Luckily I was in the country at the time and managed to arrange a get together of a few ex Xerox sales staff.
We all worked at Auckland branch in the early seventies (you can tell by the age)!

From the left: Dave Perry, Steve Jones, Ray Duncan, Steve Hilliar, Ken Arnold

There is a fantastic book available right now for employers who require real hot sales staff. It is called “Top Grading for sales”. The book has been written by Bradford D Smart (phd) and Greg Alexander.

The book provides world class methods to interview, hire and coach top sales representatives.

Great sales companies do not just depend on strategies, they depend on hiring those very best salespeople who belong to an elite group. A group who are skilled in asking questions rather than telling selling.

The book “Top Grading for Sales” takes the guess work out of hiring, by teaching sales managers how to recognize those high producers. In other words A players “High Talent” salespeople. It also shows how to turn some B players into A Players and at the same time weed out C players before they do too much damage.

Brad Smart’s previous book “Topgrading”, has become the definitive guide for managers who want to hire, coach and train top talent. Now Smart has teamed up with with greg Alexander, who used Topgrading to dramatically improve his saleforce at EMC.

In Topgrading for Sales, they have boiled down the key topgrading ideas while adapting them to the unique needs of sales managers.

The book is straightforward, easy to follow and if used correctly will vastly improve any sales force. Using the methods and tools provided throughout this book should double your percentage of high performing sales reps.

There are forms and guides available to help sales managers assess current sales reps, obtain all relavent career history from candidates, and effectively hire A Players who will become long term sales stars.

It is a known fact these sales people are few and far between. Neil Rackham of Huthwaite Research discovered this back in the late 1960′s and consequently he has written and released a number of important and best selling sales books such as “Spin Selling” and my all time favorite “Making Major Sales”.

This new book “Topgrading for Sales” by Bradford Smart and Greg Alexander falls into the same important category as Rackham. It is an absolute must for any sales organization. Topgrading will save companies wishing to employ high performing sales reps an immense amount of time and agony if they study the methods available to them in this fine sales manual.
As professional sales companies or professional sales teams, marketing managers, sales managers or in fact anyone who makes sales should own a copy of “Topgrading for Sales” and be guaranteed the opportunity to double their sales for the cost of a few cups of coffee.
The Topgrading Website is here:

I have a sales job, but not much sales experience. I want to learn techniques, styles, and just generally improve my knowledge of sales. What seminars or classes should I go to?

I’m in the St. Louis area, so of course I would like it to be something local. Also, cost is a consideration. I don’t have the money to spend too much on this.

I want to know what sales classes are best known for being reputable, effective, and broad enough to apply to different types of sales.

Thanks!

Go to the library as they will have many books on this subject. Then Speakers Like Zig Zigler, Tom Hopkins or other reputable do swing thru St Louis from time to time. Course it depends on what your trying to sell too. Some specialize more in 1 type of selling over others. Next Listen to others in your office or setting that are “Making a Living” ask them if you may listen and learn from them and would they consider helping you get started. Some like car and Real estate will have in house sales training. So you have lots of options. Just keep your eyes open listen to your prospects and always be closing even if they say not interested ask for the sale anyhow. Some will buy even though they say there not interested but if you ask nicely you could become suprised and make that sale.

I really need to take my company to next level and feel thats only going to happen if I really start selling at another level. But really could use some professional training. Any ideas???

Take a look at Miller Heiman. This company does a lot of research every year to understand what it is that sets top sales people and top selling organizations apart, then puts the research out there for anyone to view.

Miller Heiman has several different training programs to fit the different areas of a sales system. If you’re struggling in getting your customers to open up or in finding more opportunities in your existing accounts, take a look at Conceptual Selling®. Or, if you’re losing deals because you feel you aren’t getting high enough in the organization…or maybe having trouble prioritizing your deals to spend time on those that are most likely to close, take a look at Strategic Selling®.

If the training is just for you, Miller Heiman has public workshops around the world. If you have a whole team you need to train, they also do private workshops.

I’ve included a link below to their site as well as a link to some of their research. You have to create an account, but everything you’ll find is free and they don’t sell your info (promise).

Best of luck and if you have any questions please feel free to contact me.

Happy Selling!

ZIG ZIGLAR ROCKS OUT LOUD HE IS AN AWSOME salescoach

However Neil Rackham has the best approach, it is all about making major sales!

Where can I get free tips and techniques on improving sales performance – closing techniques etc.

the company you work for should have a closer on site you cant really learn from books.
i was a closer commission only for 20 years and the way i learned was going out with sucessful sales people and keeping quiet and watching their every deal they did .
then i would add parts of everyones pitch to my own and perfected it so i could then go on a lead and i had a 90% hit rate.
some tips for you.
never pitch a one legger you will never get an order if one of the partners are not there.
Dont go straight into working mode at the lead,you will put them on defensive and again you will find it hard to close.
When you get to the door introduce yourself and usually they will say “ive no money your wasting your time”.step back and say ho sorry im not here to sell you anything im just here to get your opinin on our product and if you like what you see ill leave you a quote and all its going to cost you is a cup of tea and a bit of your time is that ok. and 99.9% your in and their at ease.
I could show you hundreds of techniques but the main thing in selling is
(1) ask for the order
(2) get them to like you ,if they like you they will buy off you.
(3) dont rush take control and stear the client to sign the order.
(4) goto 1 hope this helps.
ps i did commission only, reasons it made me hungry dont work dont eat.
and secondly if you get a basic the commissions crap!!!
Just one other thing know your product and believe what your telling the client dont lie it will kick you in the butt.
When you get your first order dont pack and run have a cup of tea and consolidate the sale explain the advantages of buying from your company,benefits etc and leave them happy otherwise ill guarantee you if you havent got rid of all their fears they will cancel as soon as you leave their home.
hope i have been some help good luck lolxxx