Where is the Training Issue?

Too often, customers are frustrated in restaurants by indifferent service and food quality, and companies seem to be unable to solve the turnover problem - it's blamed on bad hires or inadequate training. Some companies even cut training dollars since they expect their employees to quit anyway.

The 16 Biggest Mistakes New Salespeople Make

There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.

Unlearning Is Just As Important As Learning

Without a doubt learning new skills and developing the right attitudes in sales is vital. Without them it is impossible today to ensure your continued success. Whether these new insights come from a mentor or coach, reading, attending seminars, listening to CD’s or just talking with peers or your manager it is essential to continue to hone your abilities if you want to successfully compete in today’s changing world.

Sales Training - Making It Stick

Communication is often touted as the most important aspect of sales training, but the most important thing about sales training is whether or not it brings about results. Why is it that when you simply repeat your requests in memo after memo or yell what you need changed, the change in sales training that you are hoping for doesn't come about? Because what is going to happen if they don't implement the new training procedure? Another memo? Another yelling session? For most, this is not enough motivation to make a change, especially a change that they are not inspired to absorb.

Stuck in Neutral?

Still getting the same results? Start by doing a check-up from the neck up.

They Laughed At Me Until They Saw Me Sell

This article describes techniques and tricks on how to close every sale, what technique to use and basic errors to avoid.

5 Easy Steps to Closing the Sale: Step I

This easy 5 step process was developed for those who have few sales skills, but need to learn the basics of the sales process. Marketing brings prospects to your door, but it's sales skills that makes them paying customers.

5 Easy Steps to Closing the Sale: Step V

This is Part 5 of the series: 5 easy Steps to Closing the Sale. This step shows you how to easily gain agreement from the prospect.

Using Improvisational Comedy as a Business Training Tool

One of the major issues in today's corporate work environment is the “lack of trust and team work”. Businesses have to be ever so focused on the “Bottom Line” because of the competitive pressures facing them from the global community, corporate downsizing and restructuring and downward price pressures on products and services. As a result of these new business drivers we have lost our sense of trust in our Employers and our fellow Employees. This is where Improvisational Comedy can help. I needed a break from the “Corporate Rat Race”, so I enrolled at The Players Workshop of The Second City to learn Improvisational Comedy.

Verbal Software

Positioning is not about exaggeration or any type of misrepresentation, but about taking the opportunity to accentuate and leverage the positives in language that is clear and persuasive to the audience.

Why Successful Sales People Need to Unleash the Power of Positive Thinking

We all know that when you are bursting with confidence and enthusiasm you have a far greater chance of making that sale. It's all about attitude. If you are in the wrong frame of mind when you start talking to your potential customer then you won't sell a bean. After all, if you do not sound passionate about your product or service then why on earth should your customer bother to give you an order?

Tracking Leads is Just as Important as Getting Leads

Developing a truly effective marketing plan that generates results is no easy task. The benefits of having a management system far outweigh the disadvantages. It results in better decisions that are closer to what your clients need.

Overcoming and Handling Common Sales Objections

Overcoming and handling common sales objections is an essential part of selling. Learning some basic skills will allow you to be more successful in your selling efforts, and make your customer more satisfied with the process involved in acquiring your product.

Still Selling By The Numbers?

Why are so many managers and trainers still teaching this garbage? I am not sure, but I can guess it is because they don’t know how to teach more effective prospecting so they want you to make up for poor prospecting skills with more calls. Now, here is a real winner for success.