Nov15
Selling Skills Articles From National Sales Center
Posted by Nick in Uncategorized | 0 Comments »
Close More Sales With These Selling Skills Articles
Find Them Here:
AND
Selling skills articles are a great way to get free sales training. We, at the National Sales Center, offer two ways to get selling skills articles. Our mission is to help salespeople close more sales and earn more sales. Although we offer “for sale” sales training CD/DVDs, we also want to help salespeople succeed, so we also offer free sales training through our selling skills articles.
Where To Find Selling Skills Articles
1) Sales Training Blog
We offer free selling skills articles on our Sales Training Blog. We do our best to update the Sales Training Blog daily so be sure to subscribe to our Sales Training Blog. Doing so insures you are receiving updated selling skills articles. The Sales Training Blog is a great way to get free sales training and a way to get some great selling skills articles.
The Selling Skills Articles on The Sales Training Blog are defined by three categories:
So, be sure to check out our Sales Training Blog.
2) Selling Skills Articles Page
We also have selling related articles on our Selling Skills Articles page. Here, you’ll find sales tips and advice about selling skills, sales strategies and techniques. The goal is to provide our visitors with the selling skills required to bring their “A Game” to every sales appointment.
The Selling Skills Articles page is also divided into specific categories:
Corporate Selling Articles
Sales Prospecting Skills
Sales Training Career Articles
Our sales training company has been, and always will be, a resource for serious sales professionals. We hope you’ll enjoy and benefit from our selling skills articles and that you’ll visit our sales training company often.
The National Sales Center
Aug26
Free Selling Tips That Close More Sales
Posted by John in Sales Training To Improve Sales Results | 0 Comments »
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
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
Sales Training For Future Sales Superstars
By - Nick Moreno, Sales Coach
HONESTY ABOUT PROFESSIONAL SALES TRAINING
Stand in front of a room filled with salespeople and ask the best salesperson in that room to raise their hand. You know what happens next. Every hand in the room is raised! Only one can be the best so only one is right and my money is on the one with the best sales training. So, how can so many other salespeople get it so very wrong? Must be that “sales ego” at work. Do all salespeople think they are the best and don’t need to improve their sales skills and sales strategies? The key is professional sales training.
Sales Skills
I know I’m preaching to the wrong group here. You found this site because you were looking for some sales skills like you get in a professional sales training program. You understand the value of sales training and sales skills. You will go far and enjoy a successful career and your sales skills will take you there. But, I’m still struggling to figure out why so many salespeople think they are the best and don’t need to improve their sales skills. The facts prove that most sales reps are under performing and they will continue needlessly to under perform because they are not searching for the sales skills they need. That bothers me. So silly on their part! All they need is some professional sales training.
Close More Sales
Most salespeople, if they are honest with their calculations, don’t have a 25% close rate. But if they did, that still means they fail 75% of the time. Ouch, that’s painful! Would you go to a doctor or lawyer that failed 75% of the time? These salespeople need to desperately close more sales. But, they still raise their hand claiming to be the best instead of searching for some solid sales skills training. Their sales skills need to improve but they fail to get some sales training.
Sales Prospecting
Most salespeople have to make 100 sales prospecting phone calls to get 3 or 5 appointments. That’s insanely unproductive. There is a better way to prospect but they just plug along thinking their sales prospecting skill are just fine. They waste 95% to 97% of their time on the phone but they still raise their hands claiming to be the best. What is going on here? The problem is with their sales prospecting skills and that can be quickly corrected with a professional sales training program.
Sales Training
If you have four sales reps competing for a sale, it’s not uncommon for each salesperson to tell their sales manager that they have a 75% probability of getting the order. Well, that math is all wrong. Sales training is the difference. Only one sales rep is right but all 4 will still raise their hands and claim to be the best. So very silly! All they need is the right sales skills training and sales skills.
Sales Skills
You’ll get a kick out of this point. When did you ever see, “I was outsold” on a Lost Order Report? In some way, shape or form, every lost order has something to do with being outsold and everything to do with sales skills. But, it’s never reported as such and companies still think that Lost Order Reports are a valuable tool. We know salespeople get outsold every day but they all still raise their hands claiming to be the best. The answer my friend is found in sales skills training.
Selling Skills
How come the same names always appear on the top of the ranking reports? How come 20% of all salespeople earn 80% of all the commissions? I’ll tell you why… selling skills. You see, it’s never about having the best price or the best product. Success will always go to the rep with the best sales skills. But, the 80% sharing 20% of the commissions still raise their hands claiming to be the best when they should be in a sales training class.
Sales Skills Training
Failure, is never the salesperson fault, so they claim. Instead, it’s the territory, product, pricing, marketing or economy. I heard them all. “My Sales Manager doesn’t like me”. “My prospect lied to me.” “The competition lied to my prospect.” What in the world are they thinking? I just want to yell at them… “Your Sales Skills Need To Improve”. But, they will never hear me and continue to raise their hands claiming to be the best.
Close More Sales
Sorry if I sound frustrated because I’m not frustrated at all. I just care for salespeople and I want to help them succeed in sales. This is important stuff because it involves the quality of life of so many people… not just salespeople but their families as well. I want to help the 80% that are failing but my market is the 20% that are succeeding because they are the ones that value sales skills training.
Sales Training Video Programs
When I started in sales, I stunk because I didn’t have any sales skills! I guess that’s why I’m passionate about helping sales reps succeed. In my early days, I made it my mission to read and study everything I could get my hands on about sales skills and I never looked back. I became a sales training junkie. Sales training saved my career. That’s how I got into the top of that 20% that’s making all the money. When that happens, life is good! I can’t tell you what a difference sales training and sales skills can make in a sales career.
Increase Sales
Did you find this Article by mistake? Are you struggling in sales and bouncing from job to job? If so, that hurts me and bothers me. Do you need to increase your sales skills and get improved sales results? Well, I want to change that for you. Please contact me HERE and let me turn you into the next sales superstar. Tell me your story and about the sales skills and selling skills training you need. Give me an opportunity to work with you and change everything for the better. I’ve done it for others and I can do it for you. I’m not one of those high faulting sales trainers. I’m here to help you!
To your outstanding sales success,
Nick Moreno, Professional Sales Trainer
Jul31
Selling Skills And Top Sales Superstars
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
“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
Jul29
Close More Sales… Know When To Keep Quiet!
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
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
More… SALES TRAINING ARTICLES.