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Latest free sales training tips sent in from you, our friends.
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Enjoy these new free sales training tips. Then add your own sales solutions that we can share here with others.
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Add your own sales tip. YOUR NAME HERE, YOUR TOWN HERE:
Share with us, as we share with you.
It's cheaper than donating to public television and it's worth a lot more to the rest of us. SUBMIT YOUR SALES TIP HERE
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Sales training tip from - Tyler Buck, Genuine Auto Glass,
Tacoma, Washington:
On a daily route, I call on auto dealers and sell to the used car manager. There have been a few that have been using another vendor for years, so my technique is to close in around them, meaning talking to all the other employees about what I have to offer, and eventually they let us do their work.
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Sales training tip from - Richard Farnhill, Leeds, WY, UK:
Become known for something special!
I train Sales Reps for a large UK employer with a great reputation. We took a guy on three months ago who had some sales experience in a completely different market. On my first Field Training Day with him, we met up early morning in a Cafe. I bought him a coffee, and he handed me a Mars bar from his suit jacket. I thought it a bit odd. Anyhow, on our first call, he gave the receptionist a Mars Bar, and also the Service Manager he was seeing. This continued throughout the day. He had two cases of chocolate in his car boot (trunk?) that he bought himself!
I didn't really pay a great deal of attention, but looked at his sales figures at the end of the following month and they were fantastic. He was no more eloquent or organized than anyone else, but had found a niche. Something to be remembered by! He is not known as the guy from AutoWindscreens but that guy who brings Mars Bars!
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Sales training tip from - Jason Taylor, Virginia Beach, VA:
When the market is extremely competitive, find out your
prospects "pain" with their current distributor. A potential customer may
be loyal to your competitor, but there is always one or two things that you
do better.
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Sales training tip from - Angel Farrington, Education Advisor, New Horizons CLC of Lexington, KY:
Ask the gatekeeper to help you. For instance, I need to find out who is responsible for____ would you be able to help me with that? It seems to increase my chances of actually getting to the right person.
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Sales training tip from - Laura Benson, Pompano Beach, FL:
Basically I feel that the telemarketer should be warm and friendly and NEVER
sound desperate. They should address the consumer's concern instead of
blowing right through it....take the time out to really LISTEN to what the
consumer is saying.
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Sales training tip from - Veronica Hernandez, San Diego, CA:
Visibility is very important for the customer. They want to see you frequently. Most sales people land an account, set them up with the basics and never go back to support them. A customer does not like to be left out of current promotions or rate changes. The last thing you want your customer to tell you is "Why was I not informed before?". This could cause your customer to lose faith in you as a sales rep. Make it a point to see your customer at least once a week or twice a month depending on your territory. Send him emails, faxes and phone calls with plenty of updates or just to say hi. This will show the customer that you care about his business and future revenue.
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Sales training tip from - John M. Williams, Tom James Clothing Company, Mckinney, TX:
What I have found to be extremely successful is to make sure your prospect
enjoys your visit. They might be having a hectic day, forgot you were
coming, or something going wrong at home. That's okay. Appreciate their
situation, and try to be a bright spot in that hectic day. This can be done
simply by listening. They will be more apt to by from you if they know you
understand their situation.
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***** See more sales training tips below *****
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Stan
Rosenzweig, creator of this site, has written six books, over one hundred and fifty magazine columns
and has led seminars on sales and marketing training throughout the U.S. His
current books include "Smart Selling- How You Can Turn Ordinary Selling Into Extraordinary Income. Twenty lessons that have helped thousands to earn millions," "Smart Marketing- What Big Companies Practice
and You Should Learn About Marketing, Branding and Business Development"
and "Smart Telemarketing- How To Turn Ordinary Telemarketing Into Extraordinary Income." Some of his best field-proven methods are shared here, and are free for you to try. But, remember, all material on this website is copyrighted, so you have permission to use it only for your own individual training. Order them here
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Sales training tip from - Nicole Hover, Fontana, CA:
You have to act like your not selling anything to the customer, but
recommending to the client. You are simply there to 'help them'. Nobody is
going to buy anything, they are simply going to reflect on the recommendation
they received. Always remember, sales is not the word. recommending is. Your
goal is making them believe your helping them, not pressuring them. But don't
be to passive. Some aggression is needed to succeed!
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Sales training tip from - Michael Sullivan, Gilbert, AZ:
A telemarketing sale is not brain surgery and you don't always
get scholars in your training classes. If you explain the sales process in an
easy to understand term, what I like to call "Kids Term", then the sales
force will understand it better and feel more comfortable using it.
Example:
Handling customers objections to your sales pitch.
Use the A, B, C approach
A - Acknowledge the objection that the customer(s) give. OK, I UNDERSTAND, I
CAN APPRECIATE THAT (and you can use these on any and all objections
throughout the call)
B - Give the customer a benefit statement that will answer their objection
or turn their objection into an agreement.
C - Control the call by questioning the customer. Ask them a question that
gets the customer to give you more information about them (needs and wants)
and then focus you sales approach on those needs and wants.
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Sales training tip from - Frank Woods, ATS Training Systems Pty Ltd, Lindfield, Australia:
Watching the bottom line. As sales people we often tend to focus on price, in fact it is really easy to think that you can solve all problems by lowering your price or offering an additional discount. Be careful to think before you act and when confronted with a problem during a negotiation or sale think to yourself, "how can I resolve this issue without reducing the price?" You may find that there are a number of ways you can improve the 'value proposition' without impacting the bottom line. This'll help your pocket and dramatically improve the company's bottom line - if you know your accounting you'll realise that discount is actually NET PROFIT you are handing over to your client.
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Sales training tip from - Candace Gray, CAB Computers & More, Hartford, SD:
Being a good listener is important as you are getting to know your potential client. If you can remember something the potential client has said to you and relay this back to him/her the next time you speak, well the potential client may just be impressed that you actually recalled something they said to you. I usually take down a quick note as a reminder to myself that this particular item will be used in my next call. For example, I spoke with a gentleman and he told me he was quite busy to have a conversation at this time due to the fact he was on his way to visit his daughter and new grandson in the hospital. I politely told him I would return my call. When I did I remembered to ask him how his daughter and new grandson was doing. He was amazed by this cordiality and it gave us an instant ice breaking place to start building a good business relationship.
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Sales training tip from - Jim D. Chan, Schlumberger Measurement, Yorkville, IL:
Companies do not buy anything just because they like you, or if you have a great sales pitch. They buy because your product benefits them in some way: lowers their manufacturing cost, increases their productivity, or helps them gain a competitive advantage in some other way.
In order to paint a clear picture of how your product will benefit the prospect, you need to find out what they do, what their key management issues are, and identify a way your product will help. Then you need to quantify this for the prospect in terms of RETURN ON INVESTMENT & PAYBACK time. This is what will catch the attention of the key decision makers.
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Sales training tip from - Mark Dobberthien, Talent Partner, The Aspire Group, Edmonton, Alberta, Cananda:
Clients love to talk about themselves if you simply give them a chance and listen. Pictures on their desks? Ask about their families, hobby's. Very few client managers went to school specifically for what they do. How did they come in to their position? Determine their birthdays, set up a tickler in your computer. They will be floored that you remember. Final tip. At client lunches, let them relax, order, settle in before hitting them with business talk.
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