National Sales Center

Nick Moreno, Professional Sales Trainer
National Sales Center, Sales Training Company

The top sales professionals got there because they understood how important it was to learn advanced sales skills. Not only must you learn advanced sales skills… You must also continue your education on sales strategies and new sales techniques all the time. Frankly, you are not going to succeed in sales if you don’t learn advanced sales skills.

Learn Sales Skills

It’s easy for new salespeople to learn sales skills if they stay focused on the sales process. You must first learn the sales process before you learn sales skills required to execute the sales process. The sales process is how sales are developed. So, don’t go out and learn sales skills until you have the sales process foundation firmly in place. Only then are you ready for advanced sales training.

It is more difficult for experienced salespeople to get motivated to learn sales skills. Too many experienced sales reps don’t feel they need to learn sales skills because they think they already know sales skills. I remind them that “sales” is a profession, just like being a doctor or lawyer. Doctors and lawyers continue their education and constantly attend seminars and read industry journals. Experience professional salespeople must also continue to learn sales skills. They need to take advantage of advanced sales training.

Get Sales Skills

I also take it one step further when I encourage experienced salespeople to continue to learn sales skills. I want them not only to learn sales skills from advanced sales training but to also use basic sales training as a way to learn sales skills. Why? Because too many experienced salespeople start using shortcuts and those shortcuts often lead to a sales slump. But, if they learn sales skills from a basic sales training program, they’ll forget the shortcuts and get back to basics.

A great way for experienced and new salespeople to learn sales skills is with a complete sales training program that covers the entire sales process. It is difficult for experienced salespeople to know exactly which step in the sales process needs to improve. More often than not, there is a rush to judgment about “Closing” skills. But, the area that needs to improve isn’t always with “Closing”. The only way for experienced salespeople to get the advanced sales training they need most is to learn sales skills from a complete sales process training program.

Sales Skills Training

If you want to learn sales skills from a complete and advanced sales training program, I suggest you check out “The Progressive Sales Process”. This advanced sales training video program covers the entire sales process so, you’ll be sure to get sales training that will help you the most to close more sales and earn more commissions.

Nick Moreno, Sales Coach

MORE… SALES ADVICE

Tags: advanced sales training, closing skills, learn sales skills, sales process

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.

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