Sales training courses frequently use case studies to help learning and development. Below you'll discover a case study about a made up sales situation between a sales person and a buyer. Right after you have read through the case study jot down your answers for the three questions which have been asked at the end of the case study. These may mean you can check your knowledge on how to deal with tough selling scenarios. You'll find some model...more
What makes a seller unstoppable? Is it education, skills or product line? Is it natural talent? Find out exactly what they knowto achieve unstoppable success in your sales.In business, there are always a handful of people who have the most coveted title. It isnt the title of CEO. It isnt the one of CFO. Nope. Its a whole different level of respect. Its the title of utmost respect: Unstoppable.Several months ago, I interviewed a sales professional...more
Looking for a realistic approach to sales presenting? Youll be delighted how easy it is to go from anxious and uncertain to fearless and loving it. If you find presenting to clients and prospects makes you feel sick to your stomach, lose your voice, get shaky knees or break out into a cold sweat, you arent alone. A lot of professionals feel anxious about pitching ideas, products and services. The science behind this reaction? Were viewing the audience as a threat. Imagining our customers and prospects is a lot like imagining a scary tiger in the jungle. Whats the first reaction? Fight like crazy. Or, Run like heck. This fight or flight mechanism is hardwired into our physiology. Once it gets started, and adrenaline is flowing, its tough to switch off biochemistry. And just thinking about presenting to a tough group of decision makers is enough to ignite it. So, what can you do instead of flipping out? Follow these 5 keys to feel confident, prepared and ready to go. In minutes, youll understand how to transform fear into excitement. Thats the secret of overnight success.1. Picture Positive OutcomesYouve heard about gold-medal Olympic athletes visualizing positive outcomes of their...more
Presenting to customers and prospects? Its amazing how much more effective sales presenting is when you open up conversations where everyone participates.Sales presentations are remarkable opportunities to collaborate, discuss, answer questions and trouble shoot problems. Only one gigantic obstacle exists. Many sales professionals do all the...more
Worried about making mistakes in front of important clients? If presenting and selling with a whiteboard is in your future, it helps to know what to watch out forand how to recover instantly.Many subject matter experts worry about appearing professional and poised in front of decision makers. It makes sense, really. Were all trained to speak with...more
Not feeling too creative? But need a killer whiteboard sales storyfor tomorrows client meeting? Find out how to ace your presentation with 4 rapid creativity tips.In business presenting and selling, its tough to keep your creative edge. Lets face it. Theres not enough time in the day, right? Wrong.If youre seeking creative inspiration for your killer whiteboard sales storyyoure in the right place. There is a system. A creative formula, if you will. Once you know it, you can use it. Anytime. Anywhere. Any topic.I could have used this yesterday! These are the exact words a client of mine said when he saw this system. Most clients Ive shared this with actually get a little peeved. Why didnt I learn this in high-school? Understandable. Really. When you learn how to use creative planning, youll see that its easier to keep your edge than you might have imagined.Here are the highlights of the 4 critical steps in creative planning. Hint: use a sales opportunity you have in mind. Best ones are the ones you have coming up today, tomorrow and this week.1.Get VisualWhen working at a whiteboard, go visual. Show your product, process, service, solution in pictures and words. Dont make the...more
Giving a big sales presentation? If your pitch presentation is coming up, wouldnt it help to know the secrets? You knowthe ones that the pros never ever tell you.You bet! Killer sales presenting is an art, science and system. Top performers have this...more
Building your sphere of influence is like fishing with a netokay Ive never fished with a net, but I have a good imagination! If you fish with a pole you catch just one fish. You can move your boat and cast the pole again and maybe catch another fish....more
Patio is that favorite place of our adjoin house where we want to spend most of tranquil moments of our time. A well furnished patio serves idle ground for partying and also to have moments of solace. To give your patio sophisticated look, you have...more
It is time that you give up the idea of considering the services of recruitment consultants for sales recruitment and other recruitments in your organization. When you can do the job better than the agencies why waste money, time and energy at their...more
Around July of 2011, California Governor Jerry Brown, fixed into law legislation that will these days makes it easier in addition to more reliable to get Sacramento house owners to generate a short sale on their own households. Theproperty owners...more
The BMW 3 Series has been a cornerstone of the German manufacturers global success in recent years it has accounted for about 20 percent of its worldwide sales.So the fact that details about the new generation of 3 Series have begun to emerge is...more