Sales Training

Customers don't buy features - they buy BENEFITS. A FEATURE is something the product has, or a function it performs. A BENEFIT is what it does for the ...  Read more

Professional closers have certain attributes that set them apart from everyday salesmen. Most salesmen look professional in their behavior and appeara ...  Read more

Are you still calling prospects to set up appointments? Just calling? Well, every other salesperson is doing the same exact thing! If you want the pro ...  Read more

Picture the announcer in the middle of the ring broadcasting - In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, win ...  Read more

Here's how to “Create Raving Fans” inside and outside of the classroom. Mastering the art of musical showmanship is the vital component to a powerful ...  Read more

When I was sixteen and still at school, I worked in a department store on a Saturday. Cross selling was made easy for me then. For a while I worked in ...  Read more

If you’ve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and mana ...  Read more

Question: I received your newsletter. Thanks again. I wanted to ask you a question. I work for a parent magazine that is distributed for free to pare ...  Read more

As with all of my sales training tips and sales strategies it?s important that you know how to apply tactics in the real world. Here is a question tha ...  Read more

People put off until tomorrow only those decisions they lack the confidence to make today. We live in a society where no one has time. How ironic is t ...  Read more

Studies show that we tend to like and are more attracted to those who are like us and with whom we can relate. If you watch people a party, you will s ...  Read more

The call to action is the most important part of your presentation. This is where your audience understands exactly what you want them to do. It's whe ...  Read more

If you can get someone to mentally commit to a product or a decision, he is likely to remain committed even after the terms and conditions change. Thi ...  Read more

Procedures, customs, and traditions are often specifically established for the purposes of creating psychological commitment. Consider fraternity init ...  Read more

One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it ...  Read more

Credibility is the foundation upon which your success as a person and as a counselor are built. Your credibility (and the institute's) is taken into c ...  Read more

You've heard something like this before: He's not a leader, he's a salesman. Or: She was trying to motivate me but gave me a sales pitch instead! Bei ...  Read more

In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively ...  Read more

The element of mystery can be effectively employed to involve your audience. We are all naturally curious about the unknown. When we feel we've been l ...  Read more

There are indeed secrets to success that you should know in order to be one of sales’ elite top performers. Successful people just seem to do things d ...  Read more