30Apr/070

Sales Training Minute Solution: Organization

Sales is driven by accurate, prioritized and profitable results.

  • This is the result of planning, having a tangible plan, getting in front of the right people, asking the right questions, presenting the right solutions, creating value, closing and servicing accounts. All the rest is irrelevant.
  • Disorganization is a function of personality style, work style and habit...so is being overly organized. You need to determine which style is yours and then go about fixing the problem.
  • All of this is a function of:

    • o Planning your sales strategy
    o Organizing it
    o Scheduling key appointments
    o Expediting the process
    o Selling to the right people
    o Servicing sold accounts

  • It's all about speed - but speed with accuracy coupled with strong enough detail orientation not to get yourself into trouble.

Is it that simple? Yes, it is.

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Filed under: Positioning, Sales Management No Comments
28Apr/073

10 Quick and Easy Steps to Install and Use iTunes

Using iTunes is one the easiest ways to subscribe to sales podcasts, keep them organized and move them to your mobile device -- whether it's an iPod or your cell phone.

Installing iTunes on your computer is free and simple. The install will take about 10 minutes on a fast connection and about an hour on dialup. However, once you have it installed, you'll find it's one of the most common and flexible applications for storing and building your media collection.

Let's get started.

1. Visit www.itunes.com: Once the page loads click on "Downloads" in the blue navigation bar at the top of the page.
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2. Click the radio button: to select your operating system (if you don't know, select the Windows option). Now check off the boxes if you don't want to be on apple's mailing list. You don't have to submit your email address. Then click "Download iTunes - Free."
First, visit www.itunes.com. Once the page loads click on "Downloads" in the blue navigation bar at the top of the page.
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3. Security Warning:You'll get a popup that asks you if you want to "Run" or "Save" the program. Click "Save."
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4. Save the file: You'll get a dialog box so you can save the file (called "iTunesSetup.exe") where you want to. If you don't know where to save the file, select your desktop.
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5. Download iTunes: Once you've made your selection and clicked "Save" you'll have a status window. Again, this could take a while depending on your internet connection speed.
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6. Start the install: After the download is complete, go to where you saved the file (step 4) and open it. A dialog box will appear. Click "Run."

7. Follow the installation instructions: Next is a series of install steps and terms of agreement. Click "Next" and accept the agreement. Then you'll be asked some default questions . Those are up to you to decide.
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8. Choose installation directory: Your'e almost done now. You just have to select where to install iTunes. The default in the dialog box will be your Program Files. This is usually the best place to keep your installed programs so click "Next."
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9. Security Warnings: You may encounter some pop-ups from your computer warning you that a program is trying to connect to the internet. Allow this connection.

10. Your Done: Click "Finish" and you're done!
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Filed under: Sales Training Audios 3 Comments
26Apr/070

It is about Winning!

8061.jpgIn a recent interview, controversial major league baseball slugger Gary Sheffield (Detroit Tigers) described his former team (New York Yankees) as a "corporation" and claimed the organization puts winning at the top of its priority list. (Could that be one reason the Yankees have won more championships than any other professional sports team?) Furthermore, when asked if he would recommend to a young player that he play for the Yankees, he said that if winning was the most important thing to a player, then he should consider the Yankees.

I must be confused; I thought that being a professional was about winning. Let me be more specific and say that winning fairly (no performance enhancing drugs, corked bats, etc.) is very important in sports and in business.

Athletes like Gary Sheffield sign multi-year contracts that guarantee them millions of dollars regardless of whether or not their performance lives up to the expectations that go along with the big money. Win or lose, Sheffield's bank account grows larger every day. Perhaps Sheffield doesn't realize that not everyone in the "corporation" earns as much as he does (about $14 million per season). For example, when his team plays well and attendance is up, the ushers, hot dog vendors and service workers at the ballpark all earn a few extra dollars - a pittance compared to his millions of dollars, but enough to help put food on their tables or gasoline in their cars.

As a salesperson, you're not the only person on the company payroll. Your success not only rewards you, it also pays the utility bills and the people back in the office who support you in your efforts, be they the receptionist, building janitor or the folks who make the products you sell. You see, they're counting on you to "win" too, not just "show up." They deserve your best, everyday.

Submitted by: kevin
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Filed under: Positioning, Sales Motivation No Comments
25Apr/070

[Audio] The Most Effective Way a Salesperson Can Make Maximum Use of Their Time

Stop cold calling and start prospecting. Bill tells you how to prospect the best way to save your time in selling.

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

Click the green play button above to play the audio

This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the "itunes" icon on the sidebar to take you directly to our podcast site.

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Filed under: Prospecting, Sales Training Audios, Time Management No Comments
23Apr/071

Sales Training Minute Solution: Dropping Price

Presenting price is both an art and a science - you need to master both.

  • Create value before presenting price.
  • Never place a modifier on your price (regular price, standard price, catalogue price, etc.). Simply say the price!
  • Don't ever "wow" or "crack"
    Wowing - Communicating that you, yourself, are "wowed" by the price ("are you sitting down?" or "are you ready for this?")
    Cracking - Immediately folding under price pressure ("Where do we need to be?").
  • When the price assault starts (because it will) - simply stop, pause and justify the price ("Yes, our price is high...but let me tell you why it is where it is..." or "That's exactly why you should do business with us. Let me tell you all you get for that price...")

Is it that simple? Yes, it is.

[ratings]

Filed under: IMPACT Selling 1 Comment
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