Business Sales Training

Does Negativity Sell? (17 Aug 2005)

Every year or two a dating book arrives on the scene touting the idea that if you seem like you really want to go out with someone, you're doomed.

People will find your eagerness a definite turn-off, or so we're told.

So, what works? I...

Sell More By Sticking To The Script! (19 Nov 2005)

Please ask yourself this very basic question: why are you in sales as a career?

Is it to earn a fine, substantially above average living? Are you in it for the money, or for some other reason?

Perhaps you like the lifestyle, an expense...

Dont Be Shy About Asking For The Sale—At Least Once! (11 Jan 2006)

I was doing a sales training project at a company in Los Angeles when I had an opportunity to hear the business owner address his sales crew.

I usually enjoy watching other trainers, but this was a special treat. Frank is self-made. He built...

Step-Up To Better Sales Training! (27 Jan 2006)

How good are you at selling?

Have you ever wondered?

You might make a handsome living, right now, selling whatever it is that you sell.

But what would happen if suddenly, your profit margins shrank, competition boiled over or you...

I Have A Little Problem On My Hands & I Was Hoping You Could Help Me Out (14 Nov 2005)

There are some lines in selling that are simply golden.

They open doors and minds.

They make people feel good.

They refute the myth that being completely unscripted is a virtue in selling.

I'm going to share one with you, r...

John Cleese Training Videos: Laugh Out-Loud Learning (01 Nov 2005)

When most people hear or see the name John Cleese they think of silliness, mayhem, and tons of laughter, but what many people don't realize is that he has been a major part of business training for well over thirty years.

John Cleese brought...

Sales Questions Designed To Work (25 Apr 2006)

The best sales questions to ask customers are the ones that get your customers talking. Yup - it's pretty basic.

Once you ask your questions you can employee your ears before you engage your mouth. Your questions put you in to an automatic...

8 Tips To Increase Your Bottom Line And Grow Your Business (24 Apr 2006)

Landing a large contract can be a milestone for a growing company but if your team is ill motivated to fulfill the demands of the contract loss may be eminent. There is a need to help the team see where your raising the bar for performance and pro...

Got A Minute?--One Of The Wimpiest Sales Questions Ever Devised (30 Apr 2006)

There's always one very nice person in my seminars who shares his favorite opening line in telephone calls: "Do you have a minute?" or its cringing cousin, "Have I called at a bad time?"

I have to restrain myself from bellowing, "Never, ever...

The Seven Commandments in Direct Sales (08 May 2006)

Here are some guidelines that will improve your gross sales, and quite naturally, your gross income. I like to call them the Seven Commandments. Look them over; give some thought to them and adapt them to your own selling efforts.

1. If the ...

Sales: Selling Success is All About You Not Telling (21 Dec 2005)

With close to 30 years in sales, one common mistake that I continually observe is that many sales people consistently make is to talk way too much. In trying to differentiate themselves from the competition, these sales people share...

Persuasive Salespeople Are PEPPY (04 Nov 2005)

One of my speech teachers in college was former Navy Captain, Sheldon Hayden, who taught me a lot about communicating. He was well suited to the task, having been trained as one of Dale Carnegie's first instructors.

He shared with me a winn...

Six Things You Didnt Know You Didnt Know About Cold Calls (10 May 2006)

Aren't you sick and tired of being sick and tired of the same lame excuses from sales professionals?

You know those excuses that put all of the power and responsibility for the sale into the hands of the unknown gatekeeper on the other end o...

You Wont Believe the Power of This Word! (19 Mar 2006)

From border to border and coast-to-coast, sales pros line up to confess, "After I hear enough objections, I feel like a whipped puppy and want to limp off into the sunset with my tail between my legs." Then with a hint of hopeful expectation in th...

20% of Sales Persons Tell This Lame Lie (04 Aug 2005)

Yeah, yeah, smatterings of sales trainers see fit to advise audiences to tell incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally. Even you may be tempted to resp...

1 in 25 Sales Professionals Will Be Shocked to Hear This! (30 Aug 2005)

There are a few sales professionals that really "get" the power behind this priceless insight. Others completely miss the significance or undervalue the power behind it.

Hopefully, you are the one who "gets" it and your competitors are the o...

The Power of Positioning (28 Sep 2005)

The time-honored story around the Midwest is "The Wizard of Oz." Can you imagine what a shock it would be to go to sleep in the Midwestern United States and wake up in the Land of Oz!

The splendor and excitement of arriving in a new land, fu...

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