Improvement Products I recently had an opportunity to spend some time with a salesperson that was in the home improvement business. After listening to his stories, I can tell you that selling home improvement products is a difficult way to earn a living. I’m sure that’s why the top home improvement sales reps earn … Read More
Qualities Of The Best Sales Training Program What criteria would you use to judge the best sales training program? I sincerely doubt there is one single best sales training program because much of it will be determined by the needs of the salesperson. That said, assuming one exists, here is the criteria I would use to determine the best … Read More
Interviewing Tips For Sales Reps I read today that there are three candidates for every job opening. I think they better check their numbers. I would receive at least 50 resumes whenever I had an open sales position and that was when candidates were in tight supply. I would then interview around ten candidates and narrow it down to … Read More