sales and marketing training

Strategic Sales Training Tip: Whining About Wine Tasting

by thesaleswhisperer October 11, 2010 Small Business Marketing

Strategic Sales Training Tip. Pardon my rant…This weekend I went wine tasting with some family members that were in from out of town and the experience was just ho-hum. (And ho-hum just don’t cut it today if you’re in business to make a big profit.)

If you’re not familiar with the Temecula Valley and the excellent wines this area is producing I recommend you check out TemeculaWines.org and then come on down and pay us a visit. We’ll leave the lights on fer ya!

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365 Ways To Double Your Sales – 16

by thesaleswhisperer July 14, 2010 Marketing Help

365 Ways To Double Your Sales – 16: Set Mutually Agreed Upon Agendas – 6. Find out your prospect’s top criteria and time frame for making a decision.

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365 Ways To Double Your Sales – 15

by thesaleswhisperer June 13, 2010 Sales Coaching

Set Mutually Agreed Upon Agendas – 5 Get the money talk out in the open early. Now that you’ve set the stage to both be open and honest and also that you are going to ask a lot of questions go ahead and talk about money. It’s AMAZING how often sales people are so uncomfortable discussing money that they wait for the prospect to bring it up. What’s up with that? If you’re nervous talking about money (and we have all been nervous discussing money) follow Zig Ziglar’s advice: “If you gotta eat a frog, there ain’t no use staring at it!” Get it out of the way now. It’s better to find out you’re 50% too high or right in line with the prospect’s thinking right up front so you can then either get down to business or go find a prospect with money. Do you know why salespeople [...]

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365 Ways To Double Your Sales – 14

by thesaleswhisperer June 6, 2010 Marketing Help

365 Ways To Double Your Sales – 14 – tell the prospect you’re going to ask a lot of questions rather than show up to be their dog and pony chump that provides a free education.

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365 Ways To Double Your Sales – 9

by thesaleswhisperer May 29, 2010 Marketing Help

365 Ways To Double Your Sales – 9 – develop a thorough marketing plan that includes list building and email marketing to grow your market share with The Sales Whisperer® – 714-369-8004.

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But My Business Is Different (and other nonsense I hear daily)

by thesaleswhisperer April 7, 2010 Small Business Marketing

Your business is not different. We are all people that need to sell to people yet people hate to be sold but love to buy. Sales and marketing today is all about connecting and persuading by being both accessible and real.

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Your Poor Sales Skills Create Bad Customers!

by thesaleswhisperer September 10, 2009 Sales Coaching

After you watch this shoot me an email if you don’t cringe more than a little because you realize your clients are doing this to you all the time! When out and about meeting people and I tell them the name of my company the dialogue always goes something like this, New Acquaintance: “Oh, The Sales Whisperer!?. That’s an interesting name. Is it like ‘The Dog Whisperer?’” Me: “Yes it is.” NA: “Oh. So you train sales people how to sell more, right?” Me: “No. I train sales people how to get their clients and prospects to act right. The sales then just happen.” NA: (Long pause, tilted head, uncomfortable scratch of the neck…) “Great shrimp cocktail, huh? Good to meet you.” Most people both in and out of sales do not understand that you have the right and the ability to both control the selling situation and to fire [...]

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