ZXZ Foundation
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"Sales Training"
This issue’s topic on sales prospects comes in response to a question I received from a reader.
Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups?
Most people are always striving to better themselves. It’s the “American Way”. For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people’s awareness that in order [...]
Language is one of the most important tools you have to influence someone.
A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed.
1. Find a strategic business partner. Look for ones
that have the same objective. You can trade leads,
share marketing info, sell package deals, etc.
The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you’ll be able to make a lot of money no matter how the economy is doing.
1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product.
A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach.
How did you do this past year on your sales goals?
Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation that occurred in [...]
Three times I have revisited Turkey after living in the country for two years in the
1970’s. How could I ever forget? Salespeople everywhere can glean some wisdom
about the unique sales approach by walking through the Grand Bazaar in Istanbul.
At least three unmistakable key sales components are apparent: ask questions, [...]
Prospect – “So now that I’ve told you what we are looking for, do you think that you can help us with this?”
1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run.
1. Combine a product and service together in a package deal. It could increase your sales. If you’re selling a book, offer an hour of consulting with it.
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company’s policies. “If you’d only offer better specials,” or blame the economy, “If only customers had the money,” or they blame their boss, “If only I got a better schedule,” or they [...]
Ever thought to yourself, “If only my team members would complete the tasks that we mutually agreed to in our action plan.”
I’ll be brief. If not – I’ll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let’s go then.
One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. [...]
1. Multiply your marketing and advertising efforts
on the Internet. You can accomplish this by starting
an affiliate program or using viral marketing.
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 can be and doing the best with what you already have.
1. Spend money on targeted advertising instead of mass media advertising. You don’t want to waste your ad dollars on people who aren’t interested.
Would you like to multiply your web site sales? Or course you would, who wouldn’t? Then take a close look at the following 10 killer ways to multiply your sales…
Imagine…you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product — everything right. And you hesitate but you do not know why. You just aren’t “sure.” And you respond, “I’ll think about it.” Then you talk with another salesperson that says the same things, uses [...]
It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct.
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