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“On Sale” and what it means for Sales.

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Have you looked around lately … e.g. Television, advertising while surfing the Internet, brochures, bill boards, shopping malls etc.?

All you ever see is “On Sale” – (nearly) everywhere.

Then all of those advertising where many larger retailer constantly tell you “if you find the same product cheaper in other stores we beat it by some percent”.

Let’s face it; there will always be someone offering their products or services cheaper than you. But are they offering exactly the same as ...

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How much Sales Training should I have?

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Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training.

Of course, larger businesses can afford to invest in the development of their sales teams and appear to have the upper hand when it comes to highly skilled sales and service teams.

Having regular and quality training and coaching can prove to be a challenge for smaller ...

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10 Do’s of Onlines Sales Training

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Here are 10 important Do’s that every successful online training provider should incorporate into their online (sales) training courses, well in my humble opinion anyway.

  1. Present the benefits of undertaking the course, module or topic
    Do not let your participants dive into a course, module or topic without providing them what the aim is. If you just dump the content in front of them in the hope “they will pick it up anyway” will only lead people to jump ...
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What do Sales People Need to Know and Apply?

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What is expected of sales people today? And so, what do they need know or learn?

Let’s first look at what clients want. This will help us determine what sales people need to be able to do.

Clients today have access to more information than ever BEFORE. Clients can make product versus product comparisons very easily. And most clients know what they are after even if they don’t know how to articulate it.

Clients expect to communicate and deal with a ...

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Client Buying States

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Selling can get quite confusing sometimes. The more you know about it and understand the different things that are involved in selling can help you have a clearer picture and become a better salesperson.

An interesting point to know about is that there are mainly four different Buying States.  They are classified as:

  1. Opportunity
  2. Problem
  3. Static
  4. Blinkered

Buying States that show that a sale is possible:

Opportunity: Your prospect recognises there is an opportunity to move forward or progress to a goal.

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Myth: E-learning technology is unreliable

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Every other arena in society- financial institutions, businesses, and government- do not avoid updating their procedures and protocols because of the fear of unreliable technology. Clearly, you only need to look at people’s phones – how many of those phones are new? Loads – mainly because of the easy ways to upgrade you phone while getting better and cheaper phone plans!

The reality is that most distance learning software requires only an Internet connection and a computer. Fancy tools ...

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Synchronous and asynchronous online sales training.

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Online (sales) training can either be synchronous or asynchronous.

  • Synchronous
    1. occurs in real-time
    2. all participants interacting at the same time
    3. e.g. webinars, Skype, chat rooms, live discussions
  • Asynchronous
    1. self-paced
    2. all participants not logged into the course/discussion/online at the same time
    3. e.g. email, blogs, wikis, videos, documents, courses

While there are advantages to synchronous learning – people can interact with each other – there are many advantages for asynchronous learning:

  1. people do not need to be set to a certain time
  2. people can attend their normal day jobs
  3. people can proceed ...
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We want more than a script

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A sales script is a well constructed set of guidelines that support us when we prospect. Millions of sales people around the world use sales scripts.  Used properly, sales scripts act as scaffolding or bridgework to help us earn the right to have a meaningful discussion with our prospecting customers, members, donors, or subscribers.
Good sales scripts:

  • are purposeful – have a clear reason why we are calling someone;
  • use language the prospect understands;
  • are designed for the benefit of the ...
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Exeptional Prospectors

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Over the past 19 years, our parent company, Barrett, has conducted thousands of psychological assessments and interviews with both managers and salespeople about their prospecting and sales behaviours.

Their research has consistently revealed that salespeople often experience their greatest difficulties, dissatisfaction, and anxiety at the prospecting stage of the sales cycle. Meanwhile, we know that this it’s also the case for people that are not sales people but need to sell.

Prospecting requires a person to establish contact with people ...

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Hello, World.

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A “Hello world” program is a computer program that outputs “Hello, world” on a display device. Because it is typically one of the simplest programs possible in most programming languages, it is by tradition often used to illustrate to beginners the most basic syntax of a programming language. It is also used to verify that a language or system is operating correctly.

In this case we used it to make our first blog entry on www.SalesEssentials.com.

 

 

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