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Sales Techniques.
60 articles on sales techniques.
8 Tips for Becoming a Great Sales Manager
In this post, Mark Christie of SalesForce Training shares 8 habits great sales managers have and how you can apply them. http://www.SalesForceTraining.com
Remove the Doubt and Make the Sale
How many sales have you lost to a nagging doubt in the prospect's mind that you never put to rest? You may never know, which is exactly the problem.
The Key to Success in Sales
Knowing the principles of selling and knowing how to put them into practice are two different things. This is where most sales fundamentals break down.
What's Your Selling Style? Understanding 4 Types of Salespeople
Hunter, Farmer, Shopkeeper, and Repairman are four common selling styles. Learn how salespeople can build the versatility to sell in any situation.
The Changing Face of Sales
If you cannot make a commodity item stand out, or add value to the sale, the customer will buy on price alone. How selling has changed around that fact.
Stop Watering Dead Plants
Persistence drives sales success, but where does persistence stop and pestering begin? How to tell an opportunity worth chasing from a dead one.
Sales Training 101: Stop Selling on Price and Start Selling Value
Price is rarely the only factor in a buying decision. Learn how salespeople can build confidence, uncover needs, and sell on value instead of price.
Time Management for Salespeople
Here are tips in 4 areas of Time Management for Salespeople to help your sales team manage their time more effectively.
Stop Selling and Start Consultative Selling
Stop selling and start consultative selling by understanding your customer's business problems before recommending a solution.
Sales Pitch, Tablet Style: Using Tablets for Sales Presentations
A tablet keeps sales presentations interactive without putting a barrier between you and the prospect. How to use one to share content and demo solutions.
CPR for Sales: Consistent, Persistent, and Resilient
CPR for sales stands for consistent, persistent, and resilient. Why these three habits matter and how practice and coaching make sales skills stick.
Dealing with The Price Shopper
My boss asked me to get pricing on whatever it is you sell. How to handle the price shopper call without discounting before the conversation starts.
Dress for Success: What Salespeople Should Wear
What you wear shapes a prospect's first impression. Practical guidance on how salespeople can dress for customer meetings and protect their credibility.
Fear Sells: How Salespeople Can Use the Fear of Loss
The fear of loss can motivate buyers as strongly as the desire for gain. Learn how salespeople can use it ethically, without manipulating prospects.
Beware of the Nibbler
Sooner or later every salesperson meets a nibbler, the buyer who chips away at the deal right up to signature. How to spot one and stop the nibbling.
The Sport of Selling: What Salespeople Can Learn from Sports
What can salespeople learn from sports? Discover how practice, discipline, coaching, teamwork, and continuous improvement can improve sales performance.
The Secret to Handling Sales Objections
Objections make most salespeople's hearts sink. The secret to handling them so they stop costing you deals, from a trainer who got it wrong first.
The Secret to Handling 'It's Not in the Budget!'
It is not in the budget is rarely about money. What the objection usually means, and the questions that reopen a conversation you thought was closed.
Talking Price
You should not talk price before you have established value, but that is not always possible. What to say when you are pushed for a number early.
Developing WIFM Benefits that Sell
Talking facts and features is where most salespeople say the wrong thing. How to build What's In It For Me benefits a buyer actually responds to.
The Most Important Step in Selling: Know the Customer
Understanding the customer is the most important step in the sales process. How better questions help salespeople qualify deals and build credibility.
6 Biggest Time Wasters for Salespeople
Six habits that quietly drain selling time, and how to work out the real value of one hour of your salespeople's time before you give it away.
Preparing for the Close
One successful sales rep beat their fear of closing with a simple routine. What they did to prepare, and how to build the same habit into your team.
Dealing with RFPs
Some businesses and government departments collect supplier pricing through a formal Request for Proposal. How to decide which RFPs are worth answering.
Selling to VITO: How to Sell to Senior Executives
Learn what VITO means and how sales professionals can engage senior executives by focusing on business value, measurable results, and executive priorities.