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Articles, Videos & Book Reviews About Sales Training

Articles, Videos & Book Reviews About Sales Training

Your marketing is generated leads from potential customers. You know this because people are ringing up or email you asking for a sales appointment, in person, over the telephone or Skype.

What are you going to do now?

Just like asking out someone you fancy, you’re faced with a couple of options. You get the date / the order or you have to deal with rejection.

At least when you’re selling a product or a service delivered by someone else, the rejection isn’t entirely about you and whether you’re “good enough”. It still hurts though.

And in a sales role, you face rejection a few times a day, every working day. If you’re an outreach telesales person, you face rejection multiple times an hour.

Improve Your Sales Skills

These articles, book reviews and videos are here to help you to improve your sales skills.

To increase your chances of getting the order and to reduce the chance of rejection. Some of the books even have ideas about how you can stay strong personally when prospective customers say “No”, too often.

Is Sales A Numbers Game?

Some people argue rejection is “one of those things”. To get your quota of orders, all you have to do is ask more people.

If you need 3 orders a day, and your closing rate is 10%, you have to ask 30 people each day. On average, you’ll then get your daily quota. On good days, you may get four, five or six orders. On bad days, you might have a long losing streak.

I don’t believe sales is purely a numbers game although I accept the basic premise that the more people you talk to, the more people you’ll find who can buy.

It also comes down to your sales skills.

How you talk to people. How you engage them in what you want to talk about. How you listen. How you move the conversation forward to a place where the customer “automatically” asks to buy or where you close in a natural, non-sleazy way.

Some Sales Training Every Year

I’ve been self employed since 1995 and, when I was thinking of going down this road, I was given some advice by a former boss who’d become a success consultant himself.

He told me that I should commit to receiving some sales training every year, whether it’s a course or reading a sales training book.

I think it’s really good advice.

I’m not a natural sales person. I’m much too shy but I do enjoy helping people with problems.

I think that’s a good definition of the sales process – helping people with problems.

And if they have a problem my services can genuinely help solve, I have no problem helping a potential client to buy from me. I also have no problem saying I’m not the right person and pointing them in a different direction.

I’ve discovered “qualifying” is a vital part and, if I qualify correctly, everything else falls into place a good proportion of the time.

There are a lot of articles in this sales training category. Here are links to the other pages – page 23456

The Fisherman’s Guide To Selling by Jo DiMisa

The full title of this book by Jo DiMisa is

The Fisherman’s Guide To Selling: Reel in the Sale – Hook, Line, and Sinker

In my review posted on Amazon.co.uk, I gave the book 3 Stars. This means it is worthwhile.

Here is my book review.

The metaphor got tedious for me as someone not interested in fishing

I’ve come across fishing as a metaphor for selling a few times. It’s one I think works well and I’ve even used it myself to explain why you need to sub-divide your market to create marketing which is more likely to create enquiries from customers.

It’s easy to understand you need to decide which type of fish you want to catch first before doing whatever is necessary to catch the fish. You have to look in the right place, you have to use the right bait and you need the skills to tempt the fish to bite and then land the fish. [continue reading…]

in Other Business Books

Overcoming Your Inner Resistance To Selling

If you play a word association game with yourself and pick “salesperson” as your word, I bet you finish up with more negative connections than positive.

It’s a bit strange when no money gets made until the sale is completed but that’s also at the root of the problem.

The “pushy, say-whatever’s-necessary, out-for-what he-or-she-can-get” stereotype of a salesman comes from our experience of people trying to force their agenda onto us.

And their agenda is making money by taking our money and giving back something of spurious value.

It Doesn’t Have To Be Like That

[continue reading…]

in 2 – Your Inner Game

How Small Companies Get Big by Bob Oros

The full title of this book by Bob Oros is

How Small Companies Get Big: A Simple Technique That Could Double Your Business

In my review posted on Amazon.co.uk, I gave it 2 Stars.

Here is my review.

Not focused, more about sales tips

The book starts by talking about the need to have a GPS system to guide you in your business, which starts by making sure you have a clear destination in mind. [continue reading…]

in Other Business Books

Give Me One Good Reason to Buy by Bob Oros

The full title of this book by Bob Oros is

Give Me One Good Reason to Buy: How to Identify and Sell Your Unique Sizzle

In my review posted on Amazon.co.uk, I gave it 2 Stars.

Here is my review.

Ignore the title, this is a book of sales tips

This sounds like a book about finding and explaining your USP, the important customer benefit that is only available from your business.

This author is notorious for not sticking to the expected point and it doesn’t take long for him to lose focus and start wandering around the issues involved with personal selling. [continue reading…]

in Other Business Books

The James Bond Cold Reading by Julian Moore

The full title of this book by Julian Moore is

The James Bond Cold Reading: A Re-Imagining Of The Classic Reading.

In my review posted on Amazon.co.uk, I gave the book a Four Stars rating. This means it is Good and Well Worth Reading.

Here is my book review.

A clever idea

The idea of using a short James Bond plot to help you cold read is very clever, as are the underlying,12 classic lines.

Inevitably it will still take effort to learn them and even more to practice using them in a love situation. [continue reading…]

in Best Business Books

Asking Questions The Sandler Way by Antonio Garrido

In my review of

Asking Questions The Sandler Way

by Antonio Garrido posted on Amazon.co.uk, I gave the book Three Stars. This means it is Worthwhile.

Here is my book review.

Questions are the only way to find out what the customer is thinking.. unless you’re a psychic

As an introvert, it has always seemed obvious to me that you should ask questions during the sales process. After all, I’m happier listening than talking.

Unfortunately the stereotype image of the fast talking sales person is one who charms, persuades and convinces with his or her confidence. It sounds good until you get in the sales process as the buyer and then, most of all, you want to be heard and understood. You want to buy through right product and not be sold something unsuitable. [continue reading…]

in Other Business Books

Why People Buy by Greg Nanigian

The full title of this book by Greg Nanigian is

Why People Buy: The Real Reason Features and Benefits Selling Doesn’t Work“.

It is a detailed look at the Sandler Selling System’s pain step.

In my review at Amazon.co.uk, I gave it a FOUR star rating, meaning I consider it to be good to very good.

Here is what I posted.

More details of the Sandler Pain Step

I find the Sandler Selling System appealing in many ways although I’ve seen it used to bail out of potential relationships too early and recognise that it can be used to manipulate buyers or to give the appearance they are being manipulated.

This book provides a detailed look at the pain step, used to uncover emotionally powerful reasons for the buyer to buy. It also explains where pain lies in the “Sandler Submarine” so that you have a brief understanding of the entire system. [continue reading…]

in Best Business Books

Get Them Buying by James Squire

The full title of this book by James T. Squire is

Get Them Buying: The Secrets to Not Competing on Price“.

In my review at Amazon.co.uk, I have given it a four star rating meaning that I rate it as good to very good.

Here is what I posted.

A wide ranging book that helps you sell without reducing prices

At its heart, this is a book about selling but it takes a wide ranging view of the issues. This is NOT a traditional sales book that will teach you how to handle objections and manipulate or pressurise buyers to close the sales.

Included in the book are: [continue reading…]

in Best Business Books

What Is Causing Your Sales Problem?

If your business is finding it tough to win enough sales volume to give you the profit level you want, you may be trying to solve it the wrong way.

To get the best improvement in results, you need to tackle the right problem in the most effective way. Sometimes, business owners can make faulty diagnoses of the underlying issue and this happens particularly when the business owner is under too much pressure.

If you don’t focus your time and attention on the key constraint or bottleneck, you’re likely to get disappointing results. (see The Theory Of Constraints For Small Businesses)

This diagnose the problem to prescribe the right solution is a similar process to your doctor uses to make sure that his prescribed treatment is tackling the most likely cause. For example, there are many different reasons for a patient having a headache – from eye strain to general tension to too much alcohol… all the way through in severity to a brain tumour or a fractured skull.

Sales being too low is a symptom but, without looking in detail, it’s not clear what the underlying problem is and therefore it’s not clear

What Causes A Business To Have A Sales Problem?

[continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion, 6 – Revenue Regeneration, Business Problems And Mistakes

The full title of this book by Amitav Chakravarti and Manoj Thomas is

Why People (Don’t) Buy: The Go and Stop Signals“.

In my review at Amazon.co.uk, I rated it as a FOUR stars book, meaning it is good to very good.

This is what I wrote.

Fascinating but quite academic

In my business coaching, I sometimes talk about the Buy or Don’t Buy Scales where buyers weigh the reasons to buy against the reasons not to buy consciously or subconsciously.

This book takes the same principles in terms of buying go and stop signals but adds more more meat to my simple analogy. [continue reading…]

in Best Business Books