Why Sales Training Fails By: Nigel Thompson Summary:
Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches.
Retail Sales Training Essential To Increase Retail Sales Performance By: Steven Lipschitz Retail Sales Coaching should be designed to work on behalf of each individual Salesperson who wants to succeed for them, while being part of an environment that nurtures and speeds their growth.
Retail Sales Training is for each person who cared to show up today to express themselves in a retail sales environment and who demands more of themselves. Retail Sales Training is for people who want to feel they have done their best with what they knew, today.
Insurance Sales: Tracking for Increased Sales By: Cheryl A. Clausen. When you struggle to track where prospects are in your sales funnel and how likely they are to do business with you it's easy to drop the ball and miss prime opportunities. Many tracking systems are complicated and unwieldy. You need a simple tracking system. You need to know at a glance exactly who your prospects and leads are, how likely they are to do business with you, their contact information, the commitments agreed upon during your last contact, and the next action you must take to close the business. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Sales Technique: Be a Trade Show Attendee not a Booth Owner By: Cheryl A. Clausen. Identify the trade shows that your best prospects attend and make sure that'll you'll be there and have a clear plan to use this opportunity to increase your insurance sales. You don't have to spend hundreds or thousands of dollars renting a space at the event, in fact that's one of the last things you want to do. You can get numerous great leads without having to rent a booth. Renting a booth actually inhibits your potential for the event because when you have to man a booth you can't mingle and meet with the other vendors. It's no secret that most trade shows are annual events so it's easy for you to plan and prepare for the event. Don't go unless you have your sales strategy developed for increasing your insurance sales success. In most cases the event will be held at a hotel or a convention center connected to a hotel. In addition to walking the trade show you may also want to rent a meeting room during the event and use a pre-event direct mail campaign to invite prospects to visit you and get a special valuable gift. You may also want to host an invitation only cocktail hour at the end of the day just for your best prospects. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Sales Coaching: Are You Quitting too Soon By: Cheryl A. Clausen. When your sales are down your self-confidence plummets. Sometimes you feel like you can't do anything right. Plus your feeling the pressure of low or no revenue in all aspects of your life. Should you just quit? What if you're on just about ready to make a significant breakthrough? If you quit you'll never know. You can't fail unless or until you quit. Are you ready to admit defeat? Will you always wonder what if the next call or appointment was the one that would have completely changed your business? Before you make the final decision to quit make sure you know exactly what you're quitting. If you're quitting a company that doesn't match your values, a boss that lack integrity, or a product or service that doesn't meet expectations go ahead. You should feel good about it and put it behind you so you can move on to the next thing that does support your values, standards, and integrity. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Sales Coaching: You are Responsible By: Cheryl A. Clausen. No one but you is responsible for your actions. But are you taking responsibility for what happens to you? You decide the actions you will or won't take. You make your own decisions. And the things that happens to you are a direct result of those actions or inactions and decisions. Placing blame, making excuses, and denying the facts hurts you and keeps you from the sales success you want. Yet, you may find that the people who are supposed to support you just make things more difficult, and they don't do what they say they will. When you know this to be true it just means that you have to take on the responsibility and take action to get it done. Tags: sales techniques, sales coaching, insurance sales, career sales training, sales, sales training
Sales Coaching: Are You Asking the Right Questions? By: Cheryl A. Clausen. The questions you're asking now probably aren't the right questions. If you or your prospects feel uncomfortable when you ask questions, you're asking the wrong question? It's easy to tell when you're asking the wrong questions because the prospect sends clear signals that they aren't comfortable answering your question. But when you ask a good question the prospect acts interested and will often comment, "that's a good question". There is a noticeable difference because the prospect will engage. You can see them thinking about the question and when they respond their answer is well thought out. This gets them to loosen up and start talking. Tags: sales techniques, sales coaching, insurance sales, insurance agent marketers, sales, sales trai
Sales Techniques: You aren't Born Creative You Become Creative By: Cheryl A. Clausen. You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought process that produces ideas. To become creative you need a positive attitude. And you need to be open to allowing yourself to be creative. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales, sales trainin
Insurance Sales: Aren't You Selling Money at a Discount? By: Cheryl A. Clausen. You should be selling your services rather than a product. So why do you market your products? You can almost immediately increase your sales if you'll just stop doing that. Dan Kennedy talks about the technique of selling money at a discount. That's exactly what you you need to be doing. Yet you're approaching it all wrong. Most of you use the approach of asking to quote your prospects insurance. There isn't a lot of interest in that approach and it's a low value approach. You would be much better served using the approach of selling money at a discount. Tags: sales technique, sales techniques, insurance sales, sales coaching, career sales training, sale
Sales Coaching to Make the Complicated Simple & Win By: Cheryl A. Clausen. Most people don't understand insurance and they don't want to. Use that fact to your advantage by making the complicated simple so people will buy and buy from you. There are two very good reasons this will improve your sales results. When you make it simple you remove a lot of the risk involved in a buying decision for the prospect. When people a risk in making a decision they worry about looking stupid, feeling foolish, wasting their money on the wrong thing, spending more than they need to, or buying things that don't get them what they want. Plus when they're confused and overwhelmed all their fears about the risks involved prevent them from saying yes. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales. career s
Strategic Sales Action Plan can Increase Your Insurance Sales By: Cheryl A. Clausen. How about shaking up your sales results? Now is the time to rethink you're approach and develop a plan that gets results. If your strategic sales action plan isn't implementable and quantifiable path it won't produce results. The key elements of a strategic sales action plan include: value, unique market position, marketing plan, sales plan, and a follow-up plan. It's best to approach these critical elements in a specific order. Tags: sales tecnhique, sales techniques, insurance sales, sales coaching, career sales training, sale
Sales Coaching to Get Out of the Commodity Business By: Cheryl A. Clausen. There's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that's exactly what you're doing when you offer to quote someone insurance. Let the price shoppers search the internet or bother your competition for quotes, but don't let them bother you. There is a very good reason for both you and the customer for not simply quoting a price. Isn't it true that when you quote a price you're making a quote based on the assumption that the customer knows exactly what they need and why? And how often is that really true? Tags: sales techniques, sales technique, insurance sales success, sales coaching, insurance sales, ca
Sales Coaching to Help You to Become a Skilled Questioner By: Cheryl A. Clausen. You may be struggling with questions because you aren't asking the right questions in the right order for the right reason? The best sales people are skilled at asking the right questions. Yet you may be focused on asking the easy questions that don't really help you to achieve sales success. Be sure to avoid asking questions that you could easily learn the answer to from publicly available information. Business owners and executives are immediately annoyed if they feel they have to waste their time educating you because you're too lazy to find out back ground information on your own. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Translating Concepts into Actions for Insurance Sales Success By: Cheryl A. Clausen. When you're first exposed to a sales idea you learn at the conceptual level. This idea may sound pretty good. You know it has worked for other people so you presume it should work for you. Then when you try it you may find that what has worked for other people doesn't work the same way for you. That's because you aren't other people you're you and what worked so well for someone else may not match up with who you are and your strengths and motivators. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Sales Coaching to Get Referrals without being Pushy By: Cheryl A. Clausen. It's not your fault; but the way you've been trained to ask for referrals is pushy, obnoxious, and downright embarrassing. It does nothing to further your relationship and you hate it and your clients hate it. You've been trained to ask real clever questions like, who are the three couples you'd invite to a dinner party. Choke, puke, gag. If you're actually using these highly manipulative tactics stop it and stop it right now. There isn't any reason for you to stoop to these high pressure approaches to get the referrals you need. Tags: sales technique, sales techniques, sales coaching, insurance sales, sales, career sales trainin
Sales Coaching if You have to Cold Call By: Cheryl A. Clausen. Cold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If you're fairly new in the industry your sales manager will force you to do it, and if you've been in the industry awhile but you've never learned how to market yourself you may have to do it. If you're like 84% of all sales people you have call reluctance. You hate doing it you get poor results and it damages your fragile ego. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
Sales Coaching to End Closing Fears By: Cheryl A. Clausen. Thinking about asking someone for the sale causes perfectly normal people break out in a sweat. The reason these apparently normal people have closing anxiety is because they haven't properly handled the sales process. If they had closing would be nothing more than a natural conclusion to a selling conversation. You're anxiety is due to one of four reasons. You didn't have agreement from the prospect to have a selling conversation in the first place. You've confused the prospect by presenting too many options. You didn't take the buyer through a thought process that helped them to buy. You didn't evoke the emotional reason the prospect should act and act now. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
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