Archive Monthly Archives: March 2010

Sales Training Programs and Sales Courses That Strengthen Sales Techniques

Sales training programs create the muscle that turns a mediocre sales person into an outstanding sales individual. Effective sales courses from an advanced sales training program that turn an educational investment into profitable behavior go beyond basic training, and train for the individual and the future.

Sales courses in sales training programs that are designed to advance the sales skills and sales techniques of experienced sales persons must integrate personal development along with sales team development and business development. In the developmental beginnings of creating a professional sales person, the basic lessons of sales – developing leads, soft selling, solution selling, creating a call to action and closing the deal – create a foundation for a sales professional to practice and build their sales career upon until it is mastered. Once the educational foundation of sales (and hopefully sales and marketing) is created and mastered, it is up to the sales professional to decide whether their career drives them to become a mediocre salesperson – or an outstanding sales individual. Sales training facilitates that change. Personality masters it.

Sales professionals must have a personality. Your personality is the driving force behind the sale that takes sales training and turns education into a profitable selling behavior. Personality turns a person into an individual. And an individual makes the sale. Even websites have personalities. A textbook sales person with a dry presentation following their knowledge of the Sales 101 course syllabus should not be in sales – unless they are selling for your competitor of course. Sales courses within a sales training program that combines sales training on modern sales techniques and includes course material that encourages the application of these techniques to be applied to unique business circumstances and sales personality, gives sales persons the opportunity to strengthen their individual sales techniques. The sales professional can then truly examine how to apply newly learned sales techniques from the sales training program to their own sales presentations.

Customers and prospective clients are well aware of traditional sales techniques – and wary of them. Sales techniques must become individualized and refined. Sales training and sales courses must go beyond the basics, and focus on the future, not the antiquated methods of the past. Nor should a sales course participator suffer from learning the unsuccessful sales techniques of the present. Carefully evaluating advanced sales training programs and the sales courses a training provider offers by keeping an eye on the future, and an eye on developing your own strengths and weakness, will ensure your educational investment with sales training will strengthen you for the future and give you the muscle you need to become an outstanding sales individual.

Sales training programs that introduce you to new sales techniques and stay current with sales trends give you the educational foundation to advance your sales career. Knowledge and personality build outstanding sales individuals. Sales courses in advanced sales training programs are the muscle to build and strengthen your sales techniques and turn sales knowledge into sales profit.

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Managing your Time in Professional Sales-3 Tips for Effectiveness

Across all industries, one of the major issues professional salespeople struggle with is proper time management. All too often, at the end of the day the professional salesperson can look back and feel as if they accomplished nothing of value. We evaluate three key tips to improving time efficiency and your mastery of time management.

Tip #1 Have your day planned out before you start.

As simple as this sounds, this is by far the biggest key. If you start your day without a plan, you are guaranteed to have an inefficient day. Don’t wait until the morning of to make your “To Do” list. Make it the day before, and when you get to the office or start your day, you will have already mapped out in your mind how you will go about accomplishing your list. Not doing so opens you up to all of the distractions the day can offer. Knowing exactly what you have planned to do for the day allows you to stay focused on the project at hand, and once you accomplish your individual task, you can then move on to the next one and power through an amazing list of productive activities. At the end of the day, you like all goal setters and schedule planners will be shocked at how much more you can get accomplished by planning your day in advance. Likewise, all time management gurus suggest that you plan your week before you start it, plan your month before you start it, and play your year before you start it. Without goals and plans, you are like a rudderless ship that will be unable to maintain its course over any definite period of time once distractions come your way. However, if you have long range goals and all of your activities point toward accomplishing them, you will shocked at how quickly you reach your goals. Start you day, week, month and year with a plan, and watch your productivity skyrocket.

Tip #2 Know your weaknesses, and find ways to limit their impact.

Are you the type that just HAS to respond to emails the moment they come in even if it takes you away from the project you are working on? Do you HAVE to take every call, even if it is interrupting your proposal time, cold calling time, or presentation time? Are you an IM fiend? Are you a cell phone junky? Does your desk need to be in perfect order before you feel you can start you day? Are you entirely too conversational and need to limit the length of your appointment times or “lunch dates”? Do you do too much random surfing on the net when you should be working? Day after day, professional salespeople let minor things get in the way of major objectives. The first step to solving this problem is to identify your weaknesses, and then find ways to limit their impact.

For example, if your email is a distraction, close the program while you work through your “must finish” projects. If you need to finish proposals or have some dedicated cold calling time, perhaps you need to turn off your cell phone, email, and IM for a couple of hours. Contrary to popular belief, the world will continue to operate even if you are not “ever-present” at a moment’s notice. Your emails will still be waiting for you, and so will your messages.

How can you possibly concentrate with the focus you need to accomplish your major sales objectives with constant interruptions? You CAN control the amount of interruptions you receive in many cases, but it takes discipline and will power to keep your weaknesses from running your schedule. Not taking control of interruptions in your daily schedule will cause your day to be chopped up with insignificant “emergencies” that can be dealt with at pre-determined periods. Identify your weaknesses, and make plans ahead of time to limit their effect on your day.

Tip #3 You set your schedule, not your clients.

On a daily basis there are typically a few major activities that must be performed in order to achieve success in sales. They may include a few of the following and more:

• Prospecting

• Appointment

• Call backs

• Proposal Generation

• Follow-up to orders

How will you fit all of these in during your limited work hours, and in which amounts? If you do not know when you want or need to perform these activities, you leave your schedule open to the whims of each and every potential prospect you deal with. Top salespeople dictate their schedule. Not their clients. What does this mean exactly?

It is a huge temptation for salespeople to jump at the first opportunity to meet with a client no matter the time or place in the pursuit of the almighty “quota”. But does this make any sense at all? Over time you will have executives ask you to come in at 7 AM or 7 PM, so we come in early or leave late all in the name of duty and service. Do these opportunities work out? Are they worth your time, or are they more likely to be a greater interruption to the bigger goals you have in mind?

When you dictate your schedule, you will find your productivity will increase immensely. Try adding the following changes to your scheduling.

• Write pre-determined appointment times on your calendar, and fill them. Keep your clients on or around those appointment times so that you can set aside the time you need for other activities. Depending on your area and industry, you may want to schedule appointments for 10:00 AM, 11:30 AM, 1:00 PM, and 2:30 PM. The times do not matter as much as the reasons for setting predetermined time frames. Do you live in a metro area? Does traffic get horrific at certain times early and late in the day? Is sitting in traffic a valuable use of your time? Probably not. Set your appointment times at intervals you can run consistently and still be able to maintain a reasonable schedule. Doing so will allow you to “lock out” other time frames for your additional essential activities such as prospecting, returning calls, returning emails, etc…

• Block out prospecting times, and do not let them be interrupted. Perhaps the biggest challenge for professional salespeople is successfully blocking out dedicated prospecting time. We can get so caught up in taking care of “processes” that we can be distracted from our major function. That is selling! Who cares if your email is in perfect order and your desk is spotless if you haven’t sold anything? Exactly. Once you have blocked out appointment times, you should be able to plan specifically when you will be doing your prospecting. Block those times out, and do not schedule anything else. Turn off the cell phone, turn off IM, send calls to voice mail, and do whatever it takes to get your dedicated time to prospect. Your quantity and quality prospecting time that you set aside may very well dictate your success. By setting aside the time it deserves, you can insure your future success.

• Set aside time for communications. This may include all of the types aforementioned and more. Even though it is difficult for us to believe, it is acceptable to return emails, calls, IM’s, etc by the end of the day. We may live in a microwave society that expects instant reaction to requests, but we also live in a society that appreciates dedicated attention to details and problems when they are dealt with. By setting aside dedicated time to communicate, you can be completely focused on your client’s needs without the feelings of guilt that can be associated with being unable to concentrate of the important things of the hour. The best times for communications are the first thing in the morning, lunch hours, and at the end of the day. By dedicating time specifically to this activity, you will not be as tempted to let it interrupt your valuable appointment and prospecting times.

Implementing these three basic time management strategies of planning your days before they start, knowing your weaknesses and limiting their impact, and dictating your own schedule can potentially free up hours of your day, increase your dedicated selling time, as well as make your schedule more predictable and productive. The great world of selling is full of daily and hourly distractions, and it is up to the professional salesperson to limit their effect upon peak performance.

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Sales Training For The Entrepreneur Struggling To Succeed

Sales training is an entrepreneurial necessity.  If your business is struggling to succeed, sales training can provide you with the skills you need to sell.  And sales are what makes your business an economic success.


Entrepreneurs need sales training to carry them during tough economic times.  The stronger the sales skills, the higher the chances of your business surviving during business uncertainty.  Every entrepreneur takes a risk when starting their business, and investing in sales training can be one of the safest and most profitable investment risks. Sales training is an investment that lasts the lifetime of the business.  It also provides the entrepreneur with a perspective on sales that can provide insight into developing a solid sales strategy.


A sales strategy must be able to survive during every business climate condition. Developing metrics to establish sales productivity levels is an important part of a long-term sales strategy.  Without a productivity measurement system in place, an accurate measurement of sales techniques to sales performance can not be made.   Sales productivity standards will be a benchmark to determine which particular sales process is worthy of the highest investment.  Spending twenty-four hours cold-calling a thousand dead-ends will not have the same productivity value as spending twenty-four hours developing a solid customer relationship that generates one sale.


Sales training can help identify which sales processes are being handled most efficiently, and which are being handled the least productively.  By participating in sales training, the entrepreneur can fully examine several sales methods and techniques for each facet of the sales process and determine which techniques and methods are the most productive for the company.  Once productivity measures are set, and revenue-producing sales skills are mastered and applied, the business is positioned to be strong enough to weather challenging economic conditions.  Productive sales skills applied faithfully in a well-planned sales strategy will replace valueless activity with strategic profitable activity.


A training assessment held in a Fortune 100 company for nine months clearly demonstrated the importance of developing sales skills through sales training.  This study tracked changes of a trained sales team and an untrained sales team during a recession and found that untrained sales professionals had a 13% sales drop, whereas the trained personnel had a 17% increase in sales.  There was little doubt that sales training was a safe investment when the research showed that trained sales professionals were 79% more successful at developing new leads than untrained sales professionals during a recession.


Sales training can give entrepreneurs the skills they need to survive in any business climate.  Skills can sell when activity can’t. Developing productivity sales metrics early on in your business sales strategy is the first step to determining what skills should be considered when investing in sales training.  Entrepreneurs know that every investment must go through a risk assessment.  A risk assessment of sales training will show you that sales training is an entrepreneurial necessity to reach long-term economic success.


For more information on sales training or to contact us, visit our website –

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The Unbeatable Formula to Reaping Big Sales in a Competitive Enviroment

By John Lisimba

Number of words: 534


When you go into business, your biggest worry is competition. Surely you would agree with me that if there was no competition, there would be little or no need to market your products. Then, if you fail to beat your rivals, you could be mercilessly swallowed by cut – throat competition. That would mark the end of your business and beginning of your miserable life. In this article I unveil the one time unbeatable formula to reaping big sales no matter how stiff competition might be.


It all starts with being innovative. Every living thing craves change. The innovative businessman who understands this principle capitalises on it to satisfy his/her clients in return for fat cheques.


He looks for areas of problems or set backs. He/she provides solutions. He/she observes his/her product being consumed and continues to look for better ways of satisfying his/her clients.


Let me give you an example.


One day as I walked down a street, I saw a man who repairs shoes. The shoes lacked polish. I then suggested to him that he should be applying polish to the shoes he repairs so that the owners get them back in better state. Nobody repairing shoes was doing that. He accepted my advice and in no time had more clients than he could handle!


I further thought of extending my innovative assistance to the shoe polish manufacturer. I wanted him to find a germicide that could kill most germs found on shoes as they tread in dirty places like toilets. As he markets his product, he could claim to be the only one manufacturing shoe polish that kills most germs found on shoes. He could go further to claim that simple diseases like the common cold and coughs could be history!


“This is the only shoe polish all over the world that I know has a germicide that virtually kills all known germs found on shoes.”


When it comes to writing a sales letter “the only polish that I know has a germicide” could become the Unique Selling Proposition. In business competition, this Unique Selling Proposition could remarkably boost your sales above your competitors’.


You must remember to weave your unique selling proposition in your sales letter. What I mean by this is that it must be repeated several times in your sales letter. This is done because there is power in repetition. Whatever is repeated to the mind several



times becomes convincing. It is taken as truth. That is the power lying in advertisements.


Business competition is dreadful, especially when it reaches cut-throat levels. In direct mail/response businesses, the use of unique selling Proposition is the most reliable and unbeatable formula to reaping big sales. If you use it and keep on improving your product, you become invincible — and wealthy.


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