Most Active Articles 2009-11-24T11:51:34.010-05:00 Business Exchange Business_Exchange@businessweek.com urn:com:businessweek:bx:topic:most-active:sales-training Roger Neal rneal074 urn:com:businessweek:bx:article:18393860652344964630-92fb082438f495231337fc44a0390b98 2009-11-24T07:35:45.374-05:00

The real estate agent, after a long discussion of our needs and wants, begins to show us property. My wife and I are getting a tour of a cabin in beautiful northern Minnesota. It's on a smallish lake, with loons and birch trees and some hills, with...

The real estate agent, after a long discussion of our needs and wants, begins to show us property. My wife and I are getting a tour of a cabin in beautiful northern Minnesota. It's on a smallish lake, with loons and birch trees and some hills, with... http://blog.sellingtoconsumers.com/2009/11/assumptive-language-helps-the-sale-move-forward.html Skip Anderson sanderson783 0 0 0 0 urn:com:businessweek:bx:article:5961209680545799249-24984d0324f240d6338167e852fde840 2009-11-23T09:19:07.603-05:00

Selling to Consumers | Sales Training Blog by Skip Anderson

Selling to Consumers | Sales Training Blog by Skip Anderson http://blog.sellingtoconsumers.com/2009/11/7-indicators-of-high-pressure-selling.html Skip Anderson sanderson783 0 0 0 0 urn:com:businessweek:bx:article:145191810330584196-1031f2c49050078379aa5212278e84dc 2009-11-18T01:06:27.784-05:00

Be sure to talk with your hands, whether it be when you’re talking on the phone or in person. It’s amazing how much it reinforces what you’re saying by showing your conviction and confidence. It doesn’t matter how tight you are with money, spend the cash to get a headset to allow you to talk without your hands being tied up holding the receiver. No matter who you are, we all speak with our hands, and we all speak with more confidence, energy and authority when we use your hands. Nothing will kill a telephone sales call faster than a voice that lacks energy. Use your hands to help increase your level of energy. Keep in mind this does require you buy the top-of-the-line headset. I’m not going to recommend a specific one, because the type you need will vary based on the type of phone you have and the quality of your connections. When you speak with your hands while talking on the phone, use the same gestures you would if you were talking to the person face-to-face. This also will help you to be more comfortable and will help increase your listening skills.

Be sure to talk with your hands, whether it be when you’re talking on the phone or in person. It’s amazing how much it reinforces what you’re saying by showing your conviction and confidence. It doesn’t matter how tight you are with money, spend the cash to get a headset to allow you to talk without your hands being tied up holding the receiver. No matter who you are, we all speak with our hands, and we all speak with more confidence, energy and authority when we use your hands. Nothing will kill a telephone sales call faster than a voice that lacks energy. Use your hands to help increase your level of energy. Keep in mind this does require you buy the top-of-the-line headset. I’m not going to recommend a specific one, because the type you need will vary based on the type of phone you have and the quality of your connections. When you speak with your hands while talking on the phone, use the same gestures you would if you were talking to the person face-to-face. This also will help you to be more comfortable and will help increase your listening skills. http://thesaleshunter.com/blog/?p=1347 Mark Hunter mhunter316 0 0 0 0 urn:com:businessweek:bx:article:1727187678751322957-ae633ad23c3127f6adad0163de0cdcb4 2009-11-17T07:14:51.875-05:00

Sometimes my life as a husband collides with my life as a sales trainer and consultant. Last week, I...

Sometimes my life as a husband collides with my life as a sales trainer and consultant. Last week, I... http://blog.sellingtoconsumers.com/2009/11/my-very-personal-story-the-pain-of-false-objections-in-selling-and-in-life.html Skip Anderson sanderson783 2 2 0 0 urn:com:businessweek:bx:article:8013657954302425111-63e9c606d0b256c2fcb0e0051247a817 2009-11-06T21:30:05.121-05:00

It’s no secret that I like quotes. I am one of those guys who can get really motivated by the right words.

It’s no secret that I like quotes. I am one of those guys who can get really motivated by the right words. http://www.christianpf.com/famous-motivational-quotes/ Bob Lotich blotich640 35 35 0 0 urn:com:businessweek:bx:article:16611021513729054901-f01db1a9ee5073e87e177a95184db303 2009-11-10T08:56:43.558-05:00

Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has been plenty of downsizing; there are big changes in customer buying patterns; and sales training itself, due to advances in technology, is going through some of the biggest changes since the first commercially available recordings of sales trainers were produced.

Sales trainers and sales training firms have a big challenge over the next year: many customer training budgets have shrunk or been eliminated entirely; the trainers’ own revenues are significantly down—there has been plenty of downsizing; there are big changes in customer buying patterns; and sales training itself, due to advances in technology, is going through some of the biggest changes since the first commercially available recordings of sales trainers were produced. http://davesteinsblog.esresearch.com/2009/11/09/inside-the-sales-training-industry-part-2-9-big-obstacles-to-overcome/ Dave Stein dstein194 17 17 0 0 urn:com:businessweek:bx:article:5320091293598229180-ad2650a8eebedeef339d9ef926f3f83b 2009-11-13T10:31:14.412-05:00

I hereby proclaim today a "Fearless Friday." Be fearless today!

I hereby proclaim today a "Fearless Friday." Be fearless today! http://blog.sellingtoconsumers.com/2009/11/its-fearless-friday-.html Skip Anderson sanderson783 1 0 1 0 urn:com:businessweek:bx:article:144951998331271838-98946412556479ce5b5e3e61f03695ef 2009-11-10T00:22:50.889-05:00

When you’re ready to close the sale, your eye contact should only go in two places. Either looking at the item you’re selling, which may include the contract, or directly into the eyes of your customer. Looking at anything else shows a sign of...

When you’re ready to close the sale, your eye contact should only go in two places. Either looking at the item you’re selling, which may include the contract, or directly into the eyes of your customer. Looking at anything else shows a sign of... http://thesaleshunter.com/blog/?p=1334 Mark Hunter mhunter316 13 13 0 0 urn:com:businessweek:bx:article:144951998393215290-c727f019b621014f6ee6efa0ad46be92 2009-11-10T23:54:03.609-05:00

Customers will pay a premium for confidence and “risk minimization.” Confidence sells! I can’t emphasize this enough and especially now with the economy behaving the way it is. The confidence I’m talking about is...

Customers will pay a premium for confidence and “risk minimization.” Confidence sells! I can’t emphasize this enough and especially now with the economy behaving the way it is. The confidence I’m talking about is... http://thesaleshunter.com/blog/?p=1338 Mark Hunter mhunter316 8 8 0 0 urn:com:businessweek:bx:article:145191810253154881-b0d28ec167d316566cd0fee5332cda4c 2009-11-12T07:50:39.294-05:00

It’s not unusual for customers to put up a fight against your current price or a price increase, especially when the customer is concerned about finances. You have to prepare yourself for these situations, because it’s not a question of if they are...

It’s not unusual for customers to put up a fight against your current price or a price increase, especially when the customer is concerned about finances. You have to prepare yourself for these situations, because it’s not a question of if they are... http://thesaleshunter.com/blog/?p=1342 Mark Hunter mhunter316 1 1 0 0 urn:com:businessweek:bx:article:144951998269328386-92af6868e60004ed8170df96f6272247 2009-11-06T07:55:49.303-05:00

Your confidence is on the line when you close the sale, and your level of sales motivation will drive your confidence. As we near the end of the year, it’s very easy to start chasing any sale, no matter what it takes. As soon as you begin believing...

Your confidence is on the line when you close the sale, and your level of sales motivation will drive your confidence. As we near the end of the year, it’s very easy to start chasing any sale, no matter what it takes. As soon as you begin believing... http://thesaleshunter.com/blog/?p=1330 Mark Hunter mhunter316 9 9 0 0 urn:com:businessweek:bx:article:13904229844660070923-e4f16a9fb4611025efa7720462fc7b56 2009-11-06T09:21:25.802-05:00

As I see it, there are eight possibilities here.

As I see it, there are eight possibilities here. http://blog.sellingtoconsumers.com/2009/11/when-you-find-your-zipper-down-during-a-sales-call.html Skip Anderson sanderson783 7 7 0 0 urn:com:businessweek:bx:article:144712186440360521-1a372d74c8a6bb2608d52b0e453d6cc2 2009-11-03T23:30:19.765-05:00

Low-level people make tactical buys. High-level people make strategic buys. Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid or lower position in the company.

Low-level people make tactical buys. High-level people make strategic buys. Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid or lower position in the company. http://thesaleshunter.com/blog/?p=1328 Mark Hunter mhunter316 8 8 0 0 urn:com:businessweek:bx:article:144712186409388795-76fd416c6d9f03ff67dd7010b6ed6570 2009-11-02T11:13:55.081-05:00

If you’re a sales supervisor, it’s very important you monitor closely the sales motivation level of each of your salespeople over the next couple of months. Plan now on increasing your level of contact with your people and be more aggressive with...

If you’re a sales supervisor, it’s very important you monitor closely the sales motivation level of each of your salespeople over the next couple of months. Plan now on increasing your level of contact with your people and be more aggressive with... http://thesaleshunter.com/blog/?p=1326 Mark Hunter mhunter316 4 4 0 0 urn:com:businessweek:bx:article:3442682089814543554-780fdca04d4cf6eaffc6b1d1c884d59d 2009-11-02T16:44:04.194-05:00

Below is a terrific article from Elearning! Magazine for SMB and Franchise Owners who want to rapidly leapfrog their competitors via affordable SaaS Solutions. Take note as your organization can become a performance leader. On-Demand Learning and...

Below is a terrific article from Elearning! Magazine for SMB and Franchise Owners who want to rapidly leapfrog their competitors via affordable SaaS Solutions. Take note as your organization can become a performance leader. On-Demand Learning and... http://bit.ly/nQefb Bob Brogan rbrogan557 3 3 0 0 urn:com:businessweek:bx:article:14100647888694561228-d7549a596b7eafe6c8c6e62e269f3d8f 2009-11-04T17:10:59.752-05:00

Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help.

Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help. http://davesteinsblog.esresearch.com/2009/11/04/inside-the-sales-training-industry-part-1/ Dave Stein dstein194 1 1 0 0 urn:com:businessweek:bx:article:11557759265478912291-5690a60042f212acccb1a9f0a54bed88 2009-10-30T08:27:56.926-04:00

As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling. Here are some points to...

As ESR continues to dig into the sales-related challenges of our clients’ companies, we often see a lack of understanding around the issue of relationships between sellers and buyers—often referred to as relationship selling. Here are some points to... http://davesteinsblog.esresearch.com/2009/10/29/a-few-words-about-relationship-selling/ Dave Stein dstein194 2 2 0 0 urn:com:businessweek:bx:article:5169839458454746535-80f9d099483762da6ff864c8376cb030 2009-09-28T10:09:33.294-04:00

Eliminating the Obstacles to Closing Sales By Conrad Elnes - 09/22/2009 When I began the project of surveying executives to discover how companies are dealing with the three biggest obstacles to making their 2009 numbers, I attempted to follow...

Eliminating the Obstacles to Closing Sales By Conrad Elnes - 09/22/2009 When I began the project of surveying executives to discover how companies are dealing with the three biggest obstacles to making their 2009 numbers, I attempted to follow... http://www.trainingindustry.com/sales-training/articles/eliminating-the-obstacles-to-closing-sales.aspx Susan Niemchak sniemchak561 10 9 0 1 urn:com:businessweek:bx:article:144712186316473617-d851535f1c916fb357b5790cce351b07 2009-10-28T00:09:14.576-04:00

Never negotiate until the customer has resisted your offerings 3 times and “X” period of time has elapsed. It’s far too easy to think you’re going to lose the sale unless you start giving away the farm, just because the customer is not accepting...

Never negotiate until the customer has resisted your offerings 3 times and “X” period of time has elapsed. It’s far too easy to think you’re going to lose the sale unless you start giving away the farm, just because the customer is not accepting... http://thesaleshunter.com/blog/?p=1320 Mark Hunter mhunter316 1 1 0 0 urn:com:businessweek:bx:article:6474608688269927832-1a8ad84ad7d8187d1c53da79774370cf 2009-10-20T16:12:48.665-04:00

Sales treats a ‘need’ as if it were an isolated event. But it’s not. The buyer’s ‘need’ is merely an external result of historic, internal decisions, and only buyers can figure out how to manage these issues or make a change if there is a problem.

Sales treats a ‘need’ as if it were an isolated event. But it’s not. The buyer’s ‘need’ is merely an external result of historic, internal decisions, and only buyers can figure out how to manage these issues or make a change if there is a problem. http://www.focus.com/ugr/research/sales/difference-between-selling-and-having-someone-buy/ Trevor Usken tusken827 6 6 0 0 urn:com:businessweek:bx:article:5882093574561711288-85807dddbfd4eda19d03d3bb8dd8b388 2009-10-22T15:45:38.796-04:00

Below are excerpts from Luc K. Richard’s article “Top 5 Franchise Training Mistakes” published in Ezine Articles. The particular issues can easily be overcome by providing an on-line, collaborative Franchise 2.0 university. Successful franchise...

Below are excerpts from Luc K. Richard’s article “Top 5 Franchise Training Mistakes” published in Ezine Articles. The particular issues can easily be overcome by providing an on-line, collaborative Franchise 2.0 university. Successful franchise... http://bit.ly/xuHDq Bob Brogan rbrogan557 4 4 0 0 urn:com:businessweek:bx:article:144472374425562300-763442e30f284d4d2309de9bc3fd7772 2009-10-22T08:06:27.493-04:00

Learning doesn’t happen in a vacuum. Your sales motivation can be positively impacted when you adopt an attitude of gleaning from numerous resources. With the advantage of the internet, salespeople have no excuses...

Learning doesn’t happen in a vacuum. Your sales motivation can be positively impacted when you adopt an attitude of gleaning from numerous resources. With the advantage of the internet, salespeople have no excuses... http://thesaleshunter.com/blog/?p=1314 Mark Hunter mhunter316 4 4 0 0 urn:com:businessweek:bx:article:16956794584673348152-0bf28d9cc88273cd811e83f574a9dbce 2009-10-23T14:57:57.771-04:00

I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as...

I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as... http://davesteinsblog.esresearch.com/2009/10/23/three-hiring-related-truths-about-sales-effectiveness/ Dave Stein dstein194 3 3 0 0 urn:com:businessweek:bx:article:144472374487505752-5dc6a3be1de4f06f3073cdfa37b6a864 2009-10-26T10:38:20.320-04:00

I’m never in favor of price discounting, but it seems every year about this time, we enter into the silly season of price discounting. Too many salespeople and companies that are chasing a number suddenly get the urge to think the way they can hit...

I’m never in favor of price discounting, but it seems every year about this time, we enter into the silly season of price discounting. Too many salespeople and companies that are chasing a number suddenly get the urge to think the way they can hit... http://thesaleshunter.com/blog/?p=1318 Mark Hunter mhunter316 1 1 0 0 urn:com:businessweek:bx:article:144472374394590574-201541ab601ed1438bdd907cbf7a1083 2009-10-20T23:28:37.440-04:00

Offer more service to support a price point rather than discounting your price. Discounting your price is not a solution to dealing with buyer resistance. The only thing you’re doing is lowering your standards and the quality your customer is going...

Offer more service to support a price point rather than discounting your price. Discounting your price is not a solution to dealing with buyer resistance. The only thing you’re doing is lowering your standards and the quality your customer is going... http://thesaleshunter.com/blog/?p=1312 Mark Hunter mhunter316 2 2 0 0