10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. 1. Any archaic, stilted words, such as: hitherto, whereby,thereby, herein, therein, thereof, heretofore. 2. "Kindly advise." As opposed to not kindly advising. 3. "Whereas."... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.Mistake Number One: Over... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Your f~ree trial or sample chapters will show your visitors that you are confident in the quality of your product and lead to more... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I'm sure.... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process.1. Focus on What Your Customers Really WantYour customers really don't want your products or services. They don't even want what those products or services do... Read More

In The News:


Entrepreneur

Sales Training Won't Work Without This
Entrepreneur
Ninety percent of sales managers suggest that a lack of fresh and relevant training material is what keeps their teams from staying engaged, according to Salesforce. Eighty percent of sales managers claim they do not have the time to train their staffs.


Pulse

Why Sales Training Doesn't Work
Pulse
SalesForce published an article that suggested some 80% of sales managers claim they do not have the time to train their staff. Over 90% of sales managers claim their issue is not having sufficient amounts of sales training material that is fresh and ...


Sales Simulations – Try One, You'll Like It
Business 2 Community
Some companies now are looking to sales simulations as a way to realistically combine training in sales call execution skills and sales strategy into a single sales training program. Historically, these topic areas have frequently been conducted in ...


Is It Time To Update Your Hotel Sales Training Program? | By Doug Kennedy
Hospitality Net
If you could put a hotel sales manager from the 1990's into one of those time machines such as H.G. Wells wrote about, they would find that the sales office of today is a completely foreign environment. Gone are the pink message pads waiting on their ...

and more »

Boston Business Journal

Clinical sales training firm Illuminate tripling footprint with new South End ...
Boston Business Journal
Illuminate, a firm that develops clinical sales training manuals for the life-sciences industry, is more than tripling its Boston footprint with a new lease in the South End neighborhood. The firm will move from its 1,500-square-foot location at 27-43 ...


Business 2 Community

Let's Make A Deal: Best-In-Class Sales Training Can Shorten Your Sales Cycle
Business 2 Community
Indeed, only nine percent of survey respondents for Aberdeen's recent report It's a Marathon, Not a Sprint: Best-in-Class B2B Sales Training for an Ever-Changing Market, indicate that they have no current or planned sales training activity, and among ...


Training Your Sales Personnel.
4Hoteliers
The training program should be designed to achieve maximum participation on the part of the audience; as much time as possible should be devoted to realizing this goal. Some participation-encouraging techniques will be discussed later in this chapter.


Jim Hutchison to support Avolites US sales and training team
AV Magazine
Hutchison is working directly with Brad White, Group One's national sales manager for the brand, in interfacing with new and potential customers, providing product demos and training, and servicing existing users of Avolites' products across America.


The missing 'soft skills' of sales
The Herald Journal
I would propose that sales skills should be an essential component to an employee training program. A friend of mine, a teller at a bank, is not happy. Her bank is requiring all of the tellers to take sales training so they can begin cross-selling ...


Why Sales People Should Never Stop Training
Business 2 Community
Sales can be a tricky career to go into, even the most optimistic person out there can begin to feel deflated when they hear the 'no' word enough times. But it can also be extremely fulfilling to see your efforts directly affecting the business you are ...

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5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

The Changing Role of the Sales Consultant

"Leadership rests not only on outstanding ability. It also rests... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Value Add Negotiating for Sales Professionals

Imagine this scenario. You are a sales representative for Baker... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More