Sales Training Information

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage.

Change Takes Time

I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled.

The Changing Role of the Sales Consultant

?Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and ? more important ? to have those people accept the direction.? Vince Lombardi

Date Your Customer!

Yes, you heard me right; I said ?Date your clients!? Just think about it for a moment-what did you do when you first met your significant other?You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, ?We should go do something sometime.? They gave an answer that showed they were interested, and you went forward with the dreaded ?Do you want to go out Friday night?? question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said ?yes? you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order.

Prep Your Customer

When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want. You must have a vision of the finished product before you start. Next will come the preparation work. Before you apply a long-lasting, beautiful finish, you must ?prep? the surface by washing, spackling, caulking, or priming. The actual painting comes only after you have spent countless hours preparing for it.

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don?t bother investing much time improving the products they sell to their customers, much less develop ways to help them better understand how to use them. A very small minority of vendors have continued to send me unsolicited free bonus ?how to use it? follow-up emails and publications long after I made my purchase from them. And whenever I receive something like this, it almost always compels me to take another look at the product I purchased ? because anything that helps me understand more ways to use what I already own is pretty useful to me.

Reaching Goals in Direct Sales

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you actually do as part of the sales profession? I?m talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?

Is the Sales Funnel Dead?

Think about it. If only it was as easy as ?filling a funnel? and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn?t selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service?

Say What?!? Sales is a Profession?

What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful ?How to? concepts defined and implemented within the sales profession? These ?How to? concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we?re doomed to non-professional status. Let me explain?.

Knowledge is Power in Auto Detailing Sales

The most important thing for an auto detailer to do is to gain expert industry knowledge. Since auto detailing sales have a lot to do with educating the consumer, it pays to understand the industry. So let?s start with the types of waxes used on cars, boats, aircraft and recreational vehicles. There are many types of waxes and all have different properties, come from different places and must be used slightly differently to get the expected results.

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer.

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here?s a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems.

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I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled.

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