Sales Training - How To Hire The Right Sales Trainer Or Sales Consultant

There are plenty of reasons why you would want to hire a sales consultant or trainer for your company. Perhaps you have a new product line coming out and want to enter the market with a big splash? Or your sales force has not been meeting their quota? Or you want to improve your sales team’s cold calling techniques? Or the closing ratio of your salespeople could use some improvement? Whatever the reason, you must hire the right sales trainer. There are certain things you must look for when making the decision on hiring a sales trainer.

Top Sales Trainer Says: Insurance Selling Is Stymied By Risk-Averse Recruiting Strategies

If you look at one of the great backwaters of the selling profession, it has to be the insurance industry. It hasn’t altered its recruiting and training practices for a century, and it is unlikely to do so anytime soon, because its very product is risk aversion. Insurance, as everyone knows, is about pooling risk. Actuaries work long and hard to determine how many claims will be filed during a given period, and then they adjust rates to reflect those risks and to garner a certain profit. When it comes to recruiting new agents, actuarial thinking also comes into play. Knowing that a certain percentage will wash out, insurance executives do what they can to minimize the costs of these “accidents,” these “claims” against profits, if you will. So, they shift the cost of failure to the trainees themselves by offering straight commission positions or the tiniest subsidies they can get away with offering. In an age of increasing copetition, especially from direct-marketing companies such as Geico, the traditional approach is bound to fail, says Dr. Gary S. Goodman, top sales speaker, best-selling author, and consultant to the Fortune 1000 and numerous insurance firms.

Stand Up - Stand Out: 12 Ways to Get Your Prospects to Call You Back

No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back.

Sales Training Tips for Aircraft Sales Businesses

If you are a sales manager in charge of training aircraft sales people you need to be sure of a number of items. Aircraft sales should not be a high-pressure business and if you have people coming from the auto industry to sell aircraft you might be surprised if they do not do as well as you might expect.

eLearning: Hype or Hip?

Is eLearning the promised training solution or is it merely the next hyped business buzz word? This article opens the discussion around the use of eLearning as a valuable training solution. It focuses in on the strengths as well as the limitations both of the technology surrounding eLearning as well as the human factors that influence the success or failure of eLearning.

Selling with Tailored Benefits

Classic guidance on using benefits in selling but with a twist for the 21st Century – really tailoring these to your customer's personal needs.

Ten Goal Setting Techniques

Ten reminders or new ideas to help you set and achieve your goals

Five More Rapport Selling Tips

Five more tips for the Rapport Seller. Rapport Selling is the skill for the 21st Century. No longer can customers be expected to swing along with our traditional sales cycle. Today's customers expect to be treated as an individual and the selling tailored to them. This article continues you on this inspiring journey.

Looking For New Customers? Start First With Your Direct Competitor’s Clients

17% of your competitors’ clients are ready to switch. Do you know how to go after them?

High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle

High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. They are ‘detached to outcomes.’ They have learned the power of referral marketing and use their current client/network relationships to bring them new, ideal clients.

High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income

To be an expert communicator is the first pre-requisite of becoming a high achieving sales professional. Simultaneously many other tools aid in advancing your achievement. They aid you to create an environment with your prospect where they are telling you the truth.

Sales Lessons from Simple-Speak

Retain the energy and excitement, but boil down the product information. Use language that is so easy to understand that even a second grader could understand it. You’ll guarantee that your customers won’t be staring at your product wondering, who asked for the ketchup?

Overcoming Presentation Jitters

I remember my very first speaking engagement. I was excited but also a little nervous. I was faced with some of the common fears everyone experiences. Even though we may know that many of our fears are most likely not ever going to actually happen, they still have a way of trying to take center stage right before we get on stage.

Sales Contests And Incentives Can Help Motivate Your Sales Team

If your company's sales are lagging and you are looking for a way to boost the results of your sales team, look into creating a sales contest or sales incentive program to motivate your sales force.

Real Estate Sales Training

In real estate sales training, sales forecasting is very important. Sales forecasting is the task of projecting the future sales of a firm. The sales forecast indicates how much of a product is likely to be sold during a specified future period in a specified market, at specified prices.