Natural Training Sales Blog
“You can learn more in a minute of listening than you can in a day of talking”. Alan R. Ehrlich “Just because I don’t care doesn’t mean I’m not listening”. Homer Simpson How fast do you talk? Popular opinion says that most of us talk at 125 words a minute. I put this to the…
It can be dangerous to assume that closing stands by itself as a separate entity right at the end of the sale. A more effective way to regard closing is that if you conduct the sale in a certain way from the start, then you are much more likely to lead to a natural close. Here are…
Acknowledgement: FC Expert blogger Mike Hoban – Jul 8, 2011. The headline in the July 6 Christian Science Monitor story–”PowerPoint Ban: Swiss Political Party Wants to Outlaw the Software”–looked like it belonged in The Onion. Or it might be a “Tupac is alive!” prank promulgated by media hackers. But no, it’s the real deal. Well, sort…
Great salespeople from organisations who adhere to the Law of Heat never interrupt the sale with complications when the customer is in the process of saying “yes”. One of the great habits of peak performing salespeople is that they take away obstacles – leaving a simple pathway to the close. For example, at Natural Training,…
“Any darn fool can make something complex; it takes a genius to make something simple”. Albert Einstein “My ultimate ambition is to live a simple life with the frog I love”. Miss Piggy Sitting on the phone the other day in a queue after pressing “3 for customer service”, I daydreamed of a simpler life where…
Great sales people never miss the chance to up-sell when the customer is steaming. I-Tunes is is a great example. Their Genius application gets you at your weakest – when you’re banging your hands on the desk rocking out to Jay Z’s Empire State of Mind. With their Genius application, “Virtual Steve Jobs” is available…
A lot of sales people these days are making, or breaking, their career on the telephone. We see it all the time when we hold telesales training courses – the phone is in many ways the key to a successful selling career. In fact, being superb at selling on the phone, whether you are internal…
I was writing a Business Development Manager job description for our company yesterday and I started off with all the usual requirements – salesperson must be able to mine a database, make 50 calls a day, consult with clients…you know the typical list. Which most salespeople would nod at and say “Yep, I’m great at…
Extensive research on the brain by the likes of David Suzuki has concluded that we are equally driven by our logical and emotional sides. Our creative (right) side needs nourishment and is a factor in most buying decisions, as does our logical (left) side. When it comes to making a purchase, it is generally agreed…
You can’t change your product, your price or your company. You can’t change your colleagues, your resources or your boss. But you can change your words. You can make your words work harder, be more persuasive and change minds. Your words can make you rich. And the opposite is true…there are lots of brilliant people…
So, the golden question – what do clients look for when you pitch to them? What defines success – and a win for you? This is a difficult question to answer in just a few words. The reason is that clients alter their priorities across industries. For example, in relatively immature industries, such as Web Design, a…
If you find yourself in the “Have you read our proposal yet?” stage of sales coolness, then here are 7 ideas to keep the sale fresh and hot, straight from the Natural Training oven to you: 1) Send them an insight – a podcast link, an article about their industry. 2) Give them someone new…
