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Do you constantly find yourself trying to keep your sales reps on track? Does your team often miss their sales targets and goals? Join us for this program where you will learn to: Set goals that will motivate and inspire your reps and more...Sell More »
Date: Now Available on CD
With our economy in a recession, and customers cutting back on purchases, many sales professionals are asking How am I going to handle this mess?" If this recession was not bad enough all by itself...Sell More »
Date: Now Available on CD
Mark Victor Hansen, co-author with Jack Canfield of Chicken Soup for the Soul and other Chicken Soup books, says, "Everyone has to have a big list of who they’re going to call on." The product or service you are selling will determine where you get your list of prospects. For example, if you are selling ear identification tags for cattle, you’d start with a list of members in the Cattleman’s Association. If you were selling tongue depressors, you would start with a list of doctors, clinics and hospitals. If you are in sales or trying to find clients, sooner or later you ...
CRM. When you really take a good look at the concept, customer relationship management (CRM) means different things to different people and different organizations. On a broad level, CRM focus relies heavily on executing a solid sales strategy through sales opportunity management, customer insight and behavior and marketing performance. Some organizations use CRM’s to gather their prospects, nurture leads over time and respond to those prospects. Others use it to help them attract, convert, leverage and retain their customers... for as long as they can fulfill their needs. The bottom line with CRM’s is this. While there are many CRM solutions on the ...
What this means is that you are going to want to pick up the phone and call your prospect IMMEDIATELY. Why is this so important? Because the degree of responsiveness your prospect shows toward you and your offer is directly related to how quick you call them after they have asked for more information. This is so important. The sooner you call them, near the time they filled out the form, the better they are going to remember what they read and why they filled out the form. This is why our leads are so much more responsive than most other ...
Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don't even bother to get upset. I know most sane people would dismiss it. However, here's one I've seen at least three times within the past month, each attributed to a different person, each time in a different publication or on-line source. I must address it. The tip is always aimed at outside reps setting appointments by phone. These goofball “authorities” suggest when you're having a difficult time reaching a buyer and getting screened, or they're not returning calls . . . leave a message on ...
AIDCA More recently (c.1980'-1990's) the AIDA acronym has been used in extended form as AIDCA, meaning the same as AIDA with the insertion of Commitment prior to the action stage. Arguably Commitment is implicit within the Action stage, but if it suits your sales training purposes then AIDCA is an acceptable interpretation. Commitment here means that a prospective customer is more likely to progress to the Action stage if their commitment to the proposition can first be established. As ever, adding detail make the thing less elegant and flexible, which in this case makes AIDCA non-applicable to selling methods ...
The Seven Steps of the Sale is the most common traditional structure used for explaining and training the selling process for the sales call or meeting, including what immediately precedes and follows it. This structure is usually represented as the Seven Steps of the Sale, but it can can be five, six, eight or more, depending whose training manual you're reading. This structure assumes that the appointment has been made, or in the instance of a cold-call, that the prospect has agreed to discuss things there and then. The process for appointment-making is a different one, which is ...
Sharon Drew Morgen's Buying Facilitation Method® operates to a totally different set of premises than conventional sales. Here are some underpinning principles of the Morgen Buying Facilitation Method® philosophy: The seller's job is to help people understand what their systems require in order to change. Only a person working or living within a culture or system can understand it. (The seller can never truly understand the buyer's system because it is so complex and dynamic - if you are in any doubt about this think how long it takes ...
If you are engaged in any type of selling career then you know that using the phone during the sales process is necessary. How you use the phone can indeed make or break the sale. These days with CRM machines, Voice Technologies and push 1 if or push 2 if automated machines, a real human voice is a plus. But not if you do not act like a human, a human that really cares that is. In Teleselling you must not only act like you are human, but Acting Like a Human who actually cares is the key. Too many people ...