New eBook On Sale Now - Surviving & Prospering in Your Sales Career - Field Manual for the Sales Pro

Tue, 29 Sep 2009 02:05:21 -0400

Not your typical sales book, which is filled sales tips and a bunch of motivational stories to get you all hyped up. Read the rest only if you want an honest and logical guide on how to survive in the sales environment. This book is not. It is not a sales book. Also, this book is not for "self-help ". If you use what you learn here in your personal life, you are responsible for the results. Second, as a sales manager and trainer it is not my job to kiss your butt and tell you how great you are. Having a big ego and over-estimating ones abilities, so no one really needs to be artificially pumped up. This book explores that salespeople are looking for validation anywhere they can get it. The only validation that counts is what is up on the sales board. Sales managers and owners will always give their new sales people well scripted impressions of what to expect, and what they need to do to succeed. The author explore the reasons behind hiring practices, pay plans, and reveal the reality of what your job is in their eyes. **End Summary** Topics: sales]]> office politics]]> Sales management]]> pay plans]]> history of sales]]> sales training]]> sales professionals]]> sales managers]]> sales book]]> ]]> About the Author: ]]> http://www.worldsbestsalestrainer.com/Discussions/tabid/58/Default.aspx GregMeida Inc. Home of http://www.worldsbestsalestrainer.com 877 820 4734

Step 2 of the five steps to the sales call.

Sat, 04 Jul 2009 00:00:00 -0400

The introduction is designed to build a strong foundation for the entire sales presentation. It is not designed to sell your product or service, but instead to help create a relationship with the person you want to sell to. This is the time when they size you up, and you establish your believability. Many salespeople worry about being cut off and not being able to sell, so they jump right into the pitch. However, the more a prospect believes a sales professional, the less likely they will be to cut them off. There are four objectives that a sales professional should accomplish, in order to assure a productive sales call, and the whole process should take only a few minutes. The four elements to the introduction are: ICR Brief product or service overview. Credibility statement Validation statement. ICR is an acronym for " Interest Creating Remark". The purpose of the ICR is to elicit a positive remark from the prospect or client. This can be as mundane as, "Great weather we are having" to something about a mutual acquaintance or current news in the industry. **End Summary** Topics: How to sell]]> Free sales training]]> sales techniques]]> sales training]]> Sales coaching]]> sales skills]]> sales consultant]]> sales trainers]]> Greg Hill]]>]]> About the Author: ]]> To see the whole Free Sales Training Video Series including Step 2 of the sales call go to: http://www.worldsbestsalestrainer.com/Register/tabid/61/Default.aspx and register for free membership. Watch all of the training videos, Submit articles and post comments and be informed of all new arrivals.

Articles by Greg Hill on ArticleSnatch.com

New eBook On Sale Now - Surviving & Prospering in Your Sales Career - Field Manual for the Sales Pro

Step 2 of the five steps to the sales call.