Building Rapport

Sales Training - Reframing and Pre-empting Objections

Top Sales Experts Masterclass
On Tuesday October 20th – 1:00 pm Eastern, Jonathan Farrington presents his first solo Top Sales Experts Masterclass of 2009, and you can be there, with my compliments. So You Want To Be A Top 5% Player In The Game Of Sales?Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential achievement.Level One salespeople sell products and depend on having th

Sales Training - Answering Objections on the Telephone

Developing a Sales Strategy
There are four basic parts of a sales strategy: The sales plan should be short, simple and to the point. It's basically a strategic and tactical plan for acquiring new business, growing existing business and making and/or exceeding the sales quota within the sales territory. Typically, a healthy mix would include 75 percent of the sales quota from new business and 25 percent of quota from add-on business from existing customers.1. New business strategies2. New business acquisition tactics3. Existing business growth strategies4. Existin

Overcoming Resistance in Sales - Sales Training
As a general rule we should treat resistance as something the sales person has created. As people can only resist something the sales person is doing or saying and we only have control over our own behaviour. So we need to remove our resistance