Nov4
The Sales Process Is The Only Key To Sales Success
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
The Superstars Know How To Properly Execute The Sales Process And That’s Why They Make All The Money
The Sales Process takes the guesswork out of sales. In fact, you can’t succeed in sales if you can’t successfully execute and implement the Sales Process. If you never had sales training, your first course should be Sales Process training.
This post is not only intended for those that are new to sales. This post also serves as a sales process reminder for seasoned veterans.
Understanding The Sales Process
Before I give you the steps in the Sales Process, I need to make a few important points. First, knowledge of the Sales Process is important but success or failure depends on how well you can execute the sales process.
Second, the Sales Process has nothing to do with sales prospecting or post sales follow-up. The Sales Process concentrates on what a salesperson must accomplish when they are “face to face” with a prospect. This is how sales are developed.
Third, depending on what you are selling, the entire process could be completed on one appointment or it may take multiple appointments to complete the entire sales process.
Fourth, the steps in the Sales Process must be followed in the order written below. You may not proceed to the next step until the current step is successfully completed. That said, there is one exception. Step 2, “Establishing Rapport”, is at the start of each and every sales appointment and runs through the entire fabric of the sales process.
Fifth, there is some debate on the number of steps in the sales process. Some sales trainers leave out steps while others consolidate steps in the process. I am very comfortable with my nine step Sales Process because I know it works.
We are now ready for The Sales Process!
Steps In The Sales Process
1- Developing A Sales Plan And Strategy
You need to do your research and develop an overall strategy for every sales prospect. Focus on what you already know and what you need to uncover. Also, insure you have a solid objective for every sales appointment because the appointment isn’t over until that objective is achieved.
2- Establishing Rapport
Would you be more likely to lend five dollars to a stranger or to someone you know and trust? The answer is obvious and represents why this step in the sales process is so very important. There must be a “connection” between the one buying and the one selling. Begin ever appointment with some “rapport building” and continue it throughout the entire Sales Process.
3- Discovering Needs
“Sales” is about uncovering problems and the “pain” associated with those problems. Obviously, we are looking for problems we can solve with our product or service. Often, the prospect isn’t even aware of the problem. This is especially true when the problem is that the prospect isn’t taking advantage of an opportunity to improve. Salespeople uncover these problems by asking a set of strategic probing questions.
4- Summarizing
You must now insure you completely comprehend all that your prospect told you and give your prospect an opportunity to clear up any misunderstandings. You do this by telling your prospect all that you’ve learned from your probing questions and the “need” those questions uncovered. The prospect and salesperson must be on the same page and the prospect must agree there is a problem that must be corrected. This is a key point in the sales process.
5- Presenting Solution
Now that you’ve uncovered a problem, you must present your solution. Obviously, that solution is your product or service. Relate your product to the prospect’s problem and show that your solution is cost justified.
6- Trial Closing
At this point in the Sales Process, you must attempt to close the deal. You’ve uncovered a problem and presented a cost justified solution… So ask for the order! You’ll either get the order or you’ll get some objections.
7- Overcoming Sales Objections
A sales objection is not rejection of the salesperson’s proposal. A sales objection is either a request for additional information or an opportunity to address some misunderstanding. You must successful address each objection before you proceed to the next step in the sales process.
8 - Closing
At this point in the Sales Process, your prospect agrees that a problem has been uncovered and all questions about your solution have been addressed. Ask for the order and “get ink on paper”.
9) Asking For A Referral
Your former prospect is proud of their decision to become your new client. Now is a great time, but not the only time, to ask your new customer to introduce you to your next prospect.
Sales Process Training
Well, there you have it… my nine step Sales Process. It looks easy but it’s not because it requires powerful sales skills to successfully execute the Sales Process. For example, you need to know how to…
Develop An Overall Sales Strategy
Set An Objective For The Appointment
Make A Great First Impression
Ask “Open Ended” Questions
Uncover “Needs” And The Associated “Pain”
Listen To Your Prospect
Derail The Competition
Properly Position Your Product
Write An Exceptional Proposal Or Price Quote
Cost Justify Your Solution
Overcome Objections
Correctly Ask For The Order
Get Referrals
And a whole lot lot more!
Sales Process Skills
When it comes to the sales process, knowing what to do is miles away from knowing how to do it. Sales is a profession that that requires skills. It takes top-notch sales skills to successfully execute the Sales Process. This profession is no place for armatures or those that just go through the motions. One misplaced word or one improper execution of a step in the sales process could be the difference between success and failure. There is no room for error.
The sales rep that is most proficient at executing the Sales Process will always leave the competition in the dust. This is a profession where you always need to be on top of your game. Only one rep gets the commissions so there is no second place.
The “Progressive Sales Process”
I invite you to take your sales skills and sales strategies to the next level and discover how the Top Sales Pros execute the Sales Process. Once you start using their skills, strategies and techniques, you’ll bring your “A Game” to every sales appointment.
I’ve made it easy for you to discover how the Top Sales Reps execute the Sales Process so that you can start earning their commission checks. Everything you need to know can be found in a DVD Sales Training Program called “The Progressive Sales Process”. Once you start using these skills and sales strategies to execute the sales process, you’ll never go back to that “old way” of selling.
Nick Moreno, Sales Process Training Coach
National Sales Center, Sales Training Company
MORE INFORMATION ABOUT THE SALES PROCESS
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Discover why a sales job could be your ticket to success!
I graduated from College with a History degree and I passed on being an Historian or History teacher. Those are good jobs but I wanted a sales job. Many years later, I’m pleased with that decision so let me tell you why a sales job may be right for you.
A sales job is unlike any other job. Besides a salary, you get paid commissions and you get the freedom to set your own schedule for appointments. A sales job also carries additional perks such as paid expenses and a car allowance… or even a company car. So, a sales job is not a job to overlook.
A sales job also offers the most career advancement. Most CEOs started with a sales job. So, if you are looking to move up the corporate ranks, a sales job may be right for you.
You get paid on what you produce with a sales job. That’s much better than getting paid what someone else thinks you are worth. Also, you don’t need a special degree or personality to get a sales job.
The only question is why someone should offer you a sales job. That’s a problem for many looking for their first sales job. You need to prove you have the sales skills to succeed in a sales job. You also need to know how to answer those tricky questions you get when you interview for a sales job.
The answer is a very special training program for a sales job called “Six Figure Career In A Box”. First, you learn how to interview for a sales job. Then, you learn how to prospect for appointments. Last, you get the sales training you’ll need to succeed in your new sales job. Best yet, this complete sales job training program is on DVDs and CDs so you can learn at home. It is the easiest way to get the strategies you’ll need to land your next sales job.
Are you still interested in a sales job? If so, I urge you to learn more about the sales career training program, “Six Figure Career In A Box”. It’s the best way to get and succeed at your next sales job.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
Oct8
7 Sales Training Advantages
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Discover why sales training gives you the best return on your investment.
By, Nick Moreno
How many extra sales do you need to close in order to cost justify investing in some solid sales training? I know that answer depends on what you are selling and your commission structure but all too often the answer is less than one extra sale. For that reason, I can’t think of anything that provides a better ROI than sales training. Plus, your new sales skills stay with you for life.
In addition to increasing sales skills, I would like to draw your attention to seven additional advantages of sales training.
1) Shorter Sales Cycle
We all know that time is valuable and you can only work on a limited number of opportunities in your sales funnel. However, if you could work more efficiently and close sales at a faster rate, you would gain extra time to work on additional opportunities. You’ll get that extra time when you discover powerful sales closing skills in a solid sales training program.
2) Increased Sales Activity Levels
There is nothing exciting about doing the same things over and over… each and every day. But guess what happens when you add new sales strategies and techniques to your arsenal? You get motivated to put them to good use. So, another advantage of sales training is that it generates an increase in sales activity levels.
3) Centered On Selling
Too many salespeople spend very little time actually trying to sell something to somebody. Think about all those conference calls, sales reports, meetings and a ton of other activities that have nothing to do with selling something. The only way to earn commissions is to close sales. Sales training serves as a reminder of the only thing that puts money in the bank.
4) Powerful Confidence
Salespeople must march with confidence. You need to be confident in your product, your company and… Yourself. Sales training builds that confidence because it takes the guesswork out of selling. Prospects must see confidence in a salesperson that’s attempting to sell them something. You add to a salesperson’s confidence when you provide them superior sales skills through powerful sales training.
5) Increased Efficiency
I don’t see any value in a 20% close rate yet that remains the goal of many salespeople. How can you get rich by failing 80% of the time? The problem is that too many salespeople try to sell something to unqualified prospects. You can’t make money by working inefficiently. You need to call on prospects that can and will buy from you. You get that sales skill in a solid sales training program.
6) Success Encourages Even More Success
Unsuccessful salespeople, all too often, go through a “why even try” period. We all know what happens next to those salespeople. Sales training is great way to quickly get going in a healthier direction. Also, once you begin enjoying some sales success, you’ll want even more success. Sales training is a great way to put that bounce back in your step.
7) Develop A Culture Of Learning
Once you’ve learned some successful sales strategies, you’ll want to learn even more sales strategies. Sales training can become a very positive habit. Sales training encourages more sales training because people tend to stick with what’s working. Sales success will always go to the salesperson with the best sales skills. You’ll get those sales skills in a solid sales training program.
As you can see, there are many advantages found in a solid sales training program. Take your profession seriously and harvest the selling skills required to succeed in sales.
Nick Moreno, Sales Trainer
National Sales Center
Oct5
5 Sales Tips For Selling In A Slow Economy
Posted by Nick in Corporate Sales Training | 0 Comments »
Salespeople need to be on their toes during a slow economy. So, here are 5 sales tips to help you sell more in a slow economy.
1) Qualify Every Prospect
Working only with qualified prospects is important in any economy buy this sales skill is highlighted in a slow economy. You can’t afford to spend your valuable time working with people and companies that can’t afford to purchase your product or service. Stay focused on this point and put your sales time to good use during a slow economy. If you are having a difficult time finding qualified prospects in this slow economy, you may want to consider some sales prospecting training.
2) Position Your Offering
Will your product or service save your prospects money? If so, it must be positioned as such because that’s what prospects need in a slow economy. Will your product or service make prospects more productive? If so, that’s how your offering must be positioned. During a slow economy, prospects are looking to increase efficiency.
3) Cost Justification
Your prospects must not view a decision to purchase as a decision to spend money in a slow economy. Instead, they must see that they are investing money. If your product saves prospects money, you must show them how much they will save. If your product makes prospects more productive, you must translate that efficiency increase into dollars and cents. During a slow economy, you must focus on providing a return on investment.
4) Reference Selling
Expect prospects to be more cautious during a slow economy. You need to ease their fears over making a wrong decision and you do that by providing them with references. Tell your prospects about specific clients and how those clients benefited from using your product or service. Remember this sales strategy and you will sell more in a slow economy.
5) Use Top Notch Sales Skills
A slow economy will test your sales skills and sales strategies. You may want to consider some extra sales training to insure you are up to the challenge. It’s not “business as usual” in a slow economy. You must bring your “A Game” to every sales appointment.
I hope you’ll remember these five sales tips for selling in a slow economy. Remain confident and know that the salesperson with the best sales skills will always enjoy the greatest sales success, especially in a slow economy.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
Related Articles
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Sep3
Motivational Sales Training Seminars
Posted by Nick in Corporate Sales Training, Sales Training To Improve Sales Results | 0 Comments »
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
MOTIVATIONAL SALES TRAINING
When was the last time you attended a motivational sales training seminar? A career in sales has its “ups and downs” and that’s why I recommend attending a great motivational sales training seminar every so often. We can all use a little motivation… now and then.
A motivational sales training seminar could be your ticket out of a sales slump. When you are in a sales slump, prospects can read it and things just get worst. A motivational sales training seminar could get that bounce back in your step.
Benefits Of A Motivational Sales Training
So much of selling has to do with attitude and a good motivational sales training seminar is a great way to get an “attitude tune-up”. If you want to close a sale, you must first believe you’ll close the sale. You’ll get that “belief” when you attend a good motivational sales training seminar.
So, what is the driving force behind a motivational sales training seminar and why do they work? When a salesperson is introduced to new sales skills, they get excited and they want to put those new sales skills to work as soon as possible. They want to start earning more commissions and that’s the power behind a great motivational sales training seminar. Sales activity increases and we all know that an increase in activity leads to an increase in sales. That’s the added value discovered in my own motivational sales training seminar programs.
Why Motivational Sales Training Work
One of the goals of a sales training seminar is to motivate salespeople. Every sales training seminar should be a motivational sales training seminar. I enjoy watching salespeople rush out the door, eager to use their new sales skills. That what a motivational sales training seminar is all about!
Cost Of A Motivational Sales Training
It can get expensive to hire a great sales trainer for a day but the return on that investment makes it a worthwhile endeavor. That said, is it possible to get the same results generated by a motivational sales training seminar without all the expense? Let’s look at that in detail.
The motivation factor is represented in the excitement over using new sales skills. Salespeople are smart and they know that using the same old sales skills, day in and day out, will generally produce the same results. The motivation is found in the potential increase when new sales skills are unlocked. Well, you don’t have to hire a sales trainer to deliver a motivational sales training seminar to get that result. You just have to discover new sales skills.
Options To Attending A Motivational Sales Training Seminar
If you are a sales manager looking to generate the benefits of a motivational sales training seminar for your sales team, I’d like you to consider “Superstar Sales Skills In A Box”. It provides your sales team with a motivational sales training seminar session once a week for an entire year.
If you are a salesperson interested in gaining the benefits of a motivational sales training seminar, I have a few programs I’d like you to consider.
The first is “The Progressive Sales Process”. This sales training program is packed with powerful sales skills you will be anxious to use in the field. These sales training videos are like having your own motivational sales training seminar.
No salesperson is ever thrilled about prospecting for new appointments. If the “rejection propeller” is getting you down, I recommend “Leveraged Sales Prospecting”. You’ll discover new and exciting prospecting techniques at a fraction of the cost to attend a motivational sales training seminar.
If you are looking to get that bounce back in your step, consider “Top 20 Sales Strategies”. This is a motivational sales training seminar on audio CD that covers the “best of the best” sales strategies I’ve uncovered from the Sales Superstars.
You need to keep adding new sales skills to your arsenal as a way to stay excited. You’ll find those sales skills in a great motivational sales training seminar.
To your sales success,
Nick Moreno, Sales Coach
MORE… Sales Articles
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
Jul31
Close More Sales With Your Business Cards
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
SMALL BUSINESS SALES TRAINING
ABOUT YOUR BUSINESS CARDS
By: Sales Trainer, Nick Moreno
The National Sales Center, A Sales Training Company
Looking for a quick small business sales training tip? Put some “jazz” in your tired and often overlooked business cards. Doing so could turn that card into an awesome small business sales tool. After all, a business card should explain who we are, what we do and how to reach us. That’s important sales information so let’s look at some sales training on ways to promote business cards for small businesses.
SMALL BUSINESS SALES TRAINING TIP
If we want people to keep our business cards, we need to give them a good reason to hold on to it. So why is the back of your business card blank? My small business sales training tip is to put that valuable piece of real estate to good use. Begin by considering information that is related to your small business. If you are a lone officer, you may want a table outlining the cost of borrowing $1,000 at different interest rates. Someone in the computer industry may consider a table that converts bits to bytes to megabytes. Get creative and try to come up with valuable information related to your small business business or industry. This small business sales tip will get prospects to hold on to your business cards.
All is not lost if you can’t come up with information related to your business. With this small business sales training advice, general information also works as a reason for someone to keep your business card. Consider the schedule of a local sports team, the phone numbers of local government services or even a calendar. The key to this small business sales training tip is to give your prospect a reason to hold on to your business card. You never know when they just may decide to give you a call. When they do, this small business sales training paid off in a big way.
SALES TRAINING FOR A SMALL BUSINESS
Here is another small business sales training tip about business cards. This small business sales training advice could set you apart from your competition. This sales tip comes from a sales manager I knew in a very competitive service related industry. At the end of a sales call, he handed his business card to the prospect. He then told the prospect that there was something different about his business card that sets him apart from his competition. He then explained that while everyone talks about customer service, he actually had his home phone number printed on his business card. He said it was there in case any of his customers need him… day or night. Yes, that sales manager knew how to use his business card to close deals. So, my small business sales tip is to show your prospects you care about your customers by including your home phone number on your business cards. One more thing.. that sales manager went on to tell me that not once did a client ever call him at home. This is the type of small business sales training that produces results.
SMALL BUSINESS SALES TRAINING ADVICE
Here is another business card sales training tip for small businesses. Business cards are relatively inexpensive so they should be widely distributed and not left in your pocket. Always hand someone two business card and always ask them for a referral. Get the word out about your small business by leaving behind your business card at every opportunity. Tack them to every bulletin board, such as those found in supermarkets, local shops and libraries. Make sure your family and friends have some of your business cards to distribute for you. Use this sales training tip for small businesses to market yourself.
Ready for another small business sales tip? Attach one of your business card to just about everything you put in the mail… your electric bill, insurance bill and so on. There is nothing wrong with free small business advertising and you never know when one may fall into the hands of you next qualified prospect. I hope you’ll give this small business sales training tip a try.
I’ve got one more small business sales training tip. Here is another business card sales tip for you. Business cards are a reflection of you and your small business so appearance is important. I’ve tried a few home software programs that allow you to design business cards but they left me disappointed. Sit down with a professional printer and give your business card a face-lift. After all, you only get one opportunity to create a great first impression about your small business. Learn about raised ink, embossing and different card stocks. While you’re at it… If your company’s name fails to explain your small business consider a tag-line such as “Automotive Repair Experts”. Insure prospects quickly know who you are and what you can do for them.
That’s it for my small business sales training tips on how to best use business cards to get more sales. I hoped you enjoyed these small business sales training tips and I hope you will give them a try.
To Your Small Business 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.
Jul28
Sales Training And Lost Order Reports
Posted by Nick in Corporate Sales Training | 0 Comments »
“The One Thing You’ll Never See On A Lost Order Report…
“We Were Outsold” - The Solution Is Professional Sales Training”
By Nick Moreno, Professional Sales Trainer
The National Sales Center, A Professional Sales Training Company
There is a deceptive little sales report that causes more harm than good because all too often, it hides the truth about the need for sales training. More often than not, this single report misses the mark by a mile and it does so to the extent that it renders the report useless, if not harmful, to the corporate sales force. Although there are many sales reports, this one stands out because it frequently and blatantly ignores the facts about sales training. I’m talking about Lost Order Reports and how they overlook the need for Professional Sales Training.
During my corporate sales career, I read my share of Lost Order Reports and not a single one ever hit the nail on the head about sales training. I read about pricing that’s not competitive, features that were missing, contract terms that were too strict and a long list of other issues. The problem is that not once did I ever read “WE WERE OUTSOLD” on a Lost Order Report, yet that’s exactly what happens each and everyday. How come these reports never mention a sales skills problem that could be corrected with some Professional Sales Training.
PROFESSIONAL SALES TRAINING
Lost Order Reports could be a valuable tool when they identify areas that need to improve. By learning from our past defeats, we can take actions to prevent it happing in the future. However, there is no value in a report that all too often ignores both the facts and the obvious about sales training. In fact, misleading information on Lost Order Reports actually causes great harm. The solution is Professional Sales Training but that message is never delivered. Instead, Sales Executives start fixing things that aren’t broken and continue to ignore what is broken, namely their sales process and sales skills. These can be fixed with some solid sales training.
I understand how courageous it would be for a salesperson to lose an order and then take the blame for it reporting they were “outsold”. If they did, companies would be spending a lot more money on professional sales training and less money on fixing things that are not broken in the first place.
Nick Moreno, Professional Sales Trainer