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- What Are The Benefits Of Sales Training?
- There is a common misconception that salespeople can't be trained and that it is a skill that is purely natural. Although there is definitely a knack for sales it has to be noted that there are plenty of techniques that can be taught to anyone regardless of their natural aptitude...
- White papers 2008-05-25
- Sales Training: Sell the Solution, Not the Product
- Positioning is the technique of marketing and advertising a person's products or services in such a way that it groups the competition together and sets a person apart as something better at the same time. It's a very powerful technique. This paper shows how to use it to one's advantage.
- White papers
- Sales Training Is Not Only for Salespeople
- Regardless of which training option is chosen, understanding basic selling techniques can help almost anyone perform better in business and social situations. One should remember that everyone sells something, so why not learn to do it better. While many people have had poor experiences with salespeople, the truth is selling...
- White papers 2006-03-01
- Is Successful Sales Training The Key To Profits
- Business owners and managers know that the key to their business is a very successful sales team. It is very important that the sales staff continue to bring in new customers and keep the ones that you already have coming back again and again. The techniques that are used by...
- White papers 2008-09-22
Additional Resources
- Sales Negotiations: How to Get the Most From Them
- How many sales training courses are London, Birmingham, Manchester available today? On one end people have sales training and methodologies focused on certain industries and certain levels of complexity involved in the type of sale. At the other end, they have generic sales technique courses focused purely on the interaction...
- White papers
- World's Funniest Sales Training Videos!
- It's Friday afternoon, so it's time for happy hour and of course the Sales Machine weekly dose of video humor. This series of videos, entitled "Mainframe: The Art of the Sale" is simply the funniest thing I've ever seen when it comes to capturing the harsh reality...
- Blog posts 2009-05-15
- Sales: Eternal Art or Evolving Science?
- Some people believe that selling is the same today as it was a hundred years ago -- an eternal art. Others believe that selling is constantly adapting to new market conditions -- an evolving science. What do you believe? A reader recently wrote...
- Blog posts 2009-02-25
- Quiz: Which Closing Technique Is Best?
- Scenario: It's late in the day and you haven't made your personal quota. You're speaking with a prospect about a medium-sized deal but you can tell that the prospect would like to leave for the day. However, you really could use a sale right now and you're pretty sure that...
- Blog posts 2009-09-23
- How to Ask Effective Sales Questions
- The key to B2B selling is asking customers effective questions that uncover needs your offering addresses. The most popular methodology for this is Neil Rackham's rightly famous SPIN (Situation, Problem, Implication, Needs Payoff) concept. The following video (from Ian Gilbert of the sales training firm ThirdCore) briefly explains SPIN, but then...
- Blog posts 2009-04-03
- Best and Worst Sales Gurus!
- Best and Worst Sales Gurus!RE: Best and Worst Sales Gurus!Matt Foley is a god! He's been down in the basement for about four hours drinking coffee. He knows what he's talking about.RE: Best and Worst Sales Gurus!For my money the best book written on the subject is The Accidental Salesperson...
- Discussion threads 2008-01-15
- Where ELSE is Sales Experience Useful?
- Where ELSE is Sales Experience Useful?Sales Training in IrelandThis is quite funny but very true. I'm a sales trainer based in Ireland and on the web at http://www.btbtraining.com. One of the first things I try to get new salespeople to do is identify where they all ready use selling skills...
- Discussion threads 2008-05-19
- Top 5 Funny Cartoons about Selling
- While sales pros sometimes crop up in cartoons, they generally play a bit part. Here are five short videos -- mostly by amateur studios -- that feature sales pros in a leading role. Each video is humorous in a different way, so I've included polls so that you can vote...
- Blog posts 2009-09-11
- The ABCs of Closing
- The motto for this blog is the old “ABC” adage: “Always Be Closing.” That’s great advice, but only if you understand that closing isn’t a technique to trick a customer into buying but the point in the conversation when you ask for a decision. If you take “ABC”...
- Blog posts 2007-02-26
- How to Earn Referrals
- I’m going to make your job a lot easier today. Every sales pro knows that referrals make for easier sales. How easy? Research shows that well over half of the opportunities that come from referrals end up as a sale, according to Joanne Black, author of No More...
- Blog posts 2007-03-01
- How to Build Rapport on the Phone.
- For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with...
- Blog posts 2007-09-18
- Building Trust Through Ethical Sales Behavior
- Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...
- Articles 2007-11-15
- The Art of Dodging Objections
- The Art of Dodging ObjectionsBe carefull...As mentioned, this technique can be negatively interpreted by your customer. I've used this "dodging" technique only on minor issues or objections. For example, in a prior experience in the copier business, when a customer was telling my paper tray wasn't holding as many sheets...
- Discussion threads 2007-03-12
- A Perfect Example of
- A Perfect Example ofRE: A Perfect Example ofLetting beside the formal or theorical definition or even the "i've-the-most-original-definition", if he convinces you to pay money for something in exchange i would say he is selling you something.RE: A Perfect Example ofOr... phone salespersons are not salespersons?Sales Giants of the PastGeoff,...
- Discussion threads 2008-09-11
- How to Beat a Personal Sales Slump
- A reader writes: In the past 2 months I have not been able to close any deal and have lost all my self confidence. I am now scared to go to the office and am not able to enjoy myself as I did earlier. This...
- Blog posts 2008-07-08
- Quiz: Which Opening Builds Rapport?
- Rapport building is probably the most important of all selling skills, especially in retail, where the sales associate typically has 10 seconds or less to build rapport. Here are three common approaches to rapport building in a retail sales situations. Can you spot the one that's most...
- Blog posts 2009-03-09
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