Articles - Sales and Marketing en-us http://articles.trainingnews.co.uk N/A http://articles.trainingnews.co.uk info@trainingnews.co.uk 20 http://articles.trainingnews.co.uk/articles/99/1/Flash-Up---Better-Multimedia-Presentations-for-Smart-Business-Training.html Efficient business training needs the spirit of Flash, and it goes from PowerPoint presentations initially. nospam@nospam.com (William Peterson) Mon, 17 Dec 2007 11:00:00 +0300 http://articles.trainingnews.co.uk/articles/95/1/Develop-Your-Sales-by-Building-Trust.html Successful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process. It really doesn't matter how knowledgeable you are about your product line or how many closing techniques you have mastered, unless you earn your prospect's trust and confidence you are not going to make the sale. nospam@nospam.com (Andrew Wood) Wed, 24 Oct 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/92/1/Sales---How-to-Handle-Objections.html Objections are a fact of life for a salesperson and a lot will say that they hate when they get them. I really don’t think this should be the case as objections are just another way for a prospect to say, “I need more information” and can actually be a good sign that a sale is not too far away. After all, if you handle the objection effectively, what reasons are there left not to buy? nospam@nospam.com (Andrew Wood) Fri, 14 Sep 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/89/1/How-2-give-your-salesforce-10-definite-dos.html I’m told that parts of Southern Europe are littered with ‘T.I.R.E.D.’s’ (Thirty-Something Independent Radical Educated Drop-outs) – people who have walked away from big jobs because they just “weren’t happy…” nospam@nospam.com (Polly Anderson) Mon, 30 Jul 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/83/1/Sales-Culture---Beware-of-the-Broken-Window.html Let’s say you have a team and in the majority they are pretty successful with sales. They are all doing ok and you can see that their skills are developing progressively. However, there is one member of the team that is not on board with the concept. They are disruptive, they complain, they challenge every product by comparing it negatively against competitors and they do their utmost to undermine the process at every opportunity. nospam@nospam.com (Andrew Wood) Mon, 25 Jun 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/82/1/Improving-Sales-Effectiveness---The-Question-is-Why.html Achieving sales success is crucial to every business, after all sales is the only revenue generating function within a company, everything else costs money. So what do we do to ensure that our key players in the sales arena are doing all they can to develop this most important of areas? nospam@nospam.com (Andrew Wood) Mon, 25 Jun 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/76/1/Achieving-Sales-on-the-Telephone---Effective-outbound-calls.html The key to making effective outbound calls is structure. The most effective telephone sales person will have a set process for contacting customers and will stick to it, no matter what the temptation to alter their methods. nospam@nospam.com (Andrew Wood) Mon, 25 Jun 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/84/1/Influencing-Sales-via-The-Contrast-Principle.html The contrast principle is a powerful way to increase the odds of getting what you want. In fact, once you recognise it, you realise it is used in many different scenarios and is yet another example of our brain using a mental shortcut i.e. ‘The offer must be fair, it is much less than the other’. nospam@nospam.com (Andrew Wood) Sun, 24 Jun 2007 11:00:00 +0400 http://articles.trainingnews.co.uk/articles/73/1/Successful-Sales-is-a-Numbers-Game.html There are a number of key skills which will help you to become a more effective and successful sales person or account manager. In the final analysis sales is a numbers game, regardless of the business for which you work or the types of customers and products for which you are responsible. nospam@nospam.com (Jason De Boer) Fri, 09 Mar 2007 11:00:00 +0300 http://articles.trainingnews.co.uk/articles/69/1/Negotiation---Tactics-Tricks-And-Threats.html Most successful negotiators recognise that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. nospam@nospam.com (Jonathan Farrington) Wed, 21 Feb 2007 11:00:00 +0300