Home / Archive by category "Training" (Page 2)

Training

if you always do what you’ve always done…

If you always do what you've always done you'll always get what you've always got! [ap_column_wrap] [ap_column span="3"] If you always do what you've always done you'll always get what you've always got... or so the saying goes. The reality in business; however, is that you will get less than you've always got as someone will do better, faster, cheaper and take your business. Clichés ar...
Read More

Do you actually want buyers?

For those of us in business the answer to the question 'Do you actually want buyers?' would generally be a 'yes!' [ap_column_wrap] [ap_column span="3"]There is a distinct difference, though, between someone buying from you and you selling to someone. Let's say they arrive at your flower shop choose an arrangement and buy it. Great! However, think about it a little deeper. If someone had inter...
Read More

I don’t want to be a salesman!

I don't want to be a salesman! [ap_column_wrap] [ap_column span="4"]This is something often heard from small business owners, perhaps the self-employed tradesman or the specialist engineering company and is completely understandable. BUT, the reality is that if you are exchanging a product or service for a fee you are selling. Maybe not in the professional salesperson sense but you are looking t...
Read More

Hunting, farming or fishing?

There is a tendency to lump sales people into one mould but this could not be farther from reality. Three modes of selling exist, Hunting, Farming and Fishing and the approaches for each are quite different: The Hunter will use lots of time and energy tracking-down sales prospects but nurturing the herd once found is alien. This is what most people see as a 'typical salesman' and they are oft...
Read More

My competitor? Oh, they’re good!

We've all been in the position of pitching our business when someone says "what about XYZ-Systems?" (our competitor). How do you respond? How should you respond? Clearly we do not want to sell for the competition and many of us learn that 'attack is the best form of defence'. Well, maybe against a wild animal but not in a sales situation! My suggestion to you is simple: Praise your compet...
Read More

Bond, James Bond

Bond, James Bond... one of the most well known movie lines of all time, but why? It comes-down to the use of English and, in particular a technique called a diacope. Writers employ these techniques to make certain words and phrases stick in our minds and a diacope is basically repetition of the phrase with a small 'something' in between eg. Bond, James Bond. Bond (key word), James (the 'somet...
Read More

The High Flyer

We've all seen the High Flyer sales person but what makes them so good? [ap_column_wrap] [ap_column span="3"]If you work in a sales team you will have one person that seems to out-perform the rest, even if the territory has similar prospects, the products are the same etc. The weak sales person will find something/someone to blame but the professional sales person will look and learn. In m...
Read More

You do have competitors

Even the most unique product or service has competition and the business that recognises this has the advantage. [ap_column_wrap] [ap_column span="3"] Let's say that your business sells computers. Your customer needs a new computer and you have the perfect machine at the perfect price. Your store is across the street from their offices and they have bought from you many times before. Where ...
Read More

One day sales training workshop

December 3rd, 2014: One day sales training workshop in Middleton-on-Sea, West Sussex, PO22 7RH. Most small businesses are started and run by people highly skilled in a particular area with a passion to match; however, business demands much more and selling is one area where some training will make a significant difference. Sales people are trained, not born and this workshop is ideal for thos...
Read More

Stuck? Ask a question!

If asked most what they fear the most salespeople will say "cold-calling" or "closing" yet, in truth these are both fairly straightforward. Dig a little deeper and what we find is one of the biggest fears is actually the dreaded 'lengthening pause' and the longer it lasts the more difficult it becomes. The technique to overcome this is simple and really comes-down to your own preparedness. ...
Read More

Plato or Aristotle?

What do the Greek philosophers, Plato and Aristotle, have to do with selling? [caption id="attachment_105" align="aligncenter" width="236"] Plato[/caption] Take two opposing philosophical stances, Rhetoric and Dialectic (Emotion and Logic) both of which are valid ways to convey a principle or statement. Which is likely to receive greater acceptance from your prospect? As a sales professiona...
Read More

Tell them what it does…

Last week we wrote about sales people talking about the product/service rather than what it provides to the customer. The next question is "When do you tell them 'what it does'"? Many presentations and demos begin with: who we are, what we do, how long we've done it, how much money we've made and then what it 'is'. If you are a complete unknown there may be some relevance to s...
Read More

It’s not what it is…

So many sales people miss the point that whilst customers may-well be interested in the detail of the product/service, what makes them ultimately buy is what it does. Regardless of whether it is a chocolate bar, a piece of technology or a pension you need to convey to the customer what the item actually does, how they will benefit. Always keep in mind that "It's not what it is, it's what it ...
Read More

Salesmen are like Policemen…

Salesmen are like Policemen; you never see their faces! [ap_column_wrap] [ap_column span="3"] They all look the same, they all dress the same and they all say the same things. Ask yourself a simple question: "What do I remember about the last sales person I met?" now put yourself in your customer's shoes and ask the same question from their perspective. Food for thought, huh?[/ap_column] [ap...
Read More

Sharp Chisel…

A sharp chisel is an efficient chisel. [ap_column_wrap] [ap_column span="3"]Ask yourself this: "Would I employ a carpenter that had blunt chisels?" and we're guessing the answer is a resounding 'No!', yet how often do you train your sales people to hone the tools of their trade? Forget what you have heard about 'the gift of the gab' to describe a salesperson and think more 'verbosity without ...
Read More
Top