Sales Training – The power of no and how to use it

Yes we can, yes we can, yes we can. Sounds just plain awesome does it not. How can you lose with such a credo and mantra? Well if you are in sales you can lose and lose big. Sales people that say yes to their prospects instinctively end up in trouble. They lose credibility quickly if they say yes too often, and credibility is essential to build relationships and win sales.

There are two parts to this: (more…)

Sales Training – A rant on priorities and aligning to necessity

Sorry to go on another rant…not really. I am sitting here listening to these house and senate Republicans and I am wondering who is really buying this steaming pile of “please”. This gang wants us to believe that they have a solution when really they are just looking at getting themselves in the good graces of their constituents by fighting the President. Now that they have failed at that, they turned to attacking the “Old House Dem’s” who allegedly authored this bill. These guys need to be taken to the back alley and put out of their misery.

See, Charlie Crist, the Governor of Florida has it right. See Crist is a Republican, and he is still backing the stimulus package, and it is apparent why. See it is apparent to EVERYONE WHO IS HURTING OR CARES ABOUT PEOPLE THAT ARE HURTING, that if we do not get some relief going, we are going to slip into a depression. Then we are all going to have to give up a lot. Forget your blackberry, forget satellite TV, most of us will be scraping for food and shelter. You know what, that sounds like a lot of fun.

Someone is advising these Republicans in the house and senate to think politically not practically. This is folly and a lack of priorities. They are convinced that being on the President’s team puts them at risk. They are wrong. Win or lose on this package, it is clear that Obama is going to be the winner here. If he succeeds, then everyone who opposed him should just retire. If he fails, those that fought him will be blamed. He is telfon don, slickwilly, and Rico Suave all wrapped into one. The people advising these politicians are fool-hearty and wrong.

Now, you may be asking, “Karl, what the f–, does this have to do with sales, you psychopathic leftie!” First of all, this is not about your politics, this is about doing what is right. That is what this has to do with sales, because good sales people always do what is right. Their top priority is serving those they want to call customers. The company may pay the bills, the sales may fuel the paycheck, but the customer is the only catalyst that can put you into a successful role.

Some things to think about:

Even in hard times a bad sale is one to walk away from. What is a bad sale?

1. Delivering product to someone who will not benefit from it.
2. Glossing over your weaknesses when you know they will afftect the customer.
3. Putting in an offering that is not the best option for a potential client.

Moving fast for the sake of doing more will not necessarily translate to more sales

1. This is for you sales leaders out there. Do not increase the metrics, increase the research. Find out who is worth calling and stop spinning your wheels.
2. Targeting is the key and it requires pateince. If you are drowning, it is time to call for a life preserver. That preserver is intelligence or a better lead cultivation plan.

The point my fellow sales people is a simple one. Do not align with what you think will score you points, just do what is right. If you think this way, you will always perservere, even in the darkest of times. Let’s see how many repubs lose their seats in 2010 for playing the game instead of doing what is right.

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The Sales bloggers Union (www. salesbloggers.com), is nine of the world’s leading sales bloggers.

The Union started in June of 2008 in an effort to share ideas and improve the sales trainings and offerings of the group. Through blogging and commenting they share ideas with the sales community and work towards improving the reputation sales people have with potential buyers. The new website offers a central repository for their thoughts and an accessible place to help sales people hone their skills.

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Brad Trnavsky, Founder of Sales Management 2.0
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Karl Goldfield, The Startup Sales Mentor
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Skip Anderson, Founder of Selling to Consumers Sales Training
Tibor Shanto Principal at Renbor Sales Solutions, Inc.
Tim Rohrer, The Sales and Marketing Loudmouth
Will Fultz, Top Sales Blog “

More great stuff from Mr. Inside Sales

A while ago, I referred a great book from Mike Brooks, Mr. Inside Sales. Now I wanted to share some wisdom from his 5 CD set and recommend that any dialer with the blues heed his sage wisdom.

If you’re struggling right now, ask yourself: “Would you want someone to catch your current attitude?”

If not, then take it from Mike – be aggressive, be positive, and expect things to turn around as they will. And in the meantime, don’t let your prospect’s attitude affect you – rather, concentrate on infecting them with your “Can Do” attitude. You’ll both be better off for it!

So start today – script out a positive response to the common negative attitudes you’ll run into this week. Practice being positive on each call, and learn and develop a recession-proof attitude!

For more specific sales training, invest in yourself and your team by purchasing Mike’s 5-CD Series: “How To Double Your Income Selling Over the Phone.” Visit his website for more information:

www.MrInsideSales.com

(I get nothing for this, as I am not an affiliate. I just like Mike’s attitude.)

Free writing on the Strategy of a Sales Evangelist

What is the strategy of a sales person? Should it not be created by those in charge? Surely they have the experience to guide us in our objectives. We do not have time to consider these things we must freely reduce our activities to those that are most effective.

Initially you strategy must focus on who you are going to contact. To find success and repeat it, you must hone to a zone. Spread your wings wide and reach out with diversity in mind. This is a strategy to uncover who you offering appeals to and how you should communicate with them.

Where to start?

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