Sales are the results of relationships and trust - the desired result of an interaction between two people. Sales can be made easy when you follow a simple sales process. A sales process that is as simple as ABC, 123.

Let’s understand that a sale starts the moment you meet someone. They will have to buy you, before any sales will be made between the two of you. So, would you buy you?

This is the A in sales - Attitude. Do you believe in you, do you believe in your organization, it’s products and services, your team players and the market that you are making sales in?

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Tags: increase sales, sales techniques, how to sell, sales coaching

Gone are the traditional days of the slick, hit and run feature and benefit dumps. Why, because every buyer has been educated by salespeople in the past and buyers have created their own sales process to maintain control over salespeople. If you are not following a sales process, you are out of control and falling into the buyer’s sales process.

Buyers know that salespeople have received sales training and they usually see the same techniques and tactics being applied. As a result salespeople have thought buyers everything they know and buyers have developed a sales process to counteract against the actions of salespeople.

The worst part is, salespeople don’t even realize they have lost control, leaving the buyer in control of the interaction when salespeople themselves should always remain in control of the sales process.

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Tags: how to sell, sales strategies, free sales training, sales coaching

Why is it that sales people are always dropping their pants and showing what they have instead of building rapport and asking questions to qualify customers? Sales People wake up! It is not about you, and what you have to offer. It is about the customer and what they need or want. You need to change your approach and get away from the traditional sales tactics.

Who is the most important person in the world? Yes, you are. But in sales when you have a customer in front of you, who is the most important person in the world? Yes, the customer! Without a customer, you do not get a sale. Times have changed and so has the golden rule, do unto others as you would have done onto your self, has been overruled with the Platinum Rule. Now, it is do onto others as they would like done onto themselves. In other words, it is not about you anymore. It is about them.

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Tags: self motivation techniques, sales coaching, increase sales, effective time management skills

For over 2,000 years sales professionals, and all of mankind, have been exposed to a very valuable and important message. The message is ask and you will receive.

However, are you as a sales professional asking or telling? Are you as a sales professional asking questions to qualify customers or are customers asking you questions and qualifying you. Who is rejecting who? That will tell you who is in control, and who thinks they are in control.

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Tags: personal goal setting, sales coaching, effective time management skills, increase sales

Too many sales professionals and business people do not know what selling is all about. They took courses, went on training and are still following traditional sales techniques. They think they are in control, when in reality they are out of control. They end up talking and telling too much and end up letting the buyer be in control. Think about it, who is qualifying who and who is rejecting who?

The job of a Sales professional, or business leader, is to ask questions, listen and qualify prospects. If there is no need, no money or decision making capability it is the sales professional’s job to reject the prospect, not the other way around.

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Tags: personal goal setting, sales coaching, increase sales, self motivation techniques