Sales Training – Analyzing personal sales techniques


In hiring sales people, sales managers need to be a leader and give special attention to body language and appearance. You can make a strong argument that there are some that have been on sale for a while and have performed adequately, although they probably should not be in sales. Reaching the top performance in the sale have certain characteristics that make a trip to the top will be more likely. Employing a team of people who are truly committed to help customers solve problems is a good start. Personality assessment should only serve as a support role. We estimate rep supply, sales management needs to look out for number of previous success in other places. They need to look at the big picture. The recovering economy, what worked yesterday may not work tomorrow. The success or failure begins and ends with the individual representative. The modern sales cycle is going to require a greater variety of skill sets and personal attributes.

Sales management needs right positive minded sales reps who can move their organization forward. The company must provide a solid value proposition that a salesperson can take ownership of. The framework should be flexible so that the salesperson can bring in his own personality. Let reps paint their picture with the selected colors. Business owners should encourage individual ingenuity and creativity that can serve to enthuse all sales team. We all know that passion is contagious. Sales managers need to find creative ways to emphasize the innate strengths sales representative. All too often, managers can focus too much attention and focus on their weaknesses. They shall be weak points in a targeted way, but much more resources and energy would be better off directing their confidence from their strengths to get even better and stronger. Vulnerability may be overlooked if the forces for maximum efficiency. The key is to find sales reps that are open to an honest assessment of their capabilities that are naturally positive minded and coachable.

Sales reps will be encouraged to assess their own strengths as it pertains to their success. They need to understand what it is about their personal sales style that makes prospects want to buy from them. Sales reps should know the reason why the customer should choose them over the competition. They should be aware of what factors they bring to the table that perhaps other reps have not. You would be amazed at how many seasoned reps who can not articulate an effective answer to these questions. The more reps clearly understand their own personal sales style, they will be more successful as they begin to pay more attention to detail. Sales managers should use sound intuition based on experience and behaviors to develop a positive and dynamic sales force.


Sales Training – Persistence


Steve Martin (not the comedian), research for one of his excellent books to sell, did a study in perseverance. He found “Less than 10 percent of Top salespeople were classified as having high levels of discouragement and often be overwhelmed by sadness. However, 90 percent were classified as experiencing rare or only occasional sadness.”

Persistence is a topic too often does not find its way into the sales course. We tend to get too busy with product knowledge, searching, asking questions, presenting and closing sales. But without strong sales perseverance you will never achieve your goals; personal, professional or financial. In sales training our company we talk regularly about the hard fought battle and what it took to overcome and win.

If you will be in that top 90 percent, do not cease to sell

· To check your prospect is in your bank competitor friend. And then look for other opportunities in the account.

· Even after weeks or months of little or no sales success. If you do the right things consistently, with the right product, you have to wonder. Guaranteed.

· When your prospect says, “Do not call us for a while,” ask what will be different then.

· When they have thrown every protest and marshal the book at you. Visualize the demonstrations and stalls bullets bouncing off your chest.

Every day you have to work to separate yourself from the average sales person. Every day you have a new chance to succeed and be excellent, professional sales representatives. It is not easy. But when things are not going your way, you have to persevere and make the next call. You have to get back up and swing again and again and again. You must

· Learn

· Practice

· Delivers again and again … Every day.

To be a home run hitter in sales that you can never give up and feel sorry for yourself. Period. There is no crying in baseball and there’s no crying in sales

Sales Homework -. List five commercial selling you do constantly. If you can not think of five, now is a great time to create them and put them into practice.






Sales Managers – coach team to persevere and resilience. This is what coaching is all about – bringing out the best in each and every one of your players. If they are down to help them up. And then kick ’em in the butt to get them going again.


Sales Training – How to Find Great Trainers


Many people do not consider the current economic state a good time to spend money on sales training. It is a great time to do it. Because so many companies have reduced their resources and sales teams, it is more important than ever to have a well-trained sales team. You may have been one of those companies that had to lose some members. If this is the case, it does not make sense to make the most out of what you have? There was nothing that you can do to let people go, to give the current team the best training they can get will make up for the loss.

In order to find the best sales training for your staff, there are a few signs to look. You want a coach who is enthusiastic about what they do. How do you expect the team to get interested in this economic situation with some boring talk to them? Make sure they are excited on the phone because they should always be excited when they talk about their training. If you had unmotivated coach speaking staff, they could get the message that it is hopeless and they should give up. It is the complete opposite of the message you want to send coach.

Another way to find great sales training is to find someone who has a track record of success. Looking for a coach who uses a formula. Research other companies that have used this formula to see the results. A coach can tell you how much they have succeeded, but until you actually see proven results, you can not believe it. A good way to do this is to look at their website. Of course they will have success at it. You need to research its name to other places to see the truth. If you start to find a long thread failure stories, keep looking for a coach.

Great sales training involves more than a simple presentation where the coach makes speak. This is ineffective because it bores your sales team in order to encourage them. Find a trainer that uses hands-on training as experimental exercises and group training. The more engaged sales team at presentation, the more likely they are learning something. While you want interactive training, you want to make sure you limit how long the training will last. No matter how engaged staff may be in training, yet they will get bored after a while.

Sales training is one area that should not be neglected in the economic recession. You might be forced to reduce costs elsewhere in your business, but you can not afford to train staff. If they are poorly trained or if they have no training, it will reflect in their sales strategy and your business will suffer. Even if you have had to make cuts to the sales team, yet they should have proper training that will make them successful.


Sales Training Manual and Modern sales techniques


Pundits – (experts), write most sales training manuals. Most manuals would include follow sections:

Company History, Mission Statement, Opening Jobs, Jobs close, handling objections, and daily activities.

Unfortunately, sales training manuals and sales training in whatever form have little effect for most. This is backed up by many studies confirm that training does not change behavior, attitudes, or the results of best selling consultant. This is obviously a terrible Return On Investment. All sorts of things have been investigated to determine the cause of this – from the coach, the materials, the methods, and even sales consultants themselves

Now, we have learned over the years ,. sales psychology must be employed in a sales consultancy world, to become a top performer. We also knew that the training had to get consultants to a point on the smooth and effortless delivery. We knew where we saw that there were behavioral changes required for the new method.

The same applies to data in sales training manuals and sales training in general. It will be the coach. As sales consultants, we are not only trying to absorb information from anything new, but we are trying to change some of their own basic our behavior – and it takes a trained third party. After all, we are converting informational data from either written or oral sources into action items.

Interestingly enough the surveys that have been made on trainers and training companies to determine why training fails. These studies point to the number one reason why training is not “take”. That reason is management. Management goes up to the coach or training company, and they have no ongoing training. The coach, trainer or training company delivers training, leaves and nothing has changed.

It should be noted that all the new skills from any new training manual act as a model for students in these skills. Take in and absorbing information is one – Putting information into practice is quite another. Maximizing performance requires observers to ensure that what was said in the sales training manual has been effectively implemented in the real world.

A model represents a change from what is now being done. The cases are difficult, as one has to form new habits and change old habits. The exceptions are few, as most people get new training, go to training or read a sales training manual with the best intentions to implement, but slip back into old habits and leave the newly learned material in the heat of battle.

coaches, or sales managers are trying to create a new comfort level for the new material. This takes time and discipline. If this is done, return on investment will speak for itself. Convert training with good training practice, and it will change and change in the medium amazing.


Sales Training – The Ultimate sales Secret


What is the secret to sales figures? When it is all said and done, in the heart of the sales champion is brotherly love!

Nine fine-tuned athletes lined up at the starting line. This is what they had trained for. The race was the 100-yard dash. As the gun was raised, tension filled the air. BANG! The gun was fired. Athletes broke out in an awkward trot instead graceful gait. You see, this was the Seattle Special Olympics. Special was mild for this competition champions.

One of the contestants stumbled and fell to the ground. The young boy began to cry. Another eight athletes heard the cries of pain. They paused, turned around, and went to help their fallen comrades. One girl with Down syndrome kissed athlete fall. She said, “This will make it better.” They helped the little boy to his feet and they started arms and cross the finish line together.

That’s what being a sales champion is all about. Care for your customers and you’ll be better. As Zig Ziglar says, “You can get everything in life you want if you will just help enough other people get what they want.” Let me encourage you to take on small projects that can change your career. For every sales call you make this coming week, take a moment and ask yourself this question: “If I were in this outlook shoes, what would I want? When you take the time to think about this question and to take action to fulfill it, then you are truly serve prospects. The true victory in sales and in life is brotherly love.


Sales Training – All agencies must focus Now


We are now in the economy where all the energy and efforts of the Agency will be focused on selling, marketing and sales training. You are in serious trouble if you do not like the “S” word. Marketing, advertising, organizing, planning will not get you through this business cycle; sell products and services is an important pause point in every organization in today’s economy!

Literally nothing else matters except to sell. Sales efforts must dominate the energy and resources of each company at this time from the very top of the organization down to part-time with complete focus and dedication to move the company’s products and services into the market. If this is not done, the company will cease to exist!

This is new for most business people today to come out of decades of expansion, easy money and consumer confidence. This is a different time where all of us from the CEO to the receptionist must make the shift to sell. Wikipedia says that “one of the oldest human activities is selling and it has been recorded in every civilization.”

Egyptians built one of the first empire based on trade. Later, during his conquest of much of the east, Alexander the Great was able to open the way for trade. In my book Selling to live , I said, “selling the engine company, entire industries, economies and entire civilizations and which will cease to exist when the person is unable to sell their products services in amounts great enough and the price high enough. “

The fact is that there is no reason to plan and organize, if you can not sell your products. There is no reason to buy more inventory, if you are unable to sell out of inventory you have. While cutting budgets and expenditure is popular action by the Commission today, budgets can only cut so deep before management realizes that to generate revenue you are selling products.

You can not save your way expansion, but you can cut your way into oblivion!

Companies that can not sell what they have will not be able to justify advertising and marketing. If you can not sell what you have now can not afford to develop new products for tomorrow. The point is when free money, Easy Credit and consumer confidence disappears each of us is forced to realize that our future depends on selling. Selling is the core of every organization and is the single most important skill needed both employed and unemployed. Those who are selling products and services will never be without a job and never be without the ability to generate income.

Although the CEO be the top dog in the organization he / she needs to wear the hat of the top sales person as he / she has never worn it before. This idea of ​​selling will become a mantra and bleed through to any employee organization. Selling is no longer limited to the sales team and or “certain” people. The survival of each and every organization is subject to the agency’s ability to sell products in spite of the economy. From accounting management skills sell is cardiac organization and this can only be done consistently and daily sales training where the group is reminded daily that sell job of all and the only way out!


Sales Training – Top 3 Lessons of Why Words matter in sales


In a recent speech by a female minister, ministers have a new hairdresser was asked, “What do you do to survive?” The wise minister know religion is a sticky substance, preface her answer with, “I’ll tell you, but please do not change, do not make assumptions, or do not get all freaked out.” With hairdresser nodding right, the Minister told her that she was a minister.

The hairdresser was silent and was distant. See this reaction before the minister says hairdresser how she serves a large community in 1000 in the neighborhood. At the moment hairdresser drops her scissors and her face becomes bright red and she asks: “1000 people?” Minister says yes; University Unitarian Church. The hairdresser sigh with relief says, “Oh my god, I thought you said you were a housewife!”

We might incorrectly think the words we use and in particular to our industry, products or services, are easily understood by others. Suppose you are a website designer and you specialize in search engine optimization. Why phrase until you know the skills that your client has?

Taking clues from silence or non-Verb. “It looks like I have not said anything so clearly?” Give prospects the opportunity to recognize this to be true or not, and then proceed. Use your ears to your advantage. What is silence said to you? Is a person just needs time to think? Pay attention to the release of scissors, or other non-Verb.

Be aware of how you are served your word. Use your voice to your advantage. It is pitch; variance in your voice. When I hired coach speak he taught several methods to prevent monotone. Use inflection, emphasis on key words. By the way inflection use all of the meaning of the phrase can change. It is a good idea to speed ratio according to the percentage of the people you are talking to. And most important, is clear. Always speak succinctly.

Use common words, take evidence from silence or non-verb and always speak succinctly. The next time you’re at the barber or hairdresser, if you stick with it, your hair will look fine. The next time you have a chance, your words will understand.


The Sales Training Series – Five-buying decisions


Have you ever had a customer that seemed to reject nearly everything that you were present? We all have. Research on customer buying decisions has revealed that resistance client can not be because you promote. It could be a series of presentation.

Our research has shown 76% of sales promotions are out of step with buying decisions. When making a major purchase decision, your client goes through the process five sequential decisions.

1. Salesperson. Customers decide if they want and can trust you.

2. COMPANY. What is the reputation of your business? Is your company a good match for them?

3. PRODUCT. Were the right solution for their needs?

4. PRICE. Is the solution a competitive price? Is it a good value?

5. Time to buy. Is now a good time for them to continue with the purchase?

Customers will find reasons to buy when the presentation is out of sync with their purchase decisions. To increase your chances of success, you will Sequence presentation to follow the decisions of the customer. When you do, you’ll sell the customer on each buying decision. This is exactly how professional salespeople orchestrate sales calls them

in the field :.

Jerry Montgomery, one of the top selling horticultural industry and marketing consultants, recently spoke about how the Action Selling sales training Program has impact on sales performance.

“Today, product and service differentiation is more difficult to define and communicate.” Montgomery noted. “But the right training can mean increased sales. Sales of Action is particularly effective because it focuses on the unique techniques to uncover customer needs, resulting in a differentiated solution.”

Like playing an increasingly competitive and time buyer is at a premium, new sales skills key to success. “And yet,” said Montgomery, “many companies provide sales organizations with little or no selling skills training to meet these challenges.”

“In Action sell,” he went on to say, “Sellers can turn to the work at hand, confident that they are utilizing the most advanced sales techniques available today. And it’s useful to the seller, the buyer and the bottom line! “


Is it time to rethink Sales Training program or Sales Training effective?


Sales is still a must for companies that want to be in the market. A recent Internet search uncovered over 471 million visits to the words sale or sold. Additional Internet bookstore revealed similar interest with almost 11,400 titles including key words sale, over 8.208 titles of key words to sell and 4700 titles with key sales and marketing.

Extensive research conducted by the American Society for Testing and Development (ASTD) discovered direct training expenses were 2% of wage costs by another 10% more in indirect costs. With all this growth and dollars invested in training and development for improved sales, perhaps now is the time to assess the sales development.

The following estimates are for you, the manager, or the organization to determine the success of current projects sales development within the company. After taking this brief assessment, some ideas and questions to consider has been provided to help you find truly how to ensure sales development success you desire and more importantly need, highly competitive global business market today.

1. Are Learning engagements training (learning new skills) or development (strengthening existing skills to improve the already learned skills)?

  Training Development

2. a minimum of 50 hours of training or development of the year devoted to the development of the necessary skills, knowledge, attitudes and practices that are necessary to become a world-class organization?

 No  Yes

3. Is the training or development offered on a weekly or biweekly basis provide ongoing opportunities for application and feedback?

 No  Yes

4. Is the training or development available on a monthly, quarterly or yearly study recruitment of 6 hours per day without opportunities for application and feedback between learning commitments?

 No  Yes

5. Is the training or development in line with the current organizational goals and supported from the top down by the CEO and the executive?

 No  Yes

6. Is the training or development based on the “core” skills?

 No  Yes

7. If training or development based on the “core” strength, how often have you had to repeat the training?

 No  1 time  2 times  3 times  4 times or more

8. Is the training or development based on “relevant” results?

 No  Yes

9. If training or development based on “relevant” results, how often have you had to repeat the training or development?

 No  1 time  2 times  3 times  4 times or more

10. Is the training or development based on the weaknesses or strengths of each individual within the organization?

 weaknesses  Strengths

thoughts and questions for your consideration

Now that you have completed this simple assessment, the following thoughts and questions are designed to help you determine the success of current sales in your training or development.

1. Are Learning engagements training (learning new skills) or development (strengthening existing skills to improve the already learned skills)?

  Training Development

If the answer was training and goal is to learn new skills, you are right on target! However, if people already have knowledge, then you need to focus on the development of learning. Development goes beyond training and working to build what is in it for me (WIIFM) leading to What’s in it for us (WIIFM).

2. a minimum of 50 hours of training or development of the year devoted to the development of the necessary skills, knowledge, attitudes and practices that are necessary to become a world-class organization?

 No  Yes

If the answer was yes, GREAT! You and your company is committed to the people and to achieve the next level of success. However, if any part of the answer was NO, and you want to create a world-class organization, how are you going to achieve that goal? Much of traditional training or development focuses on only knowledge and skills. Still, performance failure more often than not because of poor attitudes and habits. Attitudes redevelopment is the key driving force to change behavior and to ensure sustainable success. Remember, if your people have spent at least 20 years to learn something, one or even 10 hours a year will not significantly affect their behavior.

3. Is the training or development offered on a weekly or bi-weekly providing ongoing opportunities for application and feedback?

 No  Yes

If the answer was yes, again CONGRATULTIONS! People have many opportunities to practice newly learned skills so that they are “competent” in both attitudes and behavior. For example, we all know what 10 x 10’s. However, very few of us can respond as quickly and with as much confidence in the 23 x 24’s.

4. Is the training or development available on a monthly, quarterly or yearly training obligations more than 5 to 6 hours a day without opportunities for application and feedback between learning commitments?

 No  Yes

If the answer was yes, then the program may not be producing the desired results and potentially create a negative return on investment. Research suggests that one-time exposure to a learning event such as 1 or 2 days of full training or development sessions results in 50% cognitive retention after 24 hours; 25% cognitive retention after 48 hours and less than 2% cognitive retention after 16 days. Remember, the brain just swallow, but the butt will endure.

5. Is the training or development in line with the current organizational goals and supported from the top down by the CEO and the executive?

 No  Yes

If you answered Yes, again you and your company plans to succeed. If the answer was no, then you may want to consider looking at the organizational goals to ensure compliance. Important side question to ask is can the name of your organization all the exact same top 3 organizational goals for the current year? If not, what are these “miss actions” cost you in terms of financials, leadership, relationships both internal and external growth and innovation?

6. Is the training or development curriculum “core” skills?

 No  Yes

If you answered yes, those skills are you using? Make all the skills for working with your company and your people?

7. If training or development curriculum is based on the “core” strength, how often have you had to repeat the training?

 No  1 time  2 times  3 times  4 times or more

If you answer more than one, then the core competency based curriculum truly effective and provide adequate end result of transformation?

8. Is the training or development based on “relevant” results?

 No  Yes

If you do not, then why are you undertaking this training or development?

9. If training or development based on “relevant” results, how often have you had to repeat the training or development?

 No  1 time  2 times  3 times  4 times or more

If you answer more than one, then possibly the desired end results were not clearly communicated within the entire organization. (See above Question 5, the side of a question.)

10. Is the training or development based on the weaknesses or strengths of each individual within the organization?

  weaknesses Strengths

If you answer, weaknesses, then the question is why work teams work? Is it because of the weaknesses or strengths? Training or development should be based strength not weakness-based. A strength-based curriculum ensures that all leveraging their assets while working to improve the potential strengths and weaknesses.

This brief assessment and evidence and questions are designed to help you easily recognize where the current efforts could be redirected to ensure that sales training and development is truly deliver the desired end results.


Sales Training Tip – The Pause, powerful technology that generates more sales


sales courses, you are taught to deliver a message to sell? Listening without speaking really runs counter to the instincts of most sales courses. We are taught and conditioned to present a solution as soon as we hear problems.

In fact, it is almost routine for people to interfere. But think about how you feel when you are interrupted before you finish your thoughts. Do you feel frustrated? Irritated? As you are being sold to? Listen carefully to the customer is not easy but the rewards are great. It is a sales technique that anyone can use to great effect

Here is a powerful sales training tip that can bring you great rewards -. Pause. Does this waiting, and not jump in at the first opportunity.

Sales Training Tip -The benefit of pausing

1. Your customers may be stopped to collect his thoughts, or to take a breath.

2. They may be gauging your interest point of view, to see whether you are listening or just waiting to jump in. When you resist the urge to jump in, you’re often pleasantly surprised to hear that there is more, and it is important.

3. Most people feel uncomfortable with silence, so they rush in to fill the void. Instead you rush, why not let your customers have the opportunity to fill the void?

4. Your customers feel validated and important when you give them the opportunity to elaborate on their thoughts.

5. Pausing gives you time to think before you answer the question or objection

Sales training tip -. How pause

minimize distractions. Focus on your customers, or on pillows where you take notes. If you look out the window and take a traffic jam, your mind will jump to get to your next appointment, you will miss what the customer says.

Use the most natural reason to pause, which is curiosity. Really wanted to hear what your customers have to say will cause you to pause naturally as you wait for them to implement.

So, the next time you ask a question, stop and wait for a response. And really listen to the answer. When the speaker stops for a moment, pause again instead of rushing.

You will both win, because they get a chance to finish their thoughts, and feel validated. And you’re more likely to get valuable information that you could not get one!

You are invited to use this powerful sales training tip to help you increase your sales.