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 2 – 3 – 4 – 5 – 6