| Would you like to increase your sales and grow | | | | ever increasing load of paperwork. |
| your business? Well then, you must learn and use | | | | I told them you become what you read - not |
| the ultimate sales training tip. | | | | every body bought into that idea. |
| Well - I just got back from delivering two sales | | | | I told them you become what you expect and |
| training programs. | | | | why it's important to always expect the best |
| Both groups were loaded with talented | | | | when you're selling. |
| salespeople. | | | | I showed both groups how to gussy-up their |
| Each group had specific objectives they wanted | | | | quotes and convert them to dynamic sales |
| to accomplish with their sales training program. | | | | proposals that scream value. |
| We had some fun, I spilled my guts, and shared | | | | We reviewed my list of the 12 best questions to |
| lots of money making ideas with them. | | | | ask prospects/customers. |
| Both groups shared their challenges with me and I | | | | I read the evaluations on the flight home and they |
| of course shared my ideas on how to deal with | | | | were positive. But you know, I got to thinking, |
| them. | | | | maybe I could have done a better job. |
| I told them the 12 dumbest things salespeople do. | | | | You see, if I could ask everyone who participated |
| I shared some ideas on how to avoid sounding | | | | in the day long sales training program - what was |
| pathetic during a sales call. Judging from their | | | | the ultimate sales training tip they took away |
| reaction to this part of the presentation, they | | | | from the program. I'm not sure they would know |
| learned a thing or two on how to deliver a more | | | | the answer. |
| polished presentation. | | | | And that's because I didn't put the ultimate sales |
| I gave them the two best words to use | | | | training tip up in neon lights for everyone to see |
| whenever they hear, "How much is this going to | | | | and hear. |
| cost." | | | | Well I can fix that right now - because all the |
| I also gave them a perfect segue from asking | | | | participants get this newsletter. |
| questions to beginning their sales presentation. | | | | So here we go! |
| They learned rock-solid ways to differentiate | | | | The centerpiece for all sales presentations, |
| themselves from the competition. I stressed to | | | | especially when you're meeting someone for the |
| both sales teams you can win bigger sales by | | | | first time, and the ultimate sales training tip is: |
| being just a little better than the competition. You | | | | Employ your ears before you engage your mouth |
| don't have to be twice as good. | | | | I'm convinced the easiest way to increase your |
| We talked about how to be a high touch person | | | | sales is to ask better and more thought-provoking |
| in the high-tech world we live in. A simple | | | | open ended questions. |
| handwritten note thanking someone for their help, | | | | While you're listening to your prospects and |
| is like winning an Oscar to a person who is seldom | | | | customers respond to your questions don't forget |
| recognized for his/her work. | | | | to take good notes. |
| Throughout the day I tried to give examples of | | | | The road to your sales success is paved with |
| how they could drive the competition bananas - | | | | good questions. |
| they seemed to enjoy hearing these ideas. | | | | The less you say, the smarter you'll sound! |
| I gave them the four secrets to dealing with the | | | | |