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How Sales Stories Differentiate Your Business From The Competition
If there is one problem that perplexes business owners more than others, it’s, “How do I differentiate my business from the competition?” This is a particularly challenging issue for services businesses. So how can a consultant, advisor, or other services provider differentiate themselves from the competition? What’s the best way to stand out amid an ever increasingly competitive world?

The Power Of Unique Sales Stories
If I asked you, “How do you get the majority of your new clients?”, I imagine that I would hear, “Word of mouth and referrals”. However, I’d also guess that you would tell me that you wish you had more of them.
Sales Development Training For When Prospects Don't Remember What You Offer
To say I was frustrated would be an understatement. I had been a member of this peer support networking group for over a year. I had not only explained in a presentation to the group what I did but had made a point to take each member out to lunch to make sure they understood. Look, you can’t get referrals if people don’t know who you are and what you do, so I wasn’t leaving any proverbial stone unturned.
Why Being "Safe" Kills Your Business
Let me tell you a quick story and while it may not appear so, it actually does tie into the topic of this article. Has this ever happened to you? You go to a restaurant that you’ve never been to before. Place looks nice. Perhaps the menu is a bit more extensive than you thought, so you ask your waiter/waitress/waitperson (or is it server/servess/serve-person?), "What’s really good?" What do you so often hear? “Well, we serve a lot of the chicken.”
Business Building Secrets For Small Business Owners
What ruins most marketing for small businesses is not having a marketing system in place. Here are two marketing tips that will enable you to get lots more new clients.
Closing The Sales Letter. How To Get People To Take Action
How to write a sales close that doesn't turn off your reader
Diversifying Your Services
When marketing services to get more clients, offering additional programs and services can expand your new business efforts. Here's how to do this.
Email Advertising Marketing That Gets You More New Clients
The key for creating an email advertising marketing initiative that actually gets you more new clients is to focus on three items. Pay attention to these and your next campaign will result in a lot more new business.
Don't Overlook This Powerful Method For Ending Your Sales Letters.
The power of the P.S. is often overlooked as a tool to get readers to take action on your marketing letters and sales emails.
Find A Niche Market That Really Gets You More New Business
Successfully getting more new clients depends upon what niche you target. These two criteria are crucial for making sure you get more new business.
Writing Sales Emails That Get You More New Clients.
The key to writing sales emails that get you more new clients is to first put yourself in the shoes of your reader. If you remember no other point, it's crucial that you keep in mind that "it's all about the reader."

What Influences Your Prospects Decision To Buy?
How to develop a deep understanding for what motivates the decision-maker.
Using The Power Of Stories In Your Marketing Letters
Every powerful sales letter or marketing email should have a strong story. Here's how to write one.
Using Positive Persistence As A Selling Tool
Persistence is one of the most powerful marketing tools any company has. Learn steps you can take to make sure you grow your business during a recession.
Using Mind Control In Your Sales Letters
Using unorthodox suggestions can make your sales letters and email marketing lets you get "inside the mind" of your reader. Once you have control of their mind...the results are endless!
Using Embedded Commands To Create A Buying Frenzy With Your Next Sales Letter
By inserting hidden embedded commands into your next marketing letter or sales email readers will fall under your spell and do precisely what you want.
Use Emotional Triggers To Make Your Sales Letters Motivate Readers To Take Action
How to use emotional triggers to make the readers of your marketing letters and sales emails do what you want. Cool Jedi-Mind tricks!
The Importance of Patience In Marketing Services
A marketing system that only has one step to it tends to scare off more people than it attracts. This is a better approach.

Understanding Your Prospects Readiness To Buy
By understanding your prospective client's readiness to buy you will be able to tailor your presentation to meet their specific needs. This article discusses the 4 different buying mindsets and how to position your products or services for each one.
Timing Your Stay-In-Touch Messages
Staying in ongoing contact with prospects and clients is often the most difficult aspect of marketing. This article answers the most common questions.
This Motivates Readers Of Sales Letters & Emails To Take Action
The most important element of any sales letter or marketing email is this.
The Hottest Niche For Information Marketers
If you create information products you're always thinking about what are the hottest niches. This is one you should consider.
Sneaky Human Senses Copywriting Trick To Get More Sales
Use the human senses to make your sales copy motivate readers to take action
The Sign of a True Sales Pro - Admitting We’re Never Too Good for Coaching
Ringggg. Ringggg. Not my favorite sound in the evening. It was Virginia, someone I knew, trying to explain why I needed her services. I hung up feeling like I had dodged the bullet for now…and went on with my evening. Later she called back for advice on what she could have done differently to improve her call. That is a sign of great professionalism.

Make it About THEM: Sales Meetings That Engage
Want to increase the value of your sales meetings? Make it about THEM by including your sellers.When you include your sellers and make it about them, they will pay closer attention, participate at higher levels, see a higher perceived value and will be recharged to go out and sell more!

Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
Turning “Lost” Customers into Great Future Customers
The search for lost customer sales treasure does take work - but the upside of the effort is huge. You never know what hidden gems of business you might find in your lost customers. Once you’ve identified lost customers with the potential of becoming great new customers, ask yourself a few questions and then make contact.

Negativity Has Left the Building: Focus on the Positive & Show Negativity the Door
John was at his wits end because his sales team had gone negative, they were selling less and he could see his ship had sprung a major leak and was going down. I gave John an exercise to do over the next 3 weeks to show negativity the door.

Sharpen Your Greatest Sales Tool: Bring MORE to Your Sales Meetings
When you hear the term “sales tool,” what comes to mind? CRM, Blackberry, laptop? As you mentally list the tools provided for your sellers, do you include your sales meetings on the list? Think about it: In an effective sales meeting, the time you give, the experience of the team and a focus on sharpening everyone for success can make the meeting one of the greatest sales tools of all!
Motivate Your Sales Team by Making Your Meetings STICK!
If you really want to motivate your sales team, you need to hold regular, productive meetings. What does that look like? Sales meetings should equip your sellers to sell more and should be about more than operation and product updates. The key is to make your meetings STICK.

Check Your Lost and Found File: Former Customers Make Great Future Customers
Want to win more business? “Lost” customers are the key! Many salespeople hit the delete key on former customers and focus on new prospects, but this is a big mistake! Former customers make great future customers, so increase your sales by earning the business of customers you’ve “lost” over the years. Here are a few steps you can take to revisit your “lost” customers and increase sales.
Success in Sales: 5 Success Factors that Matter
What does it take to be successful in sales? Many would say great selling skills and expertise. Both are equally important. However, to truly be successful more is needed! We have found that the top performing sales professionals we know all have 5 Success Factors in common.

The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals
Want to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. When we focus on what we give as well as get, we are more successful. Here are three lessons I’ve learned on the give, take and give of referrals.

Getting the Back 9 to Count in Increasing Your Sales: It’s All About Process
What could golf possibly have to do with increasing your sales? And if you aren’t a golfer do you really care? Well, my golf game the other day gave me a wake up call to increasing sales that can apply to everyone in the field, golfer or not. It’s all about process.

Motivate Your Sales Team with Regularly Scheduled Meetings
Which would you prefer as a reaction to your sales meeting? “Uh oh. What are they going to make us do now?” or “My manager always makes it interesting!” As a sales manager, how do you get a positive reaction from your team when you ask for their time? One of the best ways is holding regular scheduled meetings.

Timely Tips for Unlocking Great Sales in Today’s Tough Economy
Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Here are a few key tips for actions that will help you unlock the potential of your sales activities in the next 90 days. The actions you take now are the ones that will set you up for GREAT success.

Networking Like It’s Your Party
We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee anything. What if you treated the next networking function like it was your party? That means it’s your responsibility to meet and greet everyone in the room.

More Timely Tips for Unlocking Great Sales in Today’s Tough Economy
We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the next 90 days.
Information Versus Interrogation: The Three ‘I’s of Open-ended Questions
Every effective sales training course teaches sales professionals to ask their prospects open-ended questions. These are the questions that start with who, what, why, when and how. But when used incorrectly, they can make a needs analysis seem more like an interrogation. Demonstrate professionalism by using the 3 ‘I’s with open-ended questions.
How to Make “Time” for Timely Sales Meetings
The benefits of sales meetings and consistent and timely connections outside the front line include improvement in readiness, recharging, repeatability and retention. If these benefits are important, then how do you ensure your meetings are timely? Here are several ways.

Expand Your Precious Time with Sales Meetings
Time. Such a fleeting thing for most of us. We can’t add a 25th hour in our day, so the question becomes, how do we get more time? The answer is by being more timely. And you can do that with sales meetings.

How to Jumpstart Your Sales in a Stalled Economy with a GREAT Sales Process
A tough economy may seem like an improbable time to move current and prospective customers forward to a sale. Yet, it can actually be a great time – if you position yourself as a strategic consultant so customers realize they should not wait. Here are some ways to strengthen your strategic value.

Stepping Beyond Consultative Sales
Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers.
Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want
Recently, many of my “students” have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! Here is an easy 5-step process to make goal clarity efficient and successful.
Multi-tasking: Crazy Busy, or Just Crazy?
I often observe sales and service professionals who are so busy and who believe that multi-tasking during phone calls, conferences, while driving, etc. makes them more productive. My friend Kelly calls this “wearing your Busy Badge.” Does this sound like you? I know it can be me. That is why it was interesting to research information on the productivity of us busy people.
Maintain Your Relationships: It Doesn’t Pay to Play Hide ‘N Seek in Today’s Economy
Remember the thrill of hide 'n seek? Finding the perfect place to hide out until "all was clear" and someone else was found so you could win the game? Unfortunately, some sales professionals are using the current economy as a reason to hide out until the economy picks up too. And while they are hiding, others are seeking and strengthening relationships and winning new business every day!
Multi-tasking: How to Take the “Crazy” Out of Crazy Busy
If you consider yourself a “multi-tasker” and often reply “crazy busy” when people ask you how you’re doing, then you should listen up. A recent analysis from the business research firm Basex, estimates that extreme multi-tasking costs the US more than $650 billion a year in lost productivity. Here are a few tips to minimize multi-tasking and get more done.
5 Skills Critical to a Sales Professional’s Success in Today’s economy: Equipping Your Team to Succeed
It might seem like it’s a different sales world out there today compared to just a few years ago. At Sharpenz we believe there are five skills critical to a sales professional’s success in this economy: prospecting, working through objections, problem solving, articulating value and following a sales system. Here’s a brief description of each:

Do You Wish There Was An Easier Way To Respond to Sales Objections?
Customers are saying ‘It costs too much.” “Business is slow I don’t need to advertise.” And most sellers have a prepared response. Unintentionally, these responses are often framed to prove the customer wrong. There’s a better sales technique. It’s very simple: You don’t need to have an answer. You only need a question!

Increasing Sales and Productivity: Action and Fundamentals
I recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret” to high sales productivity is ACTION! Another important aspect of success and sales performance is focusing on the fundamentals.

Focus on the WIIFT for a Powerful Presentation
A while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company when I presented a workshop titled “Powerful Presentations.” A key idea in this workshop was that our sales presentations are more powerful when we focus on WIIFT – What’s in it for Them – from the open of the presentation through the close.

Sales and Service: 7 Steps for Positive Customer Interaction
During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are seven things you can do to make sure you have a positive interaction with your customer.

Other sales team training Related Articles

Creating Your Own Sales & Marketing Guide
Sales training is important for teaching the basic selling skills, from cold calling to closing. New sales people need this training as well as seasoned veterans who forgot more than they remembered and also need to keep up with the latest selling skills since things have changed over the years. However, it is one thing to say this is how you do cold calling, for instance, and yet another to say whom you should be making those cold calls with. Sales training can’t stop at the basics. You need to expand that into “information training”, or training that also provides the vital, company-specific information your sales team needs to become more successful. This is the difference between generic sales training and customized training for your company.
Sales Manager = Sales Training Success
Launching a sales training initiative without the UPFRONT buy-in and participation of your line sales management team is pure folly. In fact, if your sales management team does not believe that they own the sales training, just stop. Stop now.
Your Sales Force is your companys engine Isnt it time for an MOT
Giving your sales team training does not mean they are poor sales people. Even the best of us can do with a little help now and again and good training can equip your team with a set of tools to help them raise their game.
Sales Training for the B2B Sales Team
Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to successfully present themselves and your company to complex prospects.

Sales Training for Entry Level Sales Representatives
Sales training for entry level sales representatives will refine the basic sales techniques of your entry level sales staff and advance their sales skills with the growing interest of the company. Sales training for sales reps can get your sales team on the same page and focused to obtain the strategic sales goals of the company.

Sales Training for Senior Manager Performance Improvement
Sales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers can turn a great senior sales manager into an excellent sales team leader.

Sales Training Courses that Bring Lead Generations to Life
Sales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to generate new sales leads at an unprecedented rate for your team.

How fit is your sales team?
Earlier this year we had the opportunity to put a client’s field sales force through our Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is designed to reinforce and continue the process of learning from our Sales Communication Training. The Sales Communication competencies (skills, knowledge and mindset) covered in the initial training is put to the test through a series of exercises. The aim is to embed the learning from the training as a way of life in the sales team’s actions and thinking.
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?

Why we should put the Trainer back into Sales Management
Up until 20 years ago, a key function of a sales manager’s role was the regular training of their sales people. What did this look like? Well, something like this: weekly 1 hour power training sessions for the sales team focusing on honing key skills, bi-monthly half day or 1 day sessions drilling down on account planning, strategy, market and product knowledge, and formal class room training usually employing external, expert training providers on a once or twice yearly basis to boost their teams to the next level. This was all supplemented by sales meetings and one-on-one coaching. Many sales managers of yesteryear were good trainers. However, through my observations across many businesses, the training component has been replaced by compliance.

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