Sales Training Article: Beliefs You Must Cultivate

The best sales people succeed because of what they believe.  They are very adept at the skills involved in selling and they arm themselves with all of the sales tools necessary for success, but the skills and the tools are not the primary reasons for their success.  There are sales people who have great sales [...]

Sales Management Training: The Multi-Million Dollar Mistake

There’s a sales recruiting mistake made by many companies, and even entire industries, that costs them huge amounts of money, time, and effort. Are you and your company making this mistake? Statistics say you are! Introduction: I regret to inform you that this sales management article might cause you some upset, at first.  It’s likely [...]

Sales Training Article: Benefits, Benefits, Benefits

One of the most common sales training topics is the importance of expressing the benefits of what you are offering. People do not buy facts or features.  People buy benefits.  This seems simple and obvious, and yet it’s one of the most common sales mistakes people make.  Most sales people list facts and features about [...]

Sales Training Article: Five Reasons People Buy

Many sales approaches and sales presentations lose sight of the simple reasons people buy.  They become very complex and cumbersome.  Sometimes it helps to step back and remind ourselves of the basics of sales psychology. The buying process is one of outweighing negatives with positives.  The negatives consist of risks we wish not to take.  [...]

“Pre-heat” Your Appointments With Testimonial Letters

It always helps to sell yourself to the person or company you would like to have as a client before you even get there. The ideal is for them to recognize you as an expert before you walk through their door. This allows you to spend your time helping them to get what they want, [...]

Sales Training Article: How to Generate More Leads

There are five keys to great lead generation systems. In this article, I’ll address the first of these five keys.  They are: 1. Identify your ideal client and build a database or contact management system full of “qualified” leads. 2. Build an identity for yourself that is “top of mind” in your area. 2. Determine [...]

How to Keep Wealth Flowing Through Your Life

I once asked a very wealthy man (he started with nothing and became a billionaire) what advice he could give me that would help me accumulate wealth. He shocked me by saying, “Go clean out your closets.” He went on to explain himself. He said that I needed to change the metaphor I was using [...]

How to Avoid a Very Costly Mistake

The biggest expense most sales managers and business owners incur comes from paying the “tuition” at the school of hard knocks.  Relegating your sales people to learning from “experience” and “on-the-job-training” can cost you and them hundreds of thousands of dollars in lost opportunity.  Most people understand this to be the case, and yet most [...]

Sales Training Article: Focus on the Results

Salestrainer.com and Peter Droubay, America’s Most Effective Sales Trainer, have several online sales classes, articles, reports, videos, and sales management tools for you to take advantage of!  Get the latest sales training resources designed to help you earn more, with less effort.  “To-do” lists are a great way of organizing activities.  They have a lot of merit.  Using them is, after all, a lot better than not having a [...]

Sales Training Article: Determine Your Unique Identity

Salestrainer.com and Peter Droubay, America’s Most Effective Sales Trainer, have several online sales classes, articles, reports, videos, and sales management tools for you to take advantage of!  Get the latest sales training resources designed to help you earn more, with less effort.  The ultimate purpose of marketing is to generate interest in your product or service.  The measure of your [...]