Category Archives for Professional Sales Training

Is Customer Service Training Important?

What does this mean to Retail Business around the world? If this is not a message to store owners I do not know what is.

Customer Service Training, has to be a very high prority for the peaopls selling high value goods off the showroom florr. In my opinion it is most important to ensure the store has the stock in house for immediate availability. If not why would a customer not just go and make a purchase online?

Any retailer who wants to sell high value items these days surely must make an effort to offer leadership courses.

I am very interested in receiving any comments on this post about Salemove and and would value your opinion.

If you believe in Sales Management Training, let me know.

SaleMove Wants To Make Selling BigTicket Items On The Web

http://techcrunch.com Thu, 11 Jul 2013 18:35:02 GMT

You and I might buy a pair of socks online without a second thought, but buying a car? Or a pricey bit of jewelry? The process becomes much trickier as the..

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selling real eastate

The Best Kept Secret in Sales

 

Some very extensive research discovered there is a phenomenal difference in skill set required to make a “Big Ticket Sale” As opposed to selling basic items such as pens and pencils. A large proportion of people selling high value goods and services are not aware of it and they seriously need to know. Many sales people are big talkers just like me. However I multiplied my sales ability when I discovered this secret. If you are having trouble engaging customers and closing those big sales, go and grab the summary available by just putting your details in the box on the right.
Do you feel customer service training is important? What about sales managers training? if in fact you don’t think it is that important I still recommend you download the free report. You may be very surprised.

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Selling cars

5 tips for non-evil sales

I am always on the lookout for great sales advice and if you read this article and follow the link you will get some very useful tips.
while they can bring in quick cash, can also doom your company in the long term. Meanwhile, practicing good sales not only helps your company be more successful in the long term, but lets you sleep and night and keeps you from burning out quickly.
By Hypergrid Business on Sat, 14 Dec 2013 10:47:33 -0800

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How to Work a Car Deal – Automotive Sales Training – Jim Ziegler

Here is a very interesting video by Jim Ziegler on Automotive selling. This guy obviously has been very succesful in the field of making major sales therefore well worth viewing.
http://www.automotiveinternetsales.com
How to Work a Car Deal – Automotive Sales Training – Jim Ziegler.

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people

People buy from people

Every shop owner fears the internet, yet they forget one GREAT benefit their shop has over the internet:

The customer can see and talk with real people!

These people are known as their team.   If everyone liked buying from the impersonal internet then the streets would be empty.  We like to buy from people whom we can see and talk with at the same time.

We know if they lying (or at least we think we do) because we can see it in the faces and their body language.   As individuals, most of us have questions we cannot find answers  on the internet, especially when it comes to electrical goods. the reason, for example, we may not know the right terminology.   This allows a store’s team to talk to customers, get to know them, build a relationship with them and if the sales person is worth their salt sell them the product.    Often, if a customer walks away and buys  on the internet, it is because the sales person has not done a good enough job of selling.

Therefore the responsibility of business owners to offer sales classes and customer service training is absolutely imperative in today’s market.

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The Critical First Mindset for Mastering Sales

We do not normally show video on Sales Training unless it is relevant to “Making Major Sales” However this video from Noah Hammond is something all Sales Trainers should be teaching their salespeople.

We are astounded at the amount of organizations who do not offer any type of sales classes to their staff, Sales manager training is vital if there happens to be a sales manager running the sales team.

How many businesses offer customer service training? Are you a sales person who has to search the internet to find out how to sell? If that is the case we suggest you talk with your employer and ask about some type of sales program that suits specifically what you sell. If you are in car sales, you need automobile sales training. It must be a sales class in making major sales.

It is well worth while looking at and decide where you fit the sales picture.
Sales Training – http://www.noahhammond.com

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A post from Linked in

This is an interesting take from Martin Schmalenbach, I found it on the Linked In social website and thought I would share it with you.In these tough economic times we are all hearing “the price is too high” much more frequently – customers are trying to manage falling
revenues and even faster falling profit levels by squeezing suppliers
for lower costs. So they tend to see the problem in terms of costs being too high. If
you are selling to other businesses, you could be dealing with a
purchasing officer, who tends to be measured on getting prices down…We have had some success in re-framing the problem the customer has –
from cost problem to revenue problem, and have shown some customers
how to improve revenue by re-framing THEIR value proposition to THEIR
customers… In some cases this has resulted in our customer accepting
prices stay as they are, and not cut… In a few cases they ended up
buying a MORE EXPENSIVE part from us that enabled them to achieve
lower costs elsewhere AND penetrate new markets/keep their own prices
constant instead of cut…We showed these customers that there was value in doing business with
us that is not inherent in WHAT we sell – much of what we sell is
available from plenty of other competitors…

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The car dealership and car sales people

Here is a video about sales in American car dealerships. We all know how bad some car dealerships are, and how bad car sales people can be.

What is it about vehicle salesmen? The world is full of them but how many have ever read a book on Selling? How many understand the difference in what their selling as opposed to selling a floor mat for the car?

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jaguar_xf

The dreaded car yard and car sales people

Car sales people, Car yards, vehicle sales. Are they all the same? It sure seems like it. My recent experience was when I had a whim and thought I would check out the famous British car Jaguar. (Now owned by a company in India I believe).

I walked onto the yard when there was very few people around and has plenty of time to look. It was not long, (shorter than usual) before I was approached by a smart looking car sales person. The first words were the dreaded “Can I help you?” I pointed out that I was taking a look at Jaguar as I had not taken any interest since the days of high maintenance with leaky oil seals and faulty transmission units.

Well I was in for an education, the salesman really got into high gear and started pointing out endless features covering a number of different models. I cannot remember ever having such a complete list of features from anyone for so long. He took me through each model in detail, raving with wild enthusiasm about how great these cars were. Including pointing out the manufacture was still conducted in the UK regardless of the fact it was now owned by an Indian organization.

I was told about the leather seats, GPS system, Ipod accessory sockets, phone prep etc. Overall the lecture went on for close to forty five minutes. During this time the salesman also pointed out that he was once a mechanic so he knew all about the Jaguar and how it has now overcome the service issues it was renowned for in the old days.

Quite frankly I had been bombarded with information, not one single question was asked of me, nothing about who I was, where had I come from, what was I driving, why I had visited there yard today.

When I was about to leave I was aked if I would like to take a drive in one of the new cars, my reaction at that time was “Maybe later”.

At that point I was asked if I would be happy to leave my mobile number and he would call in the weekend to see if I would come in and take a test drive at that time. Naturally I gave him the number and went on my merry way. All in all quite a daunting experience and I left totally confused on which models I had actually seen. In fairness to the salesman I did get a call and he left a message inviting me in to take a test drive.

At this point I have not been back. My thoughts about all this brings me to the point in asking why these sales people are not trained. Why don’t they understand how to ask questions? The business people miss when making major sales must be astounding and even learning a few fundamentals would help.

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The Customer when making major sales

Here is a video that is right to the point and if you think making major sales is the same as making simple sales, think again. Here are my mentors and their research is now accepted world wide when it comes to making major sales.

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