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Sales Tactics & Briefs

You may not realize it, but as a manager you must often serve as a navigator. You set the course for your sales team, or for your department. You set a course for yourself.

In this morning's President's Club, we rolled out an exciting new sales contest appropriately named Top Gun. Why Top Gun? At Sandler Training, we're serious about training people to achieve the top of their sales game.

Do you operate on "goal time" or "clock time?" Are your prospecting activities active or passive? If you don't know the answers to these questions, chances are you need to consider developing a prospecting plan.

Presenting too many features and benefits all at once can confuse, frustrate and even bore the prospect. Putting yourself in a situation where you've sold it and then bought it back does nothing but put you in a box.

Success in sales depends on three important and related elements: Attitude, Behavior and Technique. At Sandler Training, we call this The Success Triangle.

Becoming a good professional salesperson requires the same type of training that is required of other good professionals. Athletes, physicians, college professors, fire fighters – you name the profession, and the people at the top pay a price every day to stay there. The price they pay is their conditioning.

One tried and true way of prospecting is to simply do cold-calls. It is one of the most direct ways to prospect, but why aren't more individuals and organizations taking advantage of this prospecting technique.

Your solution was exactly what the prospect was looking for ... actually, more than what they expected. There was only one roadblock - "Your price is too high." In order to proceed with closing the sale, you'd have to cut your prices. What do you do?

Woohoo...You got the appointment! Now, before you head off to the meeting, do you know if you have you the decision-maker(s) in the room?

What Does Columbo Have to Do With Sales? On Monday, Sandler Training Seattle's President’s Club found out during our “Sandler Meets Columbo” networking and movie event.

Is your networking “not working”? If so, it could be you are exhibiting one of the following five negative networking personality types. Read on to learn more about these networking nightmares to make sure you don’t fall into one of these traps.

Customer Retention: Magic or Method? It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer. Add to that fact a sluggish economy where businesses are scrutinizing budgets and considering alternative suppliers, and it’s easy to understand why it’s important to have a customer retention strategy in place.

In the book “You Can’t Teach a Kid to Ride a Bike at a Seminar” David Sandler compares learning how to sell professionally with learning how to ride a bike. “People don’t learn how to sell at a seminar,” writes Sandler. “To conquer the art of professional selling, you need to learn a system. You need to master techniques…and you need to be nurtured and supported.”

To understand how your presentations may trigger a prospect's fight or flight response, you must first understand how the brain processes information. There is an intellectual (rational) part of the brain and a primitive (emotional) part of the brain. The subconscious primitive part of the brain is its most basic part. It's the part that initially filters information, looking for signs of danger. Its function is to ensure our survival. It's been there since "caveman" days and houses our fight or flight responses. It stores templates of how we survived dangerous situations--running from a hungry bear in the forest for instance--and references from to them to indicate how to respond in similar future situations.

Are You an Excellent Salesperson What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? Are there identifiable characteristics that define excellent salespeople and set them apart from the rest of the pack?

Your Prospect Doesn't Care about Your Selling Process When it’s an apples-to-apples comparison between your product or service and your competitor’s, who gets the business? Does the prospect award the sale to the company with the “best” selling process? Do they reward the salesperson who asked the most thought-provoking questions, most cleverly handled objections, and methodically progressed through the development process in a recognizable step-by-step manner?

When was the last time you failed? When was the last time you didn’t complete an important project on schedule, fell short of achieving a meaningful goal, or simply didn’t accomplish that which you set out to do? If you haven’t failed lately, that’s unfortunate because accompanying every failing experience is an opportunity to learn and to grow.

Will you be replaced…by a smartphone app? It’s almost impossible to make it through the day without seeing or hearing an advertisement with the tag line, “We’ve got an app for that.”

With the new year rapidly approaching (perhaps it’s already arrived by the time you read this article), it’s time to focus on the future and ask yourself three questions. What specifically do I want to accomplish in 2012? How will I do it? How will I know that I’m on the correct path for accomplishment?

Sandler Training, a world leader in innovative sales and sales management training, was named a top 20 sales training company for 2011 by Training Industry magazine.

"Consultative" Selling: Improvement or Impairment? The roots of the consultative approach to selling took hold in the 70's and 80's when there was a move toward more collaboration with the buyer in the selling process.

When you’re counting close friendships, loving relationships, acts of kindness, or the gold bars securely stashed away in your secret vault, the answer is, “Yes!” It’s better to have more…rather than fewer of them. Is the same true when it comes to the tools for building and growing your business?

You have an inventory to take, a phone call to make, and a report to write. But instead of diving in and getting the tasks completed, you put them off? "I'll get to them soon," you tell yourself. But your definition of "soon" and Webster's definition have little in common.

What is the most difficult aspect of selling?

The Rabbits: the small, readily available catch where a fair number of them are need in order to survive. The Deer: bigger in scale and a decent feed. The Bears: large, requires more guts, but a thrill to chase. The Elephants: few and massive in size, the risks are high and the gains are great. Who makes up your client profile?

Communicating Your Sales Message: The first few moments of interaction with prospects are the most crucial. It’s in those instants that prospects form an initial opinion about the value of investing time, any amount of time, to speak with you. In the first 10 seconds of your interaction, prospects decide if you have something worthwhile to offer that is relevant to their goals or challenges...