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10 Blockbuster Ways To Ignite Your Sales
1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. 2. Join online business associations or clubs. If you join, they will usually list all their members on their ...
Powerful Networking: Focus on building connections, not closing sales
You can find numerous references in the business literature about the importance of a company's mission. These sources emphasize that the mission is not to make a profit; that a profit is the outcome of and reward for fulfilling the mission. In the...
Want More Sales? Write A Barry Bonds Sales Letter
I'm not a baseball fan. Never have been. In fact, I hate the sport. However, I am a Barry Bonds fan. Here's why: Barry Bonds possesses the exact same intangibles every great sales letter possesses. He's loyal, consistent, powerful, and hits a...
Website Owners: How to Get Sales and Marketing Help
Many people mistakenly believe putting up a website is marketing. FACT: Websites need to be marketed so likely customers will visit them. Many people mistakenly believe offering items on a website is sales. FACT: You can have lots of traffic and...
Why Your Email Distribution List is Your Best Source of New Sales
Don’t overlook your current customers. After all, they’re the ones who give you referrals and potentially come back for future sales. Marty Nemzow, best-selling author and marketing expert, says that not only does gaining a new customer cost much...
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Sales Training – A Short Course, Part II
“I learn by going where I have to go.” – Roethke
Sales managers and experienced producers often have training responsibilities that require them to manage this process, helping people do their best by:
• Assessing individual training needs.
• Setting training goals and making plans to meet them.
• Selecting and organizing training methods and resources.
• Prescribing field activities, coaching, critiquing, reinforcing and follow-up.
Training is not one-sided, however. A trainer’s or sales manager’s responsibility may be to make training available, but it is the sales person’s responsibility to make the most of it. The ultimate responsibility for learning is the learners, so the manager/trainer’s role will be more of a "coach" than a "doer”.
A good trainer is a leader and coach. Michael Beck of Leadership Coaching, Inc. (www.leaders-coach.com) maintains that all leadership is by example. “The people who follow usually duplicate half of the good things their leader/coach does and twice the poor things, say Beck. “To be dynamic, a leader must practice self-discipline, be a perpetual student, become efficient, prioritize tasks well, determine materiality, and practice delayed gratification.”
In other words, coaches usually do not get out on the field and play the game, but they must know how to help their players become winners. Sales trainers must be convincing in demonstrating successful sales techniques. This makes them responsible for being the "player-coach," that is, someone who can play a good game, not just talk about it.
Trainers Can Kill With Kindness
Watching sales being initiated, developed and closed by a player-coach helps pre-contract candidates and new producers learn how to apply the knowledge and skills they’ve learned. But the player-coach role can quickly reach a point of diminishing returns, especially for sales managers or trainers who have a stake in the
outcome.
People may learn best by doing. But once producers have the knowledge and skills they need, every time you close business for them, the less they learn and the closer they get to leaning on you. Worse, every time you don’t make a sale, you lose credibility.
Many salespeople have left the business because their sales managers didn’t know when to stop making sales for them. That instinct is even stronger with pre-contract candidates, since sales managers and trainers have a stake in candidates satisfying their pre-contract requirements.
Resist the temptation.
To be an effective career test, pre-contract training must allow candidates to make it or break it on their own. Unless on joint calls with candidates to demonstrate a sales talk or give technical backup, let them take sales presentations as far as they can before stepping in.
Not to put too fine a point on it, good sales managers understand that their relationships with producers should one of coach or counselor, not true friendship. The treatment of pre-contract candidates and new producers should always be cordial and considerate. However, evaluating a person’s ability to perform to a minimum standard is part of the job, and friends should no more judge each other than they should try to change each other.
Good trainers, moreover, should have a "coaching" attitude in all their dealings with trainees; and good coaches should be caring, non-threatening, and build confidence, trust, and respect.
Want More? Send questions and comments to w.willard3@knology.net.
About the Author
Bill Willard has been writing high-impact marketing and sales training for the financial services industry for over 30 years...but as Will Rogers put it: "Even if you're on the right track, you'll get run over if you just sit there." Through interactive, Web-based "Do-While-Learning" programs, e-Newsletters and straight-talking articles. And fun! w.willard3@knology.net
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| Sales - Wikipedia, the free encyclopedia |
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| en.wikipedia.org |
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| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
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| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
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| Oracle Customer Relationship Management Solutions |
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| Sales and related occupations |
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| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
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| sales.monster.com |
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| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
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| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
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| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
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| Sales |
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| www.managementhelp.org |
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| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
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| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
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| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
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| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
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| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
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| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
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| Music Sales Group |
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| Sales Autopsy |
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| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
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| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
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