Business Simulations – The Next Generation Of Corporate Training?

Business simulations – the next generation of computer games, or the next generation of corporate training? Well, perhaps they are both.

3 Magic Questions to Ask That Will Close Any Sales Deal

Here is a simple, time tested method of eliminating 90% of your prospect's objections by asking 3 simple questions within 5 minutes of talking to your prospect. Use these methods below to qualify, warm up, gain trust and make friends with your prospects. Remember, people buy from friends, not strangers.

Learn to Prospect Like a Pro

Tips on making cold calls from someone who has made thousands of these calls.

Sales Training Effectiveness: Increase Your Bottom Line With Sales Training That Sticks

Why are sales training programs so often unsuccessful? The typical company spends tens of thousands to hundreds of thousands of dollars to put its entire sales force through the sales training program touted to increase its bottom line numbers. But only a small percentage of participants embrace the new skills taught.

Fatal Sales Mistake Number 2: Stop Winging It!

Fatal Mistake No. 2 is “Winging It.” When presenting to a prospect, how many times have you not really known much about his business or not really known what you’re going to say or what road you’re going to take the prospect down? This is a huge error salespeople make far too often. I know because I’ve been there.

Ego Proof

Anytime someone challenges your abilities, especially your abilities to do your business, your immediate and instinctive reaction is to prove them wrong! When employing this tactic, be careful to avoid damaging the ego. When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.

The Number One Key To Long-Term Success In Sales

Sales people are always looking for the Holy Grail; that one tip that will catapult their selling careers into the Galaxy. The key to long-term sales success is something so simple! Yet many sales people fail to do it consistently. If you don't make the information in this article a part of your daily routine, my best advice to you is to forget sales as a career - you'll never make it. On the other hand, incorporate these suggestions into your selling and in time you can be number one!

The 16 Biggest Mistakes New Salespeople Make

There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.

The 5 Buying Decisions

Do you know what decisions your customers make before they decide to buy from you?

Tuning Your Listening to the Next Level

Active listening techniques are so 20th Century. Simply showing customers that we’re listening is not enough. We need to concentrate and turn up our listening volume and really focus on our customer. This article shows you how.

Top Speaker Asks: Are You Just A Trainer or A Performance Artist?

I do a one-man show. It goes by various names, but generally it pertains to selling, customer service, and to phone work. I’m held to a different standard than an actor or a humorist. Companies that stage my events and send people to my public performance venues expect me to change the behaviors and the occupational effectiveness of attendees. My art is about delivering unique information in such a compelling way that that listeners will be motivated to return to their jobs and immediately put the ideas into practice, and to work better. In a sense, my task is to make THEM better performance artists, especially as they sell and serve clients. If you do this, too, you're much more than a trainer or a speaker, says Dr. Gary S. Goodman, best-selling author, popular convention speaker, and international radio and TV expert commentator.

Presenting Your Case to the Jury

Selling is like an attorney presenting his case to a jury.

Understanding Feature-Function-Benefit Presentation

Many people think that knowing the words feature-function-benefit describes exactly how to do it. But is that really the case?