There is a serious common mistake made by salespeople during presentations that happens way too often. It involves starting right into the presentation without first establishing a few things. A presentation done properly consists of at least 4 parts.First, establish rapport and a reasonably high level of trust.Second, spend the time to clearly identify the problems and needs of your prospect.Third, give your presentation.The last part is the close itself.These parts are not established in stone somewhere, you must be flexible. Every time you ask a question, your presentation and steps may change just a little, even though the goal is always the same.Let me explain. Your presentation is really an entire closing process. Once you have established some kind of common ground and trust, you be
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For a business to succeed, it needs people with positive attitude. No matter how advanced technology and infrastructure it possesses, it if does not promote a work culture where its people can learn, grow, and thrive, it cannot hope to improve its financial numbers and make a mark in the industry. It is well said that it is your people who make or break your business. So if you want an effective workforce, you must provide for their training and growth.When it comes to training, it is the behavioral training programs that top the chartBehavioral training includes training on communication skills, interpersonal skills, presentation skills, negotiation skills, multitasking, decision making, creating problem solving, winning through people, etc.Whether it is a financial services company or an
Read MoreBusiness owners must often keep an eye for the common mistakes most of them commit in the process of sales to identify the ways to avoid them. This activity would enable them to taste success in their businesses by avoiding such expensive sales mistakes. They would also able to handle the challenges and can be sure of getting the expected outcomes each year. Even though, business owners are said to be inspirational people, they often bump into certain instances and challenges, which are caused by few mistakes they make. So, it is important to identify the issues and overcome it immediately to refrain from making the sure mistakes every time.1. Experience attributes: As most of the business people are highly experienced, they tend to overlook sales process, which is planning in advance. Thi
Read MoreThe sales process is more or less the same whether you sell a product or service on or offline. When I first started in the sales industry a long time ago, I found it hard to sell. It was hard because the more I didn't get a sale, the more "aggressive" I became; I was too hungry for a sale.Eventually I learned to break the cycle. I was told that my techniques would only frighten away customers. The best sales advice I was taught was to relax. When a salesperson is relaxed, customers "feed off you" through your body language thus having the same effect on the customer.My aim is to provide you with plenty of sales tips that I learned. I hope to encourage you by providing you new sales material to better your sales techniques?The Sales Process, There's Something Missing!Every sales job has a
Read MoreMany professionals in sales and marketing today have been charmed and persuaded to believe that success in today's hyper-competitive business climate is predicated by how many digitized B2B or B2C contacts you have? Successful sales and marketing is simply not defined by the sheer numbers of Twitter followers, LinkedIn connections, Facebook likes and Instagram followers one has. Feeding these purported "must update" social channels and checking them 12 times per day can be mind-numbing, boring and counter-productive.But you can enhance the "social selling experience" with people by following a few of the suggestions I am presenting in this article. I have been utilizing various social media channels for the past decade to leverage my sales and marketing footprint, but doing so to create a
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Whenever any of your guests ask your team to take special occasion pictures don't let them just take the picture and walk away anonymously! Train your staff to get the most mileage out of every engagement opportunity. Your server should say, "Absolutely! But... lets do one picture your way and one mine OK?" 100% of your guests will laugh and be intrigued by the prospect and wonder what the waiter has in mind. (He is already creating a more memorable experience for them!) Have him take the first picture in the traditional boring pose (He can yawn dramatically if appropriate. They will really laugh which makes a great picture too!) Then have him say, "OK, now it's my turn... " He can use his imagination for a fun second photo. Have your servers/bartenders use their judgment but here are some
Read MoreNo matter how great your products or services are, if your sales force is not able to sell them like hot cakes in the market, you are not going to see that much desired growth in the top line. You agree on this, right? However, you have not been able to figure out how exactly you can turnaround the usual output of your sales people and make them achieve their targets day after day, week after week, and month after month.In this article, we will share you insights which will greatly help you understand the challenges your sales force faces every single day and how to help them overcome those challenges and meet (even surpass) their targets and bring company more clients, more business.Communication is the key Communicate daily; communicate the minute it is required. Communication can save
Read MoreA fast-growing bank hires a corporate training programs company. The bank is satisfied with the skills & performance of its people - however, it wants its people to be a lot more proactive and get more engaged with the customers. The training company comes, conducts the program, and leaves. The bank looks at its workforce post training and finds no change. And then it wonders what went wrong?Hundreds of businesses today are competing for a little more market share and some more customers. On the one hand, they've to keep hold on to their existing customer base - and on the other hand, they've to invade in their competitors'. Corporate training programs, for them, are a powerful tool to motivate their people and up skill their capabilities to communicate, influence, and keep the customers h
Read MoreIntroducing a power packed entertainer for your corporate event has more value than about any other single training option you can add to a weekend. Let's talk about how you can increase your value through entertainment options.#1 Sales TrainingIncreasing training values pumped up with references, characterizations, and concepts included in a themed music - cover band - might influence your sales team to remember their sales training better. "Whip It" into shape, might be the theme of the night, with everyone getting red plastic fire hydrant hats to wear for the party. I'm betting the Cover Band will perform Whip It, if you plan it ahead of time.#2 Keyword Optimized Selling PointsYour newest power packed product has an amazingly great keyword phrase, and you've decided to brand your busine
Read MoreWHAT ARE WE TRAINING FOR? "Knowledge has to be improved, challenged, and increased constantly, or it vanishes." - Peter Drucker I took part in a training last week on how to effectively evaluate the impact of learning. Throughout the session, the recently-released report from the Association for Talent Development (ATD), Evaluating Learning: Getting the Measurements That Matter, was referenced and many of those mentions were fairly shocking.According to this white paper study, while organizations invest approximately 8% of annual profits in training initiatives, a mere 35% of those surveyed "reported that their organizations evaluated the business results of learning programs to any extent."Additionally, the 2016 report noted that the majority of funding available for training impact evalu
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