Home Runs Are Great But You Need A Few Singles To Succeed in Selling

Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.

Like It Or Not, Knowing How To Schmooze Can Make Or Break A Sale And Even A Client Relationship

How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client. Sometimes a salesperson will lose out the moment he or she enters the meeting.

Using Dissonance to Create Action

Dissonance is a powerful tool in helping others make and keep commitments. In one study, researchers staged thefts to test the reactions of onlookers. On a beach in New York City, the researchers randomly selected an accomplice to place his beach towel and portable radio five feet away. After relaxing there for a while, the accomplice got up and left. After the accomplice had departed, one of the researchers, pretending to be a thief, stole the radio. As you might imagine, hardly anyone reacted to the stage theft. Very few people were willing to put themselves at risk by confronting the thief. In fact, over the course of twenty staged thefts, only four people (20 percent) made any attempt to hinder the thief.

Methods of Protecting Mental Consistency

When we feel cognitive dissonance, we have to find a way to deal with the psychological tension. We have an arsenal of tools at our disposal to help us return to cognitive consistency.

Brand Loyalty

It's a challenge getting consumers to remain loyal to a particular brand. Unlike the good old days when brand loyalty was a given, times have changed. As a society, we no longer feel compelled to stick with a certain company or product.

Training Sales People to Ditch Political and Religious Conversations

When training your salespeople you need to ensure that they are friendly to customers and potential clients, however you must make sure they do not try to talk about religion or politics, as if they say the wrong thing they will lose the sale. It is important to engage the customer in friendly conversation and indeed this makes sense.

Pre Assessment Prior to Sales Training

The fastest way to de-motivate your very best sales people is to sit them in a room and go over inane things that they already know and could probably teach better in your industry sub-sector than the outside sales trainer that you brought in.

Sales Training 202

Okay so you have your sales teams in place and they are trained and have been making decent numbers and all of a sudden a new competitor appears on the market in your region and the market also seems to be taking a turn for the worst. Industry analysts are calling for a minor industry sector rotation and downturn in your market.

Improper Sales Training Can Cause Burn Out

The easiest way to burn out your employees is to force them into sales positions without proper training. In my company we had set up what I called my; Bonzai Scout Teams and Blitz Marketing Teams, sales was the key.

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 3 Steps To Overcoming Intimidation in Medical Sales

It's easy to get intimidated when you are selling to highly-trained and highly-educated experts - and intimidation can hold you back from your full potential. This article will provide you with three simple steps to overcoming intimidation for good.

The 5 Buying Decisions

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

Auto Sales Training

The overall success of the automobile industry ultimately depends upon sales. There is a huge demand for well-trained auto salespeople who have the ability and aptitude to meet the ever-changing world of technology. Dealerships that invest time and money in an auto sales training program will receive the best results with a highly qualified sales staff. A good auto sales training program provides the proper education and motivation that is needed in today's highly competitive field of auto sales.