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

In this new economy, it is more important than ever before to aim for Velocity Selling cycles. Your bottom line depends on it.

It is essential that sales professionals clearly define their target prospects by criteria. This criteria is based on the best return on time invested (R.O.T.I.) and confirmed in the fastest way possible. I refer to the Velocity Selling Cycle which will unquestionably acquire positive sales results.

Begin affecting sales velocity results by dissecting your data base of customers based on predetermined criteria. This should be criteria that will identify your best customers. It may be volume, margins, profits, loyalty, etc, but it must be specific and then, utilized to distinguish between different levels of clients.

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

Jesse Owens says, “We all have dreams, but in order to make these dreams into reality it takes an awful lot of determination, self-discipline and effort.”

It requires the same determination, self-discipline and effort to keep New Year’s Resolutions and to follow through on goals as it does to be successful.

Let’s understand the meaning of each of these words:

Determination
The power and habit of firm decision making directed toward a particular goal and end result

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Tags: sales coaching, sales tips, free sales training, how to sell

A. You can’t build anything without a solid foundation. The A is for Attitude - the foundation of all successful sales people. Without a positive attitude and belief in yourself, your organization, It’s products and services and the market, there is no foundation upon which to build success.

Sales professionals need to reflect, confirm and take hold of their attitude, realize it is theirs, develop it into a millionaire’s attitude, overcome fear and be able to deal with rejection, increase productivity and save time and money.

Sales professionals need to reflect, confirm and take hold of their attitude toward the organization’s mission statement, products and services and team members, while developing an owner’s mentality.

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

Nonsense! Sales people and business owners beware! Do not become a product of this negative environment. Be careful what you allow to influence you, as you do have a choice.

Are you fed up with all the negative talk in the media? Have they had an influence on your thoughts already?

We keep hearing about:

‘The global economic meltdown’ - ‘Jobs axed’ - ‘World growth shrinking’ - ‘Business defunct’ - ‘Continuous losses’ - ‘Debts mounting’ - ‘Sectors declining’ - ‘Cutting costs and staff’ - ‘Recession deepens’ - ‘Crisis to worsen’ - ‘Filing for bankruptcy’ - ‘The credit crunch’ - ‘Further bailout required’

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

During good times, salespeople are more like order takers than sales people. In today’s economy, more sales training is required to help organizations make it through the tough times ahead. Without appropriate sales training, you will not be able to maintain your sales results, let alone your sales team.

Sales training helps sales professional understand how customers buy, and how they have created a system to protect themselves from sales people. If a sales person doesn’t realize that the customer is in control because of this system, they will be wasting time.

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Tags: sales tips, sales coaching, increase sales, sales techniques

You may think that increasing sales by 100% is not the easiest of tasks, but with a little bit of target research, ongoing sales process training, coaching and discipline nothing is impossible.

Let me share an example with you. Last year I was engaged by a company overseas who was more than 50% behind target with only three months to go to year end and wanted to increase sales by 100%. The task to reach target by year end seemed almost impossible by the management team.

When they first met me, like most clients initially, they thought I could create a miracle and increase sales by 100% with only two days of sales training. Let me ask you a question - can you change people’s behaviors within two days? Obviously not!

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