http://www.salesencyclopediablog.com Comprehensive "How To" Selling Tips Mon, 16 Nov 2009 05:11:12 +0000 http://backend.userland.com/rss092 en 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 ... http://www.salesencyclopediablog.com/2009/11/sales-training-ideas-1-sales-rep-in-3-industries-shares-secrets-on-how-to-get-to-the-top-in-sales/ 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 ... http://www.salesencyclopediablog.com/2009/11/sales-training-ideas-face-your-fears-to-increase-sales-success/ 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 ... http://www.salesencyclopediablog.com/2009/11/sales-training-ideas-make-sure-prospects-and-customers-know-everything-that-you-do/ 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 ... http://www.salesencyclopediablog.com/2009/11/sales-training-ideas-are-you-capturing-good-sales-ideas/ What are your goals? What does your schedule look like? How often are you calling on customers and prospects and how are you touching them? Do you have a specific plan that leads to follow up? An important key to your sales success is consistency. If you are hot and cold ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-how-consistant-are-you-in-selling/ You cold called, you got the lead, you sent out some background information on your company, you called three times before you finally got the prospect on the phone, you did a 15 minute presentation, over came some objections, closed several times, and in the end you heard, "Ya know ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-be-direct-to-get-to-the-sale-faster/ When you cold call, who do you ask to speak with? Are you asking for the purchasing agent, or the president of the company? It's entirely possible that the president isn't your ideal prospect, but most of the time it's better to have the president, or someone close to president ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-are-you-calling-high-enough-when-cold-calling/ If you are strictly in telephone selling, today's blog post really won't relate much to you. If you are in face-to-face sales, how much face time are you getting these days? They say that in a tough economy, the average salesperson cuts face-to-face calls by 37%. This can be due to ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-how-much-face-to-face-time-are-you-getting/ In the past we've spoken about the importance of getting your name out to as many people as possible in order to create as many potential leads as possible. We talked about putting your URL on your car, writing articles and posting them on article banks, and also putting out ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-ways-to-get-your-name-out-there/ Today we will look at personal beliefs that may be holding you back. Do you believe you need 8 hours of sleep a night? Do you believe you're good with numbers but not with names? Do you believe that it takes you a while to learn new things? Remember: whatever you believe ... http://www.salesencyclopediablog.com/2009/10/sales-training-ideas-what-personal-beliefs-hold-you-back/