Sales Training Tip #190: Google Alerts

Do you have a customer you want to keep track of when they are in the news? Go to www.Google.com/alerts and enter the name of the company. Google will send you an email anytime their search engine picks up the name. This useful information will help keep you "in the know" with your newsworthy clients!

Sales Training Tip #189: PBJ Selling

Have you ever considered that your customer is like a PB & J sandwich. The difference is, in sales, that the PB & J stand for Perception, Belief, and Justification. The perception your customer has of you and your company becomes their belief and justification for why they do or do not buy from you. Ponder how you can correctly communicate who you are the next time you're eating lunch!

Sales Training Tip #188: Vacation Reading

Use your vacation time to do some reading about your industry. Then, when you return, be sure to update your key customers with some of the insights you picked up.

Professional Selling Skills Training: Consultative Selling is More Than Networking

Consultative Selling is all about dealing with customers. Sales Development is having an on-going process to build your sales volume. Neither of these definitions say anything about networking with your friends in the business. Recently, I've seen several situations where very competent, experienced sales people have had trouble closing sales. The reason for their slump is because of who they're calling on. Veteran sales people often wind up in trouble because of the amount of time they spend talking to their friends in the industry, believing that if they just stay in contact with these people, their numbers will take off. This big mistake is one of the primary reasons why seasoned veterans often finish their careers on a sour note. My advice: stay in touch with the people you know, but, at the end of each week, ask yourself how many new people you've talked with and have been able to add to your prospect list.