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Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line
Now with a fantastic attitude and appropriate goal driven sales behaviors, you also need the competencies of your profession just as a lawyer or doctor needs them for theirs. Do you have the appropriate sales competencies to increase the velocity of your sales cycle and Up your bottom line? Well, you can develop your competencies almost anywhere. As salespeople, you can develop your competencies from reading books, in class training, on the job, being coached or through trial and error. You could join Professional Sales Associations, and in some countries like Canada, you can even get certified as a sales professional.

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers?
Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections… If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

Targeting for Velocity Selling Cycles in a New Economy
In this new economy, it is more important than ever before to aim for Velocity Selling cycles. Your bottom line depends on it. It is essential that sales professionals clearly define their target prospects by criteria. This criteria is based on the best return on time invested (R.O.T.I.) and confirmed in the fastest way possible. I refer to the Velocity Selling Cycle which will unquestionably acquire positive sales results.

Increasing the Velocity of Your Selling Cycle
Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. In the Velocity Selling System, you must first establish rapport with the client in order to build a lasting relationship. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting.

The Foundation to Sales Success in Today’s New Economy of Buyers
Selling in today’s new economy of buyers requires a strong foundation in order to succeed. It is crucial to your overall success to begin with a strong foundation to support the productive behaviours within your Selling System. Your attitude, which stems from your individual beliefs, is the foundation for productive behaviours and sales velocity. A brand new positive and proactive attitude will certainly attract more buyers. It will assist in changing your ineffective behaviours or habits into defined daily disciplines and efficient habits will provide you with more focused targeting. The result will be a better return on time invested (R.O.T.I.).

Are you making the best use of your sales time?
What is the most important part of our job as salespeople? I think it is to get new business while maintaining what we have. Therefore, if that is the most important part of our job, what do we need to make the difference? Yes, your appropriate behaviour, but that is not the answer I was looking for. Without prospects or customers we have nothing. Therefore, prospects and customers are the most important component in our jobs. Because of that, we have to be constantly thinking of prospects and clients in terms of when they want to be contacted or visited, what their needs and desires are and what we can do for them in relation to satisfying those needs and desires.

No is a Positive Outcome in Sales
There are numerous studies that reveal that 87% of sales people working the telephone give up after the first attempt. By extrapolation this means that only 13% follow up more than once. Another 10% give up after a second call. Only about 3% of reps follow up more than twice. Which do you think have a higher rate of success? To get more positive responses you have to hear more nos. You hear more no’s (and more positive responses) by following up every lead and every opportunity. To get more positive responses you must be tenacious on following up leads. Get the ‘no’s’ out of the way. Being perseverant and persistent is the key and it requires two things: a follow-up system and self-discipline.

Is Your Sales Training Missing These Ingredients?
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

A Velocity Selling System that is as Simple As ABC
If you are not following a sales process, you are probably not in control. Consider this for a unique sales process - a “Buyer Focused” Velocity Selling System that is as simple as ABC.

7 Major Reasons Why Your Sales Is Suffering
We, as professional salespeople, thrive on success in our fields, right? Most of us in this noble profession have found ourselves in a “sales slump” or in a “sales plateau”. We know what these situations are, right? A “sales slump” is where we can’t even sell someone water in the middle of the desert. A “sales plateau” is where our numbers have stopped climbing (regardless of the volume) and we’re maintaining the numbers at a certain level and we aren’t able to make more sales.
Ever heard of LoveSelling Read on despite the name
Some entrepreneurs don't see themselves as sales people, because 'sales' is an unpleasant activity for them. Yet, their very existence depends very much on a successful sales strategy. My approach is 'positive sales' - a consultative approach to focusing on providing service first and selling next. Coincidentally, a German Business Guru has come up with a similar idea: he calls it "Love Selling"!

Other Sales Trainer Related Articles

Building a successful sales career or business
Are there ways to ensure your success in the sales field? Yes, says Canadian Sales Trainer, Bob 'Idea Man' Hooey and he outlines some specific ideas and tips to assist you in this quest.
Mistakes Made by New or Inexperienced Sales Staff
Why is it ‘senior’ sales staff are more effective and more productive in their sales efforts? Could it be that they've learned the value of these simple points that help them sell better? Canadian Sales Trainer, Bob 'Idea Man' Hooey outlines 7 mistakes made my inexperienced sales staff. Make more sales by making less mistakes.

Levels of Sales Competence
Most salespeople and sales managers often are unaware of where they fit on the sales effectiveness continuum. Dave Mather, a 30+ years sales trainer explains the basics of sales competence levels. His experience shows that less than 6% of salespeople ever reach to top level.
Bob Proctor's Got A "Secret" & What it Means For Your Organization
Arupa Tesolin interviews sales trainer Bob Proctor on what "The Secret" holds for employees who are being more equipped for innovation and creating.
Sales Best Practices: Maintain a good filing system, with all the useful information readily available.
Not being organized is a crippling excuse to being successful in sales. Renowned sales trainer Dave Kahle discusses how to improve your organizational skills in this best sales practices article.
THE TRAINING GAP
If a new sales rep, or any new employee, with potential, talent and ability fails maybe it is the quality and nature of the trainer, coach and the program.
Who's delivering your sales training?
You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you are at risk of being seen as inauthentic. To help you make the best choice when it comes to selecting the right sales trainer let's consider the following:
Increase Small Business Sales – Stop Asking for Referrals
Why would I tell you to stop asking for referrals when every sales “trainer”, sales manager, or sales mentor you’ve ever met tells you to ask for referrals? Oddly enough many commonly held beliefs are based on myths rather than facts...
Training Cycles and Train the Trainer Training Materials
What is an ideal training? How best can you train others? If you want to use a train the trainer course, what are the critical qualities of this course that can prepare you or your staff to train others? This article explores what trainers go through and what the characteristics of an ideal train the trainer course are. There are many suppliers who provide these courses or you may intend to setup your own course using train the trainer training materials.
The power of being an insider: thought leadership
Whether you are a selling professional or the head of a team of sales reps, if you want to consistently meet and exceed sales targets in your organization, there are fundamental business habits that you need to emulate every day. As a seasoned sales trainer and coach, I would like to share with you today one of those key habits, and show you how you can implement it right away in your work.

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