Sales Training

Are You Racing to the Top or the Bottom?

by thesaleswhisperer December 13, 2009 Marketing Help

How does your offer differ from the competition? If your advertising and marketing is “safe” and “just like the competition,” how will your prospects know you are any better or offer any additional value? If they can’t determine that by your promotional material then they’ll assume you’re the same and then fight you on price…and it’s a race to the bottom. If you’re ready to race to the top with effective campaigns that generate results check this out then drop me a line. Thomas L. Friedman describes today’s times as “The Great Recession meets the Great Inflection.” He rightly discusses how the times we are up against now are forcing companies to become lean, innovative and productive. Anyone can become lean on their own. What are you doing to become innovative and productive? And are you sure you kept the right ones on the bus? Give me call or shoot [...]

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Is It OK to Lie to a Sales Person?

by thesaleswhisperer October 9, 2009 Marketing Help

Overheard conversation between prospective clients: “You know how you can tell when a salesman is lying? His lips are moving.” Overheard conversation between salespeople: “You know how you can tell when a prospect is lying? His lips are moving.” Who is right? How did we get to this point? When is it right to lie in a sales situation? Are there “forgivable lies” and “unforgivable lies” in a sales situation?

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Validation: The Secret to Sales Success

by thesaleswhisperer September 12, 2009 Marketing Help

My Dad always says “feelings are never right or wrong. They just are.” Confidence is the feeling that must be created if a sale is to be made. Professional selling is the transference of confidence from you to the client. After you watch this video let me know your thoughts below what you learned from it and how what you learned can help you grow in the profession of selling. In order to transfer the feeling of confidence you must first have it yourself. Selling can be a tough, lonely row to hoe at times. For weekly encouragement and a little one-on-one assistance check out the Inner Circle or Pre-Paid Sales Advisor Program. Both are geared to help you sell more now.

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The Lies My Sales Manager Told Me

by thesaleswhisperer September 7, 2009 Weekly Whisper

The last time I was employed in high tech I worked for a company full of good people, with an excellent product, that solved a crap load of problems most large firms didn’t even know they had! I mean this stuff was Da Bomb! It was slick, had blinky blue lights, was streamlined compared to the competition and ran circles around them in head to head comparisons. There was only one problem: getting anyone to listen to the presentation. If someone would listen to the presentation we were golden because we had good stuff. In fact, the entire week of training for new sales people was geared around mastering the presentation, which assumed, of course, we had a meeting with a decision-maker. At the end of the training I asked the then (now, not-suprisingly-downsized) VP of Sales how we got the meeting in the first place. He cocked his head, [...]

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The Best Free Sales Training on the Planet

by thesaleswhisperer August 28, 2009 Sales Coaching

Free Sales Training seems to be the magical buzz word during these tight economic times. People are always asking me if I have any “complimentary” training (I tell them they look nice when they’re riding public transit) or if I can discount my training (what kind of sales trainer would I be if I couldn’t negotiate my own training?) or if I can recommend any good books for sales so at least they get cheap sales training vs. free sales training. What I finally end up telling them is that the source of the best free sales training on the planet is their kids. You can both learn from them and practice on them. “How so?” I can hear you asking. You can learn from them in their consistency and persistence when they want something. Now I’m not saying to go begging for stuff but kids know how to position [...]

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Why Is Sales Management Training So Important?

by thesaleswhisperer August 27, 2009 Internet Marketing Consulting

Sales management training is the key to growing your business in any economy but most don’t do it.

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Free Sales Training For Life

by thesaleswhisperer August 26, 2009 Marketing Help

Not all is doom and gloom in today’s economy. This morning I read that Corinthian College in Santa Ana, CA posted a profit for its fourth quarter compared to a loss last year as more students are investing in their education to improve their job options during this recession. Too bad they don’t offer free sales training or sales management training. If they did they’d grow their profits even more. “But, Wes” I can hear you say, “how can you grow profits with free sales training?” Allow me to explain. Repetition is the key to learning but most people in sales want a quick fix, a silver bullet, a magical elixir that they can take once and turn into a super hero. The problem with this scenario is that if such a magic pill existed it would be dang expensive and not covered under the new state-run medical bill! Besides, [...]

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You’re Killing Your Own Sales. Don’t Blame Michael Jackson’s Doctor.

by thesaleswhisperer August 20, 2009 Infusionsoft

What are your demons when it comes to marketing your business and selling enough to meet and exceed your quota? How long will you live with them before you vanquish them forever?

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