Make More Money With Direct Sales Training By Using These Tips
Direct sales is a great profession so here are some quick sales training tips for those in direct sales.
Prospecting Training Tips
In my direct sales training programs, I tell my students that the only way to get an appointment is to give your prospect a compelling, if not overwhelming, reason to meet with you. How will the prospect benefit from meeting with you? The first words out of your mouth must answer that question.
Direct Sales Training Tip
Force yourself to listen to your prospect. Listening is the most overlooked sales skill. Stop thinking about what you are going to say next and start listening to your prospect. If you expect to succeed in direct sales, you must develop this key sales skill.
Direct Sales Training Strategy Tip
You overall strategy is to find a problem you can fix with your product or service. You uncover that problem by asking “open ended” questions. Avoid asking questions that can be answered with a “yes” or “no”.
Direct Sales Training Tips And Advice
Once you’ve successfully answered all of your prospects objections, you must ask for the order. Don’t even think about it. Just ask for the order. Remember this important direct sales training advice.
Direct Sales Training Technique
People buy from people so be aware of your body language. Direct sales reps must establish eye contact with their prospects. Never fold your arms or interrupt your prospect. Keep your shoulders square to your prospect and remember to smile.
Direct Sales Training Tips And Skills
You are only as good as your sales skills. You must know and properly execute the Sales Process. Get a direct sales training program. These sales training programs need not be expensive and they will keep you motivated. I invite you to consider the three direct sales training programs below…
“The Progressive Sales Process”
To your direct sales success!
Nick Moreno, Sales Coach
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
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Sep11
Sales Tips For The Top Pros
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
SALES TIPS FOR YOU, MY FRIEND!
I’m often asked for a few quick sales tips. It seems that salespeople are always searching for sales tips that will give them a competitive advantage. So, as a sales trainer, if you are looking for some sales tips I have one for you.
My Sales Tip For You
In fact, when it comes to sales training tips, this is my favorite. Allow your prospects to sell themselves. Let me show you how to execute this sales tip.
You may already know that I enjoy observing salespeople in action when I’m buying something. Often, I’m disappointed with the quality of the sales skills I witness but that didn’t happen yesterday when I shopping for a video camera. This sales rep knew sales tips and practiced this sales tip to perfection.
Best Of All Sales Tips
To practice this sales tip you must not be in a hurry to say, “Yes, we have that” or “Yes, we can do that”. You want your prospect to sell themselves and you do that by asking additional questions instead of saying “Yes, we can”. Let’s put this favorite of all sales tips in action because this is a key sales strategy.
Sales Tips In Action
There were six video cameras on display and the salesperson started with the most expensive one. Already, I knew I was working with someone that knew a little about salesmanship.
So, I asked the salesperson if that expensive video camera could support a wireless remote microphone. He asked me how I would use it. In the back of my mind I got excited and eager to see if my favorite of all sales tips would be put to work.
Sales Tips That Work
I told the sales rep that I was a sales trainer and wanted a quick and easy way to film some sales tips outdoors. He then asked me how I would benefit from a wireless remote microphone. I told him that when I film outdoors, I always have a problem with sound quality. He asked me what happens next. I told him the whole day of filming goes down the drain because I can’t use the videos. He then told me that would never happen again because that video camera supports a wireless remote microphone. Bingo! My sales tip in action!
You see, this salesperson didn’t rush to tell me the camera supported a remote microphone. Instead, he got me focused on how badly I needed it. He got me to sell myself on that video camera and used sales skills to do it.
There are many sales tips but this one is my favorite sales tip. Don’t rush to say, “Yes”. Instead, continue probing and allow your prospect to do all the selling.
Sales tips are great because they help to take some of the guesswork out of selling. But, sales tips alone are not the answer to great sales success. If you are looking for some solid sales training, check out my “Progressive Sales Process” or “Top 20 Sales Strategies”.
Thanks to seeing my favorite of all sales tips in action, I purchased that video camera! I hope you’ll remember this sales tip the next time you are about to say, “Yes, we can do that”.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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
Learn These Sales Tips And Learn How To Sell More
By Nick Moreno, Sales Coach - National Sales Center, Sales Training Company
The more we sell, the more we earn. So, what’s your sales strategy to get more sales? Let me give you a few sales tips that answer the question… how to sell more.
Sales Prospecting
When prospecting for appointments, your sales message must focus on the benefits your product or service delivers. Your product’s features are not important nor is the greatness of your company. These things are important when you get “face to face” but they will not get you “face to face”. Cold Calling is different. Prospects must be told what’s in it for them if you expect them to meet with you. They don’t want to hear about your products features or your new sales promotion or how your product functions. They only want to hear about benefits so sell benefits. Remember this sales prospecting tip and you will get more prospects and close more sales.
Cold Calling Tips
Prior to your first sales appointment, do some research on the person you are meeting and their company. This is, after all, the information age, so there is no excuse for not doing this type of research. Learn all you can about your prospect and their company. Type both the person’s name and the company’s name in a search engine and see what you come up with. The more research you do, the more you will sell. Remember this sales training advice.
Uncover Problems You Can Solve
Your product must be positioned as a solution to your prospect’s problem. So, be prepared with a great list of sales questions that allow you to uncover a problem you can solve with your product or service. Learn how your sales prospect wants to make improvements to their present situation. You want your prospect talking so ask sales questions that can not be answered with a “yes” or “no”. That type of question is an “Open Ended” Question. Focus on uncovering a problem you can solve with your product or service and you will sell more. Remember, sell the solution!
Learn If Your Prospect Is A Qualified Prospect
You don’t have time to spend on people that, for one reason or another, will never buy from you. To sell more, spend more time with qualified prospects. Insure you are working with someone that has the money and authority to buy from you. Your time is precious so be careful with it. If your prospect is not qualified, you have to move on. Remember this and you will have more time and you can use that time to sell more.
Close More Often
Ask for the order even if you think your prospect is not ready to give you the order. This is a great sales strategy to uncover sales objections. You want to learn about all the reasons your prospect is not ready to hand you the order. The more you know about these objections, the more you increase your probability of closing the sales. Your prospect may have more objections than you thought but at least they are out in the open and you have an opportunity to deal with them. Address each objection and then… ask for the order one more time. Do this and you will sell more. If you are not sure how to use this sales tip, consider some powerful sales training.
So, learn how to sell more by using these sales tips and take your earnings to new heights.
Good Luck!
Nick
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