Sales training ideas – # 1 Sales Rep in 3 industries shares secrets on how to get to the top in sales.
Do you remember October 19th, 1987? That day will forever be referred to as Black Monday, the day the stock market dropped over 22.6% in one day, ending the greatest bull market in history, and nearly ending my short lived sales career.
My career as a stock broker barely survived the crash, but I then went on to thrive in that tough market moving into the top 1% of all brokers and going on to become the youngest branch manager at a national brokerage firm.
Want to know how I did it? I’ll reveal all the answers in my free teleseminar on Dec. 1: Six Steps to Sales Success. Sign up here:
http://www.salesencyclopediablog.com/previewcall/
After leaving the brokerage industry for several reasons, I moved on to two other industries. In 21 years, I’ve been in almost every type of selling situation and have sold in some of the toughest markets and economies. I’ve sold products, services, tangibles, and intangibles locally, nationally, and internationally. I’ve sold extensively both face-to-face and by telephone. Sold business-to-business and to individuals. Both established products and services as well as completely new, first-time-ever products and services and have sold for companies both large and small. And I’ve been a number 1 producer in all those venues. There are certain common denominators to success that will work with whatever you sell and I will share those with you in this free teleseminar.
This teleseminar is a preview call for my 4 week sales success teleseminar series.
Here’s the link to register or to get more details:
http://www.salesencyclopediablog.com/previewcall/
Hope to “see” you there!
John Chapin
Sales training ideas – Face your fears to increase sales success.
What do you fear the most? What would happen if you could conquer that fear?
Okay, on the surface this doesn’t look like it relates to sales, but it does. Facing and overcoming fears changes more lives than almost anything else. If you overcome your fears, it will have a direct impact on your life and your sales. Especially if it a fear such as public speaking. Why? A fear such as public speaking is what we’ll call a communications fear because it involves communicating with other people. Other such fears are: the fear of being assertive, the fear of leading a group, and the fear of being on TV or radio.
The good news is: whatever fears you have and overcome, even a fear of snakes, will have a positive impact on your life and your sales career.
The bottom line: Step out of your comfort zone by facing your fears and conquering them. On the other side of the fear, you will find a more whole, positive, and fulfilled person, and you will see a positive impact on your sales career too.
John Chapin co-author of Sales Encyclopedia www.completeselling.com
Sales training ideas – Make sure prospects and customers know everything that you do.
Do your customers and prospects know EVERYTHING your company does?
For example, when I was in the Banking Industry I sold ATMs, vaults, alarms, video equipment, and all sorts of other items that banks needed, including general contracting work. With all the areas we covered, it would be very easy for customers and prospects to forget EVERYTHING that we did. As a result, they had to be continually reminded. Not in an obnoxious, e-mail everyday kind of way, but just with casual reminders here and there. For example, every time they built a new branch office, I’d review everything and let them know ALL of our services. I’d also send out information when we ran a special on something. Another idea was to send out a quarterly list of the things we did, basically, “Did you know we do…”
The bottom line: Make sure your customers and prospects are aware of the full array of your services and how you can help them.
John Chapin co-author of Sales Encyclopedia www.completeselling.com
Sales training ideas – Are you capturing good sales ideas?
I was driving to the gym the other day and I had a brain storm. It was a great idea for a sales seminar. As soon as the idea hit me, other thoughts started to come to mind very rapidly. I pulled over, found a business card, a pen, and started writing.
What are you doing to catch good ideas when they come? A lot of your best sales ideas may hit when you least expect it, and when you’re least prepared to get them down. It could be in the shower, in the middle of the night, or driving down the road, as in my case.
The bottom line: Always be prepared to capture good ideas when they come to you. Have a pen and paper, a recorder, or other device close to you at all times.
John Chapin co-author Sales Encyclopedia www.completeselling.com
