| In This Issue: |
Articles:
Upcoming TeleSeminars In 2 Weeks:
Selling During Tough Times - In 2 Weeks |
Surviving The New Economy - Is the current economy affecting your results or your team’s performance?
Last year was a challenging year for many people in sales and the outlook for 2009 is not looking any better. In fact, this year could be one of the most difficult years on record for anyone selling a product or service. Learn:
- What you need to know about connecting with key decision makers—it’s no longer just a numbers games
- 22 questions that will help you stand out from the crowd and close more business
- How to handle and deal with aggressive buyers
- The risk factor—how to uncover a prospect’s sensitivity to risk and what to do about it
- Effectively managing sensitive price issues
- And much more . . .
Can't make the seminar? Pre-order the cd. Click here for details.
Professional Selling . . .
by Jim Meisenheimer
In professional selling "There are three types of salespeople; those who make things happen, those who /
watch things happen and those who are wondering what
happened." You've probably heard that one before.
Actually, there are only two types of salespeople and they are easy to tell apart.
The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come.
He likes to be spontaneous. He relies totally on his instincts and counts on his intuition to carry the day.
His days are fun filled and exciting, because he literally treats each day and every sales call like an adventure.
He's the Indiana Jones of selling, foot loose and fancy free, what ever that means.
The second type is the professional. He's into professional selling. He also enjoys his work, but for different reasons.
He anticipates everything, especially the routines.
He turns these routines into systems that gives him an advantage over his competition.
For example, he handles recurring objections. He knows he'll get them over and over again, so he prepares in advance how he will deal with them. He plays with words, until he creates power phrases that work.
Once prepared, he knows that in order to execute the delivery, he must practice what he has prepared.
He records his power phrases into a recorder and plays them over and over until they are anchored.
He treats all sales calls as unique opportunities not as adventures.
Two types of salespeople and two different results. Each one follows a pattern, one is unstructured and one isn't.
Each can be seen as a formula.
One formula gets better results than the other. Here they are:
I + I = I (instinct + intuition = improvisation)
P + P = P (preparation + practice = professionalism)
The secret to achieving professional selling success
is that there are no shortcuts, no quickies just plain
old fashioned hard work.
These are the formulas, and you get to choose. One doesn't require much preparation. One pays better than
the other.
Remember this, you can never improvise as well as you can prepare.
Also remember, your sales prospects and customers can always tell the difference between improvisation and preparation.
When you prepare and practice everything that counts, you will become the best you can be!
Preparation always trumps improvisation!
About The Author: Jim is a Sales Strategist and is the creator of No-Brainer Selling Skills. He shows salespeople and entrepreneurs how to increase sales, earn more money, have more fun, and how to do it all in less time. His focus is on practical ideas that get immediate results. He offers Advanced Sales Management Workshops, Sales Coaching, Consulting, In-house Sales Training Programs, and a wide variety of Learning Tools i.e. books, special reports, sales manuals, and CDs.Jim Meisenheimer is a member of The National Speakers Association, where he earned the C.S.P. designation, Certified Speaking Professional. He has authored five books including, "The 12 Best Questions To Ask Customers," and the recently published “57 Ways To Take Control Of Your Time And Your Life”.
Websites: http://www.startsellingmore.com/
http://www.meisenheimer.com/
Be Inspired To Change Your Attitude |
Your Attitude Is Your Altitude - One of the most overlooked attributes of consistent sales success... your attitude.
Gil's father was one of the heralded Tuskegee Airmen who, during World War II, set spectacular records for performance and excellence in spite of tremendous odds against them. During this presentation, Gil's going to show you how to apply the principles that allowed the Tuskegee Airmen to achieve excellence to your day-to-day selling.
Learn how to:
- "Straighten up and fly right" (one of his father's favorite sayings)
- Take advantage of this environment by maintaining an optimistic attitude
- Take your attitude and drive your sales to the next level
- Be inspired to succeed against the difficult situations that come our way in the future
- And much more . . .
Can't make the seminar? Pre-order the cd. Click here for details.
Missed Our Previous Seminars? |
Choose from over 90 of our past teleseminars now on cd or immediate download. We have both Sales Management and Sales Professional programs available.
Topics include:
- Cold Calling
- Handling Objections
- Closing The Sale
- Asking Questions
- Hiring Sales Reps
- Coaching
- And much more . . .
For a full list of cds and downloads, please click here
Recession Proof Your Business |
Now more than ever you can't afford to lose sales to your competition. This program will teach your sales team how to: get into more accounts, improve their closing ratio, increase their margin per sale, and sell more to existing accounts. Best of all this can save you thousands or more compared to other training programs.
- 1-year unlimited access to our Sales Library of previous teleseminars (currently 90+ seminars and growing).
- 1-year access to our Live Teleseminars.
- More . . .
If your membership is almost up, or if you would like to start one, please call Eric Slife directly at 509-665-6479. For details, please visit www.salestrainingcamp.com.
Here is a new testimonial of what a current client has to say about Team Training:
Each quarter, my CFO and I take each of our sales leaders out for a goals & growth session. These are private luncheons with just one sales leader and two C-level officers at Mohanna Sales Representatives.
During lunch, we go through 12 questions that the Gallup organization has developed. The answers to these 12 questions give us some indication as to the relative job satisfaction that the sales leader enjoys. One of the questions is, "Is there someone at work who encourages your development?" On several occasions, our sales leaders have responded, "Yes. The Sales Training Camp seminars have been an excellent way to help me develop, as a sales professional."
I am grateful for the SalesTrainingCamp teleseminars for having helped me fulfill the professional development obligations that I owe our sales team.
Mitch Mohanna, Chief Operating Officer, Mohanna Sales Representatives