Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections…

If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

The economy brought on a shift from selling during the boom times to attracting, engaging and empowering the new economy of buyers to buy.

Traditional and consultative sales methods no longer work. The sales cycle is longer than need be and the margins are dropping.

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Tags: free sales training, goal setting worksheet, marketing and sales strategies, sales coaching

It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time. Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

Yes, you are the most important person in the world, nonetheless, when you have a customer in front of you, he/she becomes more important. Your customer must become your priority.

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Tags: how to sell, marketing and sales strategies, sales tips, sales techniques

It is common knowledge that people buy from people they like and trust. Your first objective in a sales call is to gain the prospect’s trust and in the process, get them to like you. This is known as rapport and it is the first step in this eight step Sales Process.

Without trust, prospects will mislead you and will not honestly answer your questions. You will be wasting valuable time. Traditional sales techniques can no longer be applied as most potential clients are well aware of that type of sales approach and will avoid you at all costs.

Yes, you are the most important person in the world, nonetheless, when you have a customer in front of you, he/she becomes more important. Your customer must become your priority.

   … Continue Reading » »

Tags: sales coaching, sales tips, increase sales, free sales training

A referral is when you ask a client, a prospect (or even an acquaintance or friend) for the name and contact information of someone who might have an interest, need or want for your product or service. An introduction to the individual makes the referral even more powerful.

But first how do you get referrals and introductions. The answer is simple - ASK! You already know that you have the right to ask. If you don’t ask, you don’t get. If you ask, you have a 50-50 chance of getting one, and if you don’t, there is nothing lost as you cannot loose something you never had. Simple make it a habit to ask everyone and you will no longer be making cold calls, but working strictly on a referral basis. Ask more to sell more! Don’t miss out on this tremendous lead source!

The other option is word of mouth, where you provide an outstanding service and other talks about you. However, if you do not ask for testimonial letters, or for a referral, the chances of getting one out of the blue are slim.

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Tags: free sales training, goal setting worksheet, sales strategies, sales coaching

Sales presentations have been referred to as a “dog and pony show” to all those qualified or not. Presentations are all encompassing and include features, benefits, and all kinds of information that the prospect may or may not want to know.

Prescriptions are the opposite of presentations. Prescriptions are specific solutions to the pain or pleasures identified within the prospect’s predetermined budget and then, customized to meet the decision makers desires.

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

Setting parameters to qualify sales opportunities is also referred to as setting the ground rules. The process eliminates surprise and both parties are able to work toward a clear future. A strong rapport has to be established and ground rules have to be set before the qualifying begins.

Once the prospects are comfortable with you and they are not only talking a great deal but you are listening attentively; that’s the perfect time to ask a qualifying question, “By the way, how much time have you set aside for our meeting?”

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

People buy for emotional reasons and they buy from people they like and trust. It all starts with building relationships.

In order to build a lasting relationship, one must first establish rapport. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting. You must know how to identify an individual’s predominant sense and how to use that sense to your benefit during the presentation phase.

Once rapport has been established, questions can then be asked. However, you need to know why questions are so important, the type of questions that should be asked, and how to deal with questions from the prospect or client without giving free consulting. There are a series of questioning techniques that are available to salespeople and that will enhance the selling relationship.

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

The sales competencies that salespeople need are numerous but boil down to human interaction, communication and relationship building. Gone are the traditional days of the slick, hit and run feature and benefit dumps.

Now, it is time to change as traditional sales are no longer working with the sophisticated buyers of today. It is now a clear-cut case of being professional and following a non-traditional proven sales results system especially if we want to be different than everyone else out there, and increase those sales results.

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

Your sales behaviors will determine your sales results. Are you demonstrating appropriate or inappropriate sales behaviors?

Behavior is the manner in which you conduct yourself. Sales behavior is the way you behave, the way you act, function or react.

Appropriate sales behavior drives opportunities. Inappropriate sales behaviors, or lack of appropriate sales behaviors will drive opportunities away.

Opportunities first come from setting goals, written S.M.A.R.T. goals, first from a personal level and then, from an organizational level.

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Tags: how to sell, marketing and sales strategies, sales strategies, sales tips

Your sales behaviors will determine your sales results. Are you demonstrating appropriate or inappropriate sales behaviors?

Behavior is the manner in which you conduct yourself. Sales behavior is the way you behave, the way you act, function or react.

Appropriate sales behavior drives opportunities. Inappropriate sales behaviors, or lack of appropriate sales behaviors will drive opportunities away.

   … Continue Reading » »

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