Sales Techniques Articles

1). The Sales Training Series: Dealing With Sales Objections and Stalls By : Duane Sparks
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
Article Related to: sales training, sales training program, selling skills, selling, sales techniques, sales strategy

2). Sales Training - 'Confidence 101' By : Ray Turnbull
First and foremost, the very first thing you need develop in sales and negations is your confidence. But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado. Let me explain! Say you are a physically confident person. You would most likely tell yourself that you could.
Article Related to: sales, selling, sales tips, sales questions, sales techniques, selling techniques, sales training

3). Sales Tips - "How Do I Combat Price Objections?" By : Ray Turnbull
The cheapest price in the marketplace, as most people are now aware, does not guarantee you value for money.
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4). Increase Your Sales with Hypnotic Double Meanings By : Danek Kaus
Copyright 2006 Danek Kaus Advertisers know that the best way to sell something is to reach people on an unconscious level. That is why so many products are tied to sex in one way or another. Beer commercials, for example, show men drinking their brand surrounded by beautiful women. As the men in the audience watch, an unconscious link can be created between drinking the beer and sexual satisfaction, or at least the opportunity for it.
Article Related to: sales, selling, subconscious mind, unconscious mind, sales techniques, hypnotic influence, influence, hidden influence, persuasion, power persuasion

5). 6 Steps to Closing the Sale By : Jim Klein
When it comes to closing the sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close the sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common challenges and increase your closing ratio.
Article Related to: closing the sale, closing a sale, sales training, sales techniques, sales tips, sales skills

6). Cold Calling: How You Can Get Past The Gatekeeper, Into The Executive Suites By : Leslie Buterin
Copyright 2006 Top Dog Consulting Put pencil to paper and list every single sales-stopping-objection that spews from the mouths of gatekeepers. Know what you’ll find? Literally, dozens of objections that subtly challenge the appropriateness of you scheduling an appointment in the executive’s office. Ah, but here’s the good news... When you’re greeted.
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7). 4 Keys to Unlocking Your Sales Success Potential By : Greg Beverly
The "90/10 Potential Theory" suggests that we reach only 10 percent of our true potential. Use these 4 keys today to double, triple, or even quadruple your sales results.
Article Related to: sales success, sales coaching, success, sales tips, sales techniques, sales goals

8). The Sales Training Series: Selling With A Better Strategy By : Duane Sparks
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.
Article Related to: sales training, sales training program, sales skills, sales techniques, sales presentations, selling

9). How To Get Face To Face Over The Phone By : Jim Klein
You're at a disadvantage when talking to prospects on the phone. Take back the advantage.
Article Related to: sales training, sales coaching, sales tips, sales techniques, sales skills, phone skill, sales

10). The Gatekeeper is Your Key to Sales Success By : Greg Beverly
Too often we see it as war...a battle to be won or lost. If the gatekeeper wins, we lose. If we win, we have defeated the evil gatekeeper. It doesn't have to be that way, nor should it be. Here's a way that everyone involved gets what they want.
Article Related to: sales success, sales coaching, gatekeeper, sales tips, sales techniques, sales goals

11). How to Speed Up The Decision Making Process By : Bernadette Doyle
Copyright 2006 Bernadette Doyle The first hard lesson I learned when I started my own training company was that businesses can take A LONG TIME to make a decision! However well a meeting went, however much time I put into a proposal, it seemed decision makers did not share my urgency when it came to making a commitment. In this article I am sharing.
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12). The Sales Training Series: The Right Way To Sell By : Duane Sparks
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

13). Sales Success and the Power of Why By : Greg Beverly
Knowing why your success is important to you has the power to change your life.
Article Related to: sales, sales success, sales techniques, sales tips

14). 12 Great Reasons to Know Your Target Market By : Greg Beverly
Knowing your target market can mean thousands of dollars in sales!
Article Related to: sales, sales goals, sales success, sales tips, sales techniques

15). The Sales Training Series: Sell Yourself Before You Sell Your Company By : Duane Sparks
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

16). Are You Getting Paid for Your Time on the Phone? By : Jim Klein
Do you spend hours on the phone every day and feel like you don't accomplish anything? Are people using your valuable time without giving you something in return? Learn how to get paid while your on the phone.
Article Related to: phone sales technique, sales techniques, sales training

17). Sales Success Tips for 2006 By : Greg Beverly
If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been putting off for whatever reason. They are not really reasons...they are excuses...
Article Related to: sales tips, sales techniques, closing sales, sales help, sales success, success in sales, sales help

18). How To Get Clients To Take Immediate Action By : Jim Klein
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action?
Article Related to: sales trainingpersuasion technique, sales skills, sales, selling, sales techniques, sales tips

19). Why Being Aggressive Won’t Get You Sales By : Robert Warlow
When people are asked to think of less than successful salesman, one of the unpleasant characteristics that springs to mind is them being pushy or aggressive. The usual memory is of looking for a new car or used car! We have all had experiences when the salesman hasn’t stopped talking and you sense yourself being pushed to say ‘yes’. You find yourself.
Article Related to: sales skills, sales techniques, aggressive selling

20). Cold Calling: How You Can Avoid The Worst Mistake Made By Sales Pros By : Leslie Buterin
Copyright 2006 Top Dog Consulting Sales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?” Here’s the emotional truth behind this seemingly innocent question … Most sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought about dialing-for-dollars.
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21). The Sales Training Series: Asking The Best Questions By : Duane Sparks
Effective questioning is a critical selling skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

22). The Sales Training Series: Know What You’re Selling By : Duane Sparks
You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn't you launch straight into your presentation?
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

23). The Sales Training Series: Listen to the Customer By : Duane Sparks
Blessed with the "gift of gab" are you? That's nice. But true sales professionals know that before they start gabbing to customers about their product features or anything else, they need to listen to what the customer has to say - and demonstrate that they're paying attention.
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

24). The Sales Training Series: Buying The Salesperson By : Duane Sparks
In any major sale, a prospect makes a predictable series of buying decisions that lead up to the final purchasing decision. The first and most important of these is: "Do I 'buy' the salesperson?" This decision is always made before the prospect will seriously consider other factors such as product features or price.
Article Related to: sales training, sales management training, selling technique, sales techniques, sales presentations

25). Sales Success Secrets for the 4th Quarter By : Greg Beverly
This is the beginning of the fourth and final quarter of the year. Today is the day to make your move forward. The time for excuses, the time for waiting is over. It's now or never. If not today, then when?
Article Related to: sales success, sales coaching, success, sales tips, sales techniques, sales goals