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The Art of the Story in Training and Sales
What I am referring to is taking whatever situation you are presented with and relate a simple real life story that connects your message or point so the client or student can understand it better.

Other professional salesman Related Articles

Overcoming Objections
Overcoming objections is one of the greatest challenges, if not the greatest challenge, a salesman faces. Many salesmen would rather let a customer walk away, and lose the sale, than have to go past the point where the prospect has told him "No". And what makes overcoming objections doubly difficult is that the objection the prospect has iven the salesman is very often only a "cover-up" for the prospect's real objection. SALESMAN: "So, would you like to sit down and fill out the purchase agreement?" PROSPECT: (thinking the same product is available down the street for less money, but not feeling comfortable saying so) "Not now. I'll need to think about it... (thinking he'll just drive down the block and buy it from the competitor).
Sales Prospecting
Sales prospecting is very often a salesman's least favorite part of his work as a salesman. I have found this to be the case about the same number of times I have found that the salesman hasn't had sufficient training in how to prospect effectively, and so hasn't been having a lot of prospecting successes. To the degree that the salesman doesn't know how to go about prospecting, and ends up with losses instead of successes, sales prospecting can be a mighty discouraging activity. I have conversely discovered that the more one's ability and successful experiences in sales prospecting grow, the more enjoyable an activity it becomes, and the more willing a salesman is to do it.

“A Business Coach’s Top Ten Tactics for Marketing Professional Services”
Marketing professional services is a real and difficult challenge. The challenges of marketing professional services are different from those of marketing products. Two major reasons for the differences are that clients cannot see or touch professional services before they buy them and the professional services are often produced and consumed simultaneously. And another reason is that marketing professional services is split among marketing, sales, professional and management staff instead of a dedicated marketing and sales force. Based upon my research and my own professional experience, I developed a Top Ten Tactics for marketing professional services. My top ten tactics for marketing professional services are:

How Professional Service Providers Can Break Through Resistance to Requesting Referrals, According To Your Strategic Thinking Business Coach
One of the most powerful strategic marketing tools is referrals. Are you resisting the opportunity to request referrals? In doing some research on this subject I learned that many, if not most, professional services providers resist because of fear. Yes, I said fear. The professional services providers are afraid they will: offend and therefore harm their relationship with a client; fail and not cultivate any new business; be perceived as a “salesman” or a “saleswoman” instead of as a professional; and be placed in a totally awkward and uncomfortable position with their clients. So, what can you do to break through and overcome this resistance? Your strategic thinking business coach has six (6) suggested “break through” strategies for you to consider.

THE TOO SALESY PARADOX WHY PROFESSIONAL SERVICE PROVIDERS CANT SELL AND WHAT TO DO ABOUT IT
By John Doerr The distress is obvious. The complaints are frequent. The clear disdain for the activity is surprisingly unfiltered. What are we talking about? Selling, or more specifically, selling professional services. In conversation after conversation as I work with clients, conduct seminars, or network with my professional colleagues, I hear the same comments: Selling conflicts with my values as a professional. Selling gets in the way of building strong relationships. You have to have it in your genes - like a used car salesman. I don't sell professional services - I work with my clients to create the best solutions. People won't respect me as a professional if I am selling to them. I can't sell to them. What will they think of me? It (selling) is not what we do around here.

Christopher Columbus Was a Salesman
Many people do not realize the important role that sales people have played in America. America was discovered by a salesman. Christopher Columbus was looking for India and missed it by about 10,000 miles. Fortunately, he was a better salesman than he was a navigator!
CASE STUDY: BIG KEV
Another crazy, was an old mentor, employer and friend of mine, Kevin McQuay (AKA) BIG KEV! Big Kev was a naked salesman and one of the best I have ever seen. He was bold, most certainly unique, memorable and very real! Big Kev was a larger than life character and Australia’s most famous celebrity television salesman. I spent many years with Kev and he taught me a hell of a lot about sales and business. It would be remiss of me not to add, Kev has been the most influential person in my business life to date. He believed in me when no one else did, and for that I will always be eternally grateful.

The mysterious case of the gun shy salesman...
People can become gun shy as well as dogs. This article explored the idea of a gun shy salesman as well as what can be done to repair the condition.
Consignment --- A Sales Adventure
Once upon a time, many years ago when I was a young, ambitious salesman selling flat, rolled steel, I called on one potentially large account for months and months with zero success. I was going nowhere fast. The only thing I got from this rather large, burly looking professional purchasing agent was frustration. He knew I was young and short on experience and, I believe he actually enjoyed watching me squirm month after month. I tried every sales technique I had ever learned. Of course, he was familiar with every one of them and had seen them many times before. Nothing seemed to work on this guy. I just couldn't reach him. So, I went back to something very basic that most of us in sales (especially we Baby Boomers) learned from day one. I remember the words from my most cherished mentor, "Build a relationship son. Get the man to like you
Become the Star You Are Meant to Be
You want more out of life than just a job. Whether you work for a large company, a startup, a nonprofit, or you are an entrepreneur, you want to be a star; a complete and total personal and professional success. But professional success is complicated and may be elusive. To achieve professional success and become the star you are meant to be you need a professional success blueprint.
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