ArticlesAZ : Latest articles from the category Sales Training

B2B Sales Leadership: How to Motivate Your Sales Team to Achieve Next-Level Selling

Mon, 24 Sep 2007 00:00:00 GMT

Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should

Sales Training Tip ? How To Retain Top Sales People

Thu, 19 Jul 2007 00:00:00 GMT

There are four primary reasons a good sales person, who is producing at high-levels at a company, will choose to leave that company. Su

How to get referrals in the sales process

Wed, 23 May 2007 00:00:00 GMT

First, getting referrals is as easy or as difficult as you make it. The main reason most sales people are not good at getting referrals is simply bec

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10 Ways to Overcome Sales Objections

Fri, 20 Apr 2007 00:00:00 GMT

According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the

The Big Secret In Selling Real Estate, Insurance, and Financial Services

Wed, 21 Feb 2007 00:00:00 GMT

I recently spoke at a national convention of real estate brokers and agents. After my talk to the hundreds of real estate professionals

How to move the sale forward

Sat, 17 Feb 2007 00:00:00 GMT

I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and closed. Only use open questions when xyz

5 Small Steps To Ultimate Sales Success By Gavin Ingham

Tue, 31 Jan 2006 00:00:00 GMT

?Selling worth doing is worth doing badly ? at first!? ~ Gavin Ingham, 2002Have you ever wanted to learn something new but just found it too difficult? Or started something but gave up because you just

Visual Science of Selling

Tue, 31 Jan 2006 00:00:00 GMT

Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is

20 Ways to Blow a Sale

Tue, 31 Jan 2006 00:00:00 GMT

As in any area of business we can learn many things from our mistakes. There is no better way to refine your selling craft than to do a candid analysis of how or why you lost a

The KYSS Principle ? Keep Your Sales Simple, Your Sales Closes Will Explode

Tue, 31 Jan 2006 00:00:00 GMT

The simpler you make the decision making steps for your prospects the higher your sales close ratio will go. When there are too many decisions people will procrastinate.Reduce sales decisions to the simplest, most linear

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

Mon, 30 Jan 2006 00:00:00 GMT

The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals.Successful people know that one of the most important

Increase Your Sales Without Spending Another Cent

Mon, 30 Jan 2006 00:00:00 GMT

Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you

Auto Sales - How to Build a Repeat Client Base in Automobile Sales

Mon, 30 Jan 2006 00:00:00 GMT

Here is a question I recently received from a young automobile salesperson:"I'm a sales rep just starting off. I am 21 years old and have nine months experience at a (auto dealership) store. It is

When The Clock Strikes Twelve!

Mon, 30 Jan 2006 00:00:00 GMT

I just finished reading another sales copy ending with the Deadline Marketing!And it's the sixth I see today saying "If you order by midnight, blah blah blah...."I'm sure you've seen it. And I'm sure you're

Selling Effortlessly by Numbers

Mon, 30 Jan 2006 00:00:00 GMT

My whole world changed once I realised that selling was really not hard to do. You don?t need any fancy scripts. Neither do you need any clever closing phrases such as ?which color would you

Customers - Always be Focused on Them

Mon, 30 Jan 2006 00:00:00 GMT

I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material.Lots of statements such

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Mon, 30 Jan 2006 00:00:00 GMT

Do you find yourself making these kinds of assumptions?-?I lost the sale because my price was too high.?-?I know exactly what my customer wants.?-?I can?t hold a member of my team accountable for the delays

The Myth of the Natural Born Sales Wonder

Mon, 30 Jan 2006 00:00:00 GMT

When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1.Personality researchers assume that people are predisposed to sales and t