Trust is something one earns and is certainly required in order to make a sale. Without trust, there is no rapport or connectivity and your sales cycle takes longer than it should, and usually without results. To regain velocity in your selling cycle, you need to first gain trust. Gaining trust is the first objective in the Velocity Selling Cycle.

How do you secure trust in your sales approach today?

Do you talk about yourself; your products and services; and your company?
Do you look around for something of interest to the prospect, such as a golf trophy on the office shelf? Do you offer a firm handshake?

If you use any of these traditional sales techniques, you should stop immediately. In today’s new economy of buyers, you will not secure trust or respect in the field of professional sales by using out dated techniques.

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Tags: sales strategies, increase sales, sales coaching, goal setting worksheet

Sales motivation in today’s economy is more important than ever before. As the economy slows down, so do sales. Unfortunately, most sales people slow down too. Sales people, like the masses, become a product of the environment.

Nonetheless, what do most organizations do when the economy heads south? They cut costs, typically in the wrong areas such as training, sales conferences, coaching and sale personnel. Sales motivation does not exist. They create an environment of uncertainty as well as contributing to and supporting the downfall of the economy.

Somewhere along the way the corporate world must understand that the economic world revolves around sales. There won’t be any transactions without sales and consequently, there is no revenue without transactions. Without revenue, organizations cannot survive, and no one would have a job. Sales is the heart of most jobs in an organization.

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Tags: sales strategies, how to sell, increase sales, goal setting worksheet

You can have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term success. You need goals and an action plan to get where you want to go.

The ‘B’ stands for behaviour in the ABC, 123 Sales Results System. Behaviour is the manner in which you conduct yourself. It is the way you behave, the way you act, function or react. The 1, 2, 3’s are the goals and behaviours from a personal, organisational, and market targeting level. Without goals there is no reason to act, no motivation to take daily actions or go the extra mile.

1. Appropriate behaviour drives opportunities. Opportunities come from setting goals. What do you want out of life or out of your business? Who could determine this for you and who can make it happen? What are the daily behaviours that you must apply to live the life of your dreams?

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Tags: sales techniques, free sales training, sales strategies, sales coaching

You can’t build anything without a solid foundation. The ‘A’ is for attitude – the foundation of all successful sales people. Attitude is the “advance man” of our true selves. Its roots are inward, based on past experiences, but its fruit is outward. It is our best friend, or our worst enemy. It is more honest and more consistent than our words.

It is a thing, which draws people to us, or repels us. It is never content until it is expressed. It is the librarian of our past, the speaker of our present, and the prophet of our future. Yet, your attitude is under whose control?

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Tags: increase sales, marketing and sales strategies, sales tips, goal setting worksheet

Sales people frequently get upset with their lack of sales success. They even go as far as blaming the customer. However, they do not realize that when they externalize - pass the blame or point the finger at someone else - there are actually three fingers pointing back to the real problem - you! Does your attitude have anything to do with you level of sales success?

It begins with your attitude. Attitude is the key and the foundation of your sales success.

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Tags: sales coaching, sales strategies, marketing and sales strategies, free sales training

What makes a sales person successful? Keep in mind success means different things to different people. But let’s look at sales professionals and what makes some of them more successful than others.

In order to do that please don’t be influenced by results such as: meeting quota, a major client acquisition, qualifying for an incentive, making a predetermined annual income or commission, being recognized at the annual sales conference as salesperson or team player of the year.

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Tags: sales coaching, goal setting worksheet, sales strategies, increase sales

Do you believe we are in a recession? Do you believe the recession may have a positive or a negative impact on you, your sales or your organization? Do you believe the recession could destroy you or do you believe you will survive the recession? Do you believe there are gloomier or brighter days ahead?

The answers to these questions will determine the sales results you achieve.

Why?

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Tags: increase sales, marketing and sales strategies, how to sell, sales coaching

Staying motivated in a negative environment, or negative economy, is not only possible, but highly advisable. Self motivation is the determination to accomplish what you want to be, do or have. Self motivation comes from within. Self destruction comes from the outside - in when allowed to enter. Therefore, keep negativity on the outside and do not allow it in.

Many people become a product of their external environment and completely loose their self motivation without realizing it. They do as others do and get caught up in negativity. It becomes the ongoing discussion of how bad people, the economy or things are.

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Tags: sales tips, goal setting worksheet, sales strategies, increase sales

Sales motivation is not about money. Money is a temporary sales motivator, as are many other external incentives. For everlasting sales motivation you need to get inside and discover internal motivators.

Sales motivation has traditionally been about money - bonuses, commissions, incentives, etc. These are good sales motivators if you want results in a short period of time, but they are temporary, and do not last long. And what is worst, the next time round sales people want more and to maintain sales motivation, you will have to give them more.

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Tags: goal setting worksheet, marketing and sales strategies, sales coaching, sales techniques

Sales denotes relationships and life is all about relationships. Nonetheless, making a living in sales warrants a sales consulting approach.

Sales’ consulting is one of the fastest growing professions to date. Sales’ consulting provides a client with measurable results. Furthermore, sales’ consulting is one of the top business relationship professions.

Due to corporate layoffs and downsizing, there are more and more people in the market today looking for jobs. The primary groups habitually cut are in the fields of sales and training. Sales and training are the two salient professions that perhaps make a difference during down times, yet the demand for sales consulting continues to grow at an alarming rate.

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Tags: sales tips, increase sales, sales techniques, goal setting worksheet