Xsell Systems

Telephone sales training: I have trained over 5000 salespeople in the past eight years. My students who go on to make $8,000 to $12,000 a month starting in their first 90 days all seem to tell me the same thing when I ask them how they got so successful. These highly successful salespeople tell me they spend significant time on the phones selling people to come in for an appointment. They say they spend more time on the phones than any other salesperson in their department. In my sales training programs I teach two sales seminars on telephone sales training and this is were my six figure salespeople tell me they get their phone sales tools from. They all agree their opening words are critical to...

Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored. So what is the rope test? Take a three to five foot piece of rope and give it to someone near you. Then you hold the other end. Walk away from each other until the rope is right. Next push on your end of the rope. What happened? Probably nothing other than a couple of smiles! Sales Coaching Tip: The other person can be your potential new customer, strategic partner or center of influence The goal of sales training is to improve the sales skills of sales professionals so that the goal to increase sales is achieved. Using the rope test, when you push on...

WHAT'S THE IMPORTANCE OF SOFT SKILLS? Everyone knows Soft skills are important for everyone. To enhance it is a continous process. A professional who wants to do well in his career must possess good communication skills. You can easily get a job with your technical or academic qualification but to grow in an organization your personality matters a lot. It can help professionals advance their careers. Everyone already has some form of skills. It can be developed through good training, insightful reading, observation and of course practise. Soft skills help you grow beyond money motivation. So Developing professional ethics is vital to your career. WHAT ARE THE SOFT SKILSS? 1. Business etiquette 2...

Sales negotiations work in two ways. In the external real world, and in the customer's internal world where they make pictures, listen to self talk, and create feelings and emotions. Most sales people know how to negotiate in the real world, but how many can use powerful NLP sales negotiation techniques to negotiate in the internal world of the buyer's mind. Negotiation techniques are used when there is a discussion between two or more people with separate objectives for a common situation. This happens all the time as you try and close a sale. Imagine what an advantage you would have if you focused on what the buyer's real objectives are, and how they arrived at them. Internal and external...

As professional sales people, we have all encountered our fair share of objections from our customers for the product or service that we are selling. When I first started in sales I took these objections that customers put up personally, wondering what I had done wrong and why they did not buy from me, especially when I found out that they had bought a similar product from my competitors. That can destroy your self esteem, and if not controlled has a disastrous flow on effect which will effect your performance, customer interaction, and your pay check. Have you encountered a similar situation? Not good is it? So why do customers raise objections, even after you as a professional sales person has...

The main objective of any business organization is to secure profits -- the more profits, the better and there is only one way to achieve this -- increase the number of sales. As a sales manager, it is your responsibility to motivate and boost the morale of your entire sales team. Keep in mind that of all the people in the organization, the people who are in the front lines are the ones who need the motivation the most as they are the ones who bring business to the company. Here's how you can motivate your sales teams: 1. Include your team in goal setting. Include your team in the process of setting sales goals and make them feel accountable in reaching these. You can meet with them at the start of...

When a sales team is lagging, the whole company suffers. Sales are what keeps the company running and enables it to expand. Sales motivation speakers can provide the incentive and knowledge employees need to generate business profits. Some company owners still believe that hiring business speakers for motivational purposes is a waste of money and employee time. While this may be true in some scenarios, many companies have found that hiring a business speaker is one of the best decisions they have made for their employees and the company's success. Sales fluctuate depending on many factors and it is apparent that every so often your sales team will have decreased sales and morale. Employees on your...

A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. And, many sales representatives do not adopt the sales methodology! In present economic times, the cost of capital is to high not to have measures. Copyright (c) 2008 Drew Stevens PhD A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital issue, with an investment this large many companies do not provide a means to understand whether it leads to a return on investment. And, many sales representatives do not adopt the sales methodology! In present economic times, the cost of capital is to high not to have...

With so many options out there designed to appeal to your preferred learning style, why do so many sales training programs fail? All pumped up to attend that upcoming sales training workshop? Maybe a little anxious as it's been a while since you took a course. Expecting good things for the coin you are shelling out as the company isn't paying the freight this time around. Perhaps a tad concerned how well you will do, or how tough the content might be to master. Will it be better than the last sales training workshop you attended? Bottom line - will you improve your sales success upon completion? These are common anxieties. You have every reason to wonder about effectiveness. It is not just the...

Do you want more sales? Then relationship selling is a great way to accomplish that goal. However, you must be prepared to consistently demonstrate your reputation, personal integrity and unquestionable business ethics if you truly embrace this sales strategy. What makes relationship selling such an advantageous sales strategy? Simply speaking, it is all about people relating positively to other people. When I can relate to someone, I have the opportunity to begin to build trust. People buy from people that they trust before they buy from complete strangers. The key to effective relationship selling is understanding how business ethics or values, reputation and integrity when united build a...

If you have ever wondered what the difference is between a boring, snooze-fest and a rocking presentation with big results then read on! Like many things in life, the difference between poor, good, and great is small, sometimes imperceptible, yet the results are very different. So what will take your presentation from bland to riveting, from a detached audience to one that is engaged, connected, and interacting? The difference can be seen right from your opening! The most effective presentation training will tell you that you must quickly take command of the room and get them interacting, if you want to keep your audience engaged and entertained. This presentation training secret comes from the NLP...

-link"> Unemployment is up and this is not time for that faint of heart. The key to your job hunting success is to use existing selling skills to find your next emplooyer. Copyright (c) 2008 Drew Stevens PhD The economy has taken a dramatic turn for the worst and people are scrambling for numerous reasons. One of the most daunting is the number of individuals being terminated. Unemployment is up and this is not time for that faint of heart. Terminated 3 times in a six-month period is how to begin a consulting organization, I can attest to the stress. After all, I am an OPP - Out placed Professional. Ironically, it was not long before I began a new career, discovered a new attitude, and controlled by...

Most of us negotiate every day, if only when influencing our kids to finish their homework or to come in for dinner on time, when encouraging our co-workers to do their fair share of the heavy lifting, and when scheduling that washer repair appointment at a time when we can actually be at home to meet the technician. But some occupations negotiate more than others. Attorneys are constantly negotiating and salespeople too. And we know dental hygienists are always trying to get us to floss. But what about customer service reps? Not long ago I called one of my charge card issuers to have a late charge waived. After a little bit of banter, the rep declared: "Okay, I'll waive the fee, but just this once...

When it comes to top business skills, having sales skills is incredibly important. In fact, the ability to sell at the top levels will be more interesting to a business employer than your technical or leadership skills. Unless you are one of those people who has the natural ability to sell products well, you will need to have a knowledge of marketing and selling actions and their results. You will want to especially know the results of your own marketing and selling actions so you will know your strong and weak points. Tracking your own sales skills will be very important in the business world. You will want to know your position in several important selling positions. You will want to know what the...

The most powerful web based sales training incorporates practical no nonsense strategies for closing on a sale. Old-fashioned sales techniques of wrestling your customer to the ground to make them cry 'uncle' no longer work, and they are seriously outdated. Sales training today must include the "consultative selling process" and provide a structured sequence that results in successful lead conversions. Using the consultative selling process, you can easily position yourself as a credible consultant before you ever mention your product or service. It does not matter if you are communicating with your prospect in person, through your website, or over the telephone. Regardless of the method of...

Organizations that spend more on sales training turn in 86% better results that organizations that spend less on training, but sales development is much more effective than sales training. Sales development is more intensive and hands-on than training. A typical training and implementation lacks in 6 key areas: 1. Lack of focus on the critical solar knowledge and skill sets professions must master. 2. - Too many solar courses focus on the how a solar system works, not how to sell a solar system and sales skills. 3. No measure of metrics. 4. - You must know what is wrong to fix it. 5. Expecting immediate results instead of improvement over time. 6. - Changes in behavior do not occur instantly. It...

Selling its products and services in the most effective and efficient manner is the primary cause of concern for almost each and every business concern. It is seen on a constant basis that the Business Managers and his support staff are always on the hunt for such plans, policies and techniques to enhance sales levels. Basics of selling techniques: The techniques that can have an overall positive impact on the level of Sales depends upon the taste and needs of the customer, management policies and prevailing market trends. It differs in case of different product and services; it also differs in the case of an existing and prospective business. But the bottom line is that it surely exists, for if it...

Relationship selling is just that. Using relationships to achieve your goal to increase sales. How you establish, develop and nurture those relationships must be directly aligned to a proven sales process. A proven sales process is a systematic way to move your prospects through your marketing and sales funnels. Knowing who your qualified prospects are should be within your strategic sales plan within your overall strategic business plan. However for a quick review, your qualified prospects have 4 qualities or characteristics: 1. Need for your products or services 2. Budget to buy your products or services 3. Authority as the decision maker to make the purchase 4. Sense of urgency to take...

Many business coaches, executive coaches, business consultants not to mention the tens of others small business owners including real estate agents, new car salesmen and financial advisors write a column for a local newspaper, business journal, health magazine, etc. Yet, these many of the same intelligent and goal driven individuals fail to leverage the power within this written column. Please let me explain. Since February of 2007, I have been writing a business column for a local newspaper in northwest Indiana, the Post Tribune. Each Monday morning, my column on business building appears. And because of the focus and the quality of the content, I have been receiving both emails and verbal...

Selling is an art that must be learnt for successful trading to take place. Selling involves the exchange of goods and services in return for money or any other form of legal tender. A sale is complete only when a seller gets consent by the purchaser to hand over the goods or services and the later then completes the payment of the same. For this to happen, a salesman must have some unique sales skills that can enable pass the message to the customers in a manner that can convince them to consider to buy his/her product in favor of what the competitors are offering for sale. Sales skills are learnt but some people are born with natural sales skills which can be beneficial in a trading environment...

As a trainer and consultant in the area of Telephone Sales, I am often asked - what are the secrets of success in the Telephone Sales? Of course, this is a very complex question! But here I give just a few common factors that I have found in the best Telephone Sales people. I have also used these methods in Telephone Sales Training to coach and train Telephone Sales Teams who have gone on to much higher performance. We focus here on the area of incoming enquiries, and how to convert more enquiries to sales. Work at Your Craft One of the most fundamental characteristics that distinguishes the mediocre Telephone Sales person from the Best of the Best is that the Best always want to get better! They...

"> I attended a meeting recently where the attendees were female small business owners. As soon as they heard I had spent 21 years in professional sales, I was bombarded with questions. There are unlimited products for the new business owner that show them how to effectively market their business, but who is teaching you how to sell? What I heard at the meeting was a concern about selling. How do you do it? I told them what I tell all new sales people, “It’s all about having conversations”. The success of your business not only depends on good marketing, but also the ability to close sales. Marketing brings people to your door. It’s sales skills that makes them customers...

Selling is the major activity that all our businesses depend on, from the smallest one-person start-up to the largest conglomerate. There are three basic ways that goods (products and services) are sold at present: - When there is little choice or little competition, the customer can only buy what is offered to them by the village shop, the internal stores or the mobile delivery van. - When we sell high-volume commodities - such as baked beans or CDs - we offer the customers a self-service approach. This allows the customers to scan the mail catalogue, supermarket shelves or ecommerce web page to pick what they want to put in their basket. When they have finished making their selections...

Being a top sales producer extends beyond your technical sales skills into your personal or self leadership skills. You must have knowledge of the results from your marketing and selling actions along with incredible self leadership skills. These seven sales skills can potentially deliver far more results than any technical selling skill such as fact finding to closing. Number One Sales Skill: Track Your Progress Right now, do you know where you stand specific to: - Leads in your marketing funnel? - Follow ups on those leads? - Statements of work a.k.a. proposals? - Orders in your sales funnel? - Delivery of orders? - Follow ups after each completed earned sale? - Referrals? Number Two Sales Skill...

The sales representatives of a company happen to be amongst the most important members. They play a great role in helping people know about your products, and thus increasing the sales. It is very important that they get a good sales training so that they can successfully market your products. This is in particular necessary in times of recession, so that they can help your company reach goals, even in the most difficult times. It would be a great idea to provide your sales representatives with sales manual as a part of the sales training program. It is very important that the representatives have contact numbers of the team members, while they are out to complete their task. It is likely that they...

This past week, I watched a video of our youngest granddaughter that my son posted on Facebook. He captured her as she made her first efforts to stand. What a treat! She was so proud of herself and excited as she wobbled trying to learn balance. She had a good grip on the pole she'd used to pull herself up. She'd let go with only one hand just pleased as could be. Naturally, daddy heaped praise on her too. Watching her, I remembered that babies have a lot to teach us about success in sales. All success in life starts with failures Think about your experiences watching infants learn to stand, walk and talk. It fascinates me that infants are risk takers. Survival demands it. When we learn to stand and...

iggest companies in the world stay at the top because of their effective leadership and performance management. If you want your business to achieve the same heights, you also have to adopt the same qualities. To make this task easier for yourself, you can undergo a leadership and performance management training. Leadership training is a mainstay in some of the biggest business in the world. It helps the executives and CEOs to learn about the benefits and the pitfalls of their methods. It can help you to achieve a harmony with your workers. The leadership training will help you identify the problems in your company and solve them by changing your company's culture. The leadership training will begin...

In the early years of attending sales training seminars, one of the dramatic effects sales trainers, especially with a large audience would try for would be to tell their audiences, "When you ask a question," then they would pause for a moment and follow that by yelling, "SHUT UP!" They would continue with this cliche, "He who speaks first loses." Such attitudes are hard sell because such comments are all about control and a win-lose philosophy of sales. Despite this, the basic premise of being quiet after you ask a question is correct whether you believe in hard sell or soft sell sales. Be quiet or shut up - what's the difference? When you ask a question, be quiet until your prospect or customer...

While we often want to use sales techniques that are quick and easy, persistence is a critical and all too often forgotten sales skill to practice. The frustrating part of it, of course, is that we often don't know when the pay off is. We have to learn to trust the sales process. In other words, some days, weeks, months we're grinding away on our sales pipeline and it feels as if we're getting nowhere. Prospects aren't calling us back, they ignore repeated emails, or they just keep slipping through our fingers. It's helpful to remember that this is sales. This stuff happens and always will. It's the natural progression to success, although it may not feel like it. So, while it's great to learn new...

Cold calling tips can help small business sales people to make effective sales appointment calls, and grow their business. Anyone can build basic cold calling scripts in just a few minutes and start making sales appointments today. Many sales people fear or hate making cold calls, but with these basic appointment setting tips you'll gain confidence and soon become skilled at making sales appointments Think of your cold calls in three stages: The introduction where you present you, and your small business. Sales questions to qualify the prospect as someone you could sell to, and the third stage is where you ask for their agreement to meet with you. Now look at these cold calling tips for each stage...

This sales motivation technique will put you in a positive mental state so that you can make the best possible use of the skills and techniques that you have. Whatever you call it: Playing from a 10, the Sales Buzz, Floating your boat, or being in the now, this self motivation technique will put you there. One of the biggest challenges for sales people is how to get motivated before every sales appointment or cold call. We can all do it some of the time, but what about the first call of the day, or the last call in the evening. How do you get motivated after a really bad meeting with a prospect, or when you're running late because the car let you down. Then there are the other areas of our lives...

The purpose of management is to help others achieve shared goals (organizationally and personally). However many in sales management have difficulty securing this desired results because of these two challenges pr obstacles: 1. Maintaining Authority 2. Fostering Growth Both of these challenges require exceptional interpersonal skills (people) or what I prefer to call self-leadership skills. However the current K-16 educational experience at least in most American schools does not provide any development for this critical business need. For individuals to take this initiative on their own requires self-awareness supported by personal action plans. One of the first steps is the creation of a life...

A recent marketing challenge that really was not that difficult solicited a lot of excuses and whining from those individuals who failed to meet the challenge. Most of these folks accepted the challenge and then when the deadline loomed, the excuses started flowing. This reminded me of how some in sales management continue to make excuses as to the performance of their teams. Sales research suggests the following: 1. 40% to 70% of all targets are not achieved 2. 48% of all sales people never follow-up with a prospect 3. 90% of all salespersons make 3 contacts or less Between Fact #1 and Fact #3 there is probably a mountain full of whining and excuses as to why these folks dropped the ball. Of...

In corporate training classes, public workshops and college courses, presentation skills are taught. But do they teach you the right skills to solve your workplace problems and achieve your career goals? The answer may surprise you. In many cases, the answer is a resounding "no." Many presentation skills training focus only on tactics. How to stand, sit and move. How to gesture effectively. How to speak clearly and dramatically. Tips and tricks to appear confident and poised. These are important tactics that can help you go from dismal to all right. But 'OK' is not good enough if you want to go somewhere in your career. It's not good enough if you want to guide participatory presentations. Not if...

Experienced presenters, and those who have taken presentation skills training, use the 4 A Approach for structuring opening remarks. This article will give an overview of the 4 A approach by explaining each element and how to use it in a professional presentation. The 4 A's stand for Audience Hook, Answer, Agenda and Action Request. Together they provide an invaluable tool to logically frame remarks for your listeners. Audience Hook The Audience Hook is designed to engage your listeners by tapping into WHY they would want to sit through your remarks. This portion of your presentation needs to hook into pain or pleasure - specifically pain the listener is experiencing or pleasure they would enjoy...

Do a quick search on Google for "presentation skills" (no quotes) and you are faced with over 18 million results. Be slightly more specific ("presentation skills training"), and the results - rather bizarrely to me - jump to 30.7 million. I'd like to narrow it down to one. Enthusiasm. Here, rather than being very detailed about presentation skills training, I'm going to look for the absolutely critical things that make a genuinely inspiring and effective presentation. There is much to be said about body language, tonality, structure, appearance, visual aids, delivery style, eye contact, repetition, story-telling, and so on, all of which can add enormous value, but, I believe, without enthusiasm, it...

Why do we come up with excuses to keep doing things the same way, even when we know change is needed to improve a particular situation? We like to stay in our comfort zones. Because of this natural human situation, sometimes you've got to persuade people to see things differently to see the value in improving a situation. Keep reading to find the latest 5 persuasive ways to supercharge your selling techniques. 1. Learn from the questions asked by your prospects and customers. Learn what's important to your clients. Persuade them to see the value in taking advantage of the benefits of your offerings. 2. Ask your clients to imagine possibilities of happier life using your offerings. When you ask them...

As you develop your sales skills and techniques, there are specific dialogs that you will create. As you determine which sales dialogs are the most effective, those are all going to be part of your selling techniques. Make sure that you share all of your tips, tactics, strategies that make your selling program so unique and valuable. Continue reading to learn 5 priceless ways to excel at selling techniques. 1. Believe in what you're doing. As you stay focused on imagining that you're helping many people in the community, you can excel at your selling techniques. 2. If you work at home, each day you get up make sure you wear business clothes. When you wear business clothes you act differently. And...

How do you know it's time to upgrade your selling skills? That's not an easy question to answer. Chances are your sales prospects and customers will know before you do that it's time for an upgrade. My wife and I are having dinner at one of our favorite restaurants. Our server meant well but he didn't do well. He was sweating profusely when he took our drink order. I couldn't stop thinking about the beads of perspiration on his forehead and cheeks. I kept hoping those droplets of sweat wouldn't find their way into my glass of Cabernet. His shirt tails were hanging outside of his belt, and he just didn't look professional. Look, I wouldn't want a dentist dripping sweat on my face while he's replacing...

Today's business world has changed significantly. Buying decisions that used to take a few days can now take weeks, sometimes months. Decision makers and buyers have changed the way they manage their operations. And business has become more complex. This all means that it is critical that you upgrade your selling skills if you want to achieve long-term success in your sales career. Here are seven reasons you need to upgrade your selling skills. 1. The business climate has changed. In the last few years the business world has dramatically changed. Companies are leaner which means employees need to accomplish more with fewer resources. The decision making process often takes much longer than it used...

Direct marketing sales letters need not be written by a copywriter but they need to provide qualified sales leads. Well thought out sales letters are the key step to closing sales presentations consistently. See how following 3 steps can provide closing sales leads and a cost effective direct sales marketing campaign. 1. First determine what you want your direct marketing sales letters to achieve. Acknowledge that getting sales presentations must be proceeded by advertisement's goal of convincing prospects to read your marketing sales letters. Quality closing sale leads help result in great sales presentations. Visualize your goals before you begin writing anything. Do you want to generate inquiries...

Objection handling is something that every business firm has to counter and attack on. It is the process by which a business can have its ultimate and loyal customers in their hands. Thus every business needs to counter its problems and deal with them in a way that they can get past it and reach the ultimate goals. Objections are something that has to be handled with great amount of care so that they do not discourage people by taking place. Of course, every business will have to face a number of objections and will have to overcome objections by coming up with new sales skills and sales techniques. There are a few emotions that one can try handling when handling and trying to overcome objections...

Have you ever been completely confused about what someone is selling? It seems that many folks either over-think or under-think their sales techniques. I came across two lawn signs recently. One was advertising landscaping services, the other daycare. The landscaping sign displayed "Joe's Landscaping" in a hard-to-read font. The image showed a truck (apparently Joe's truck) and a phone number. That's it. The second sign was just as disturbing to discerning sales professionals. It stated "Happy Hour Day Care." I get the intent (who the heck doesn't want kids to be happy), but really? "Happy Hour?" I was amazed at how twisted both messages were. In terms of sales techniques, if you're sales...

If you're having a power struggle with your prospect, in other words if you are using sales closing techniques to convince them of something, but they really do not want to agree with you because they feel that if they do they will have a really hard time accepting themselves and it will be a really hard thing for the society to accept them as well. Now, if that's the situation, the very next thing you need to do is go and take a step back. Think about the situation that's going on. Your prospect is not going to agree with you, not because he doesn't like your sales presentation or your ideas, but because he does not want to be defeated. At this point it is best for you to use sales closing...

The Natural Progression When you have correctly worked your way through the process of turning Contacts into Prospects, as we teach in the Power of Ten Sales Training Course, the close will become a natural progression, simply an extension of the conversation. Part of the process that we teach and use on a daily basis, is adequately qualifying prospects based on their needs. This is the first part of the conversation, assessing the need. Listen, then offer a suitable solution. The second part of the conversation is the presentation. When the opportunity for a presentation does present itself, try starting the conversation with something like this - "Based on what we have talked about, I put together...

We have learned already that in order to be the best of the best in New Home Sales that we must ask for the sale because 60% of my competition is not doing it. We have also learned that we must not allow negative thoughts to control our actions and we must practice having an Attitude of Gratitude. And we now know that we need to be prepared to ask for the sale by minimizing the possible rejections and objections that we will encounter. Now you are probably asking, "How do I do this?" It is easy to write about it and easier to read the theories behind it, but how do we apply this today? Action! We must put into action the material that we are internalizing. There are multiple styles of sales closing...

Closing sales no longer requires sales closing techniques. Do any of the following sound familiar? 1. The attitude close 2. The alternate choice close 3. The voice inflection close 4. The fear of loss close 5. The alternate of choice close These are all examples of different sales closes made popular by Sales Guru Zig Ziglar in his best selling sales books in the 1980's. Do you use any of these? If so, don't you realize how immature you are? Zig Ziglar was a master sales professional in his time. But his techniques are outdated. We are now in a new century. The leading sales people in the 1980's are the CEOs, presidents, executives, and decision makers that you are now trying to sell to. They have...

Sales training and prospecting tips from the unbelievable sites I witnessed while watching window fitters working on my house. I recently had new windows fitted and while watching what happened I saw some fantastic sales prospecting techniques that just naturally happened because of how prospects think and act. Forget classroom sales prospecting skills you learn on courses, I saw a steady flow of sales prospects that would fill any sales person's diary and make their target for the month. I'm now adapting these techniques with my working sales teams and you can fill your diary or grow your small business sales by doing the same. The front of my house is on a busy lane that leads to the local shops...

Do your salespeople OPEN long-term relationships with new customers, or do they CLOSE them and move on? Do they receive referrals from new customers? How do people rank your company based on the quality of service DURING the sales process? Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process. In theory, a sales conversation "can be" 100% relevant if the steps below are practiced perfectly. But, just like those of us who understand championship athletics - as players or fans - that's why we practice in sports and in sales... to keep striving for greatness. How does a salesperson remain relevant? By... Adaptation... 1. Adapting to a person's...