Are You Marketing or Selling?

Once upon a time there was a deaf salesman named Aesop. He tried to sell his wares to the blind brothers Grimm, but no matter how much he elaborated on the features of his wares, the brothers Grimm could not see the benefits. The brothers tried to explain to Aesop that they could not see the features that he described so eloquently, and that they would like to hold the wares so they could appreciate them from their own perspectives. Unfortunately, Aesop was busy talking and could not hear their requests, so the parties separated in mutual frustration and disappointment. How could the grim results of this fable be avoided?

Knowing The Ins And Outs Of Sales Is Crucial To Your Success!

By have a great fundamental ground floor in your sales training, it will almost guarantee more sales.

Measuring Training's Value: Metrics Lite

Being a sales consulting and training company, clients and prospects often ask if we can measure the impact of our training, and occasionally whether we can guarantee increased sales. While we have confidence in our consulting, instructional design and facilitation abilities, and understand the importance of these questions from both management and training perspectives, quantifying training’s impact can be a slippery slope for any training company.

Hey Trainers - Write 38 Instant Meaurable Objectives in Minutes!

Need help writing measurable objectives quickly? Use these tips to create 38 powerful and measurable objectives in just minutes. Taking time to create better objectives will result in a better final training product. Put these training secrets to use in your training organization today!

Advantages of Insurance Leads

The advantage of an insurance lead is that the salesperson will be speaking with someone who had at least indicated some interest in the idea that will be discussed. This means it will not be an uphill battle from the start, and there may be some common ground on which to build. Common ground is important in any sales situation.

Who is Costing You Money?

If you rely on other people to help you reach your sales targets, take the time to coach and show them exactly how to do it. Don't let other people cost you money!

The Three Most Important Lessons You Will Ever Learn In Training

When I commenced my training career in 1980 (with a major manufacturing, distribution and retail tire company, based in Australia) something I read in those early days had a major influence on me and the development of a long term career in this great profession. Three simple, yet profound sentences.

Prospects Refuse To Learn How To Work Any Business Opportunity For One Simple Reason

The quickest way to create energy and enthusiasm in your team is to get them to have fun and teach them at the same time. But here's the key. They do not want to learn anything. It's always easier to trick them in to learning by presenting the lesson in such a way that they think they just stumbled upon it by accident.

Turn Customers Into Clients for Life

Do you constantly find yourself battling with your customers on price? Are you losing sales that you were sure you were going to get? If you want to start winning more sales, you need to stop selling to customers and start consulting for clients.

Hunters and Farmers, To Be a Master Salesperson You Must Excel at Being Both

Yes this is an article on selling not about buying a large rural property. I'm referring rather to the nature of salespeople, the hunter nature of the majority and farmer nature of the rest. Everyone who sells feels most comfortable in one camp or the other. A small percentage of salespeople excel in both. These are the true masters.

Finding Talent For Your Staffing Company

Using recruiting dynamics is what will allow you to fill shifts within a 24 hour notice or less. Finding talent for your staffing company is all about perceptions and how you use your existing talent pull. It is not the amount of talent you have but how you manipulate the perception.

How to Be a Persuasive Salesperson

One of the most important tools a salesperson should possess to be a success in sales is persuasion.

Don't Answer Objections, Isolate Them!

The best way of overcoming sales objections? Not answering them, but rather, questioning them!

The Number One Buying Motive - What Every Prospect is Seeking Through the Buying Experience

Over the years that I have spent in sales and sales management, I have heard of a multitude of surveys that questioned consumers of both products and services on what was their number one buying motive when they were making a decision to spend their money. It's amazing what they discovered. It is even more amazing to uncover the one that got missed. That's the one buying motive, common to virtually everyone.