Using Reports and Charts to Measure People’s Performance

Using Reports and Charts to Measure People’s Performance The typical sales manager is unwilling to require that there sales team submit reports on time, because they remember having to do this task and hating it. “However, if you’re going to manage people, the first requirement is that you know what they’re doing and what their…

Effective Time Management

Sales Training –  Effective Time Management You can’t ignore work planning and goals. “Planning is like a roadmap. It can show you the way, head us the right direction, and keep us on course.   Planning means mapping out how to get from where we are now to where we want to be.   Planning is the…

More Effective Prospecting – Referrals

More Effective Prospecting – Referrals “Selling,first of all, is a matter of numbers. The more people you see, the more sales you will make.”… So says Master sales trainer J.Douglas Edwards. One of the best ways to find new prospects for your product or service is by referrals. One of the best times to ask…

Controlling the Sale

Sales Training Controlling the Sale The truly great salespeople, the sales pros, have the selling situation in control from the moment of contact to the moment of close. Someone always takes control…… It’s the mediocre salesperson who allows the prospect to establish first control. A key topic for your sales training must be the subject…

The Psychology of the Power Presentation

The Psychology of the Power Presentation It Sales training The psychology of power presentations Get the prospect physically involved. This is the first major secret of a successful presentation or demonstration. The more of the sensors you get them to use, the better the chance of getting the sale. One thing you always can use…

The Qualification Sequence

The Qualification Sequence The amateur will try to sell to anyone, but the professional always, yes always qualifies first. “It’s a waste of your time to try to sell to unqualified buyers. And you must, qualify for more than money” says J.Douglas Edwards, Master Sales Trainer. For more on J. Douglas Edwards go to www.jdouglasedwards.com.au…

The Fine Art of Communication

The Fine Art of Communication Communication skills. Your ability to communicate orally with other people is one of the foundations of your ability to succeed and excel in sales. It requires much more than just saying words, it requires voice control. According to Master sales trainer, J. Douglas Edwards, “there are five factors which comprise…

The Psychology of the Salesperson

The Psychology of the Salesperson A salesperson is a person who can sell themselves to themselves. They must be able to analyse….To know…”What did I do that was right?” It’s management’s job to analyse… “What did they do that was wrong”, and correct it through interactive sales training and mentoring. Fine physical appearance build belief….

The Professional Attitude

The Professional Attitude To be a professional in any given profession, you must be willing to pay the price of effort, learning, time and dedicated sacrifice. You must have the capacity to set a goal and let absolutely nothing stand in the way of you achieving that goal. You must be willing to invest in…

Objections…obstacles or opportunity?

Objections…obstacles or opportunity? “We are going to talk about objections. The death knell of the amateur and the opportunity of the professional. You see, objections are good, not bad. If you don’t get objections during the process of making a presentation, I’ll make you an absolute promise, you’re not going to make the sale. I…