Sales Training Blog

Hi, I’m Stephen Craine, welcome to the Sales Training Blog for the website Provensalestraining.com.

I'm giving you the updates here on the blog to share techniques, tips, and skills, with you from my 25 year career of managing and training sales teams.

The blog updates will help you to:

  • Increase sales results to achieve your work and personal goals.
  • Develop your career and gain real job security.
  • Grow your own business by increasing sales revenue.

So take what you see here and adapt it for your sales role by following the links or subscribing to the blog.




Proven Sales Training
Blog Updates

Feb 06, 2016

Try Presenting Benefits First and See the Results

Traditional sales training says present features first then the benefits, but is there a better way?

Were you, like me, trained to present the features of your products first, followed by the benefits these features will give the buyer?

As the sales world evolves these old ways of selling may no longer be the most effective techniques, and we should be testing and adapting them.

There are good reasons why presenting the benefits of a product first could give you better results.

Read more about this technique, then decide if you can use it, in this week’s free sales training ezine The Sales Buzz...


The Sales Buzz – Weekly Sales Training e-zine

The Sales Buzz is free. You can view this week’s edition, and all the back issues, with no obligation, no catch, and you don’t even have to leave your email address or name.

If you like it we hope you will leave your email address and have the weekly e-zine delivered to your inbox.

There is a new issue every week with a sales related topic. We keep it brief and focused on sales training with links so you can get more information if the subject interests you.

We get lots of questions into the website and often we use these questions from sales people, like you, as the basis for the training articles.

Take a look at this week’s Sales Buzz and see a different frame on Sales Presentations Training...


The Sales Buzz free sales training e-zine is published by the website www.Provensalestraining.com


Jan 28, 2016

Scales of Sales and an NLP Visualisation Technique

Consider this sales training NLP and visualisation technique for retail sales, showroom, and anywhere low priced products and services are sold in an informal setting.

Imagine the negative reasons not to buy that a customer may have, balanced against positive reasons to buy that you present to outweigh them and close the sale.

This mental NLP visualisation technique will give you confidence and motivation when a full selling process isn’t suitable.

This technique has proven really effective in retail sales, showrooms, and in selling situations that are informal or where low priced products and services are sold.

It keeps the buyer focused and utilises emotional selling skills without interrupting the prospects train of thought.

Read more about this technique, then decide if you can use it, in this week’s free sales training ezine The Sales Buzz...


The Sales Buzz – Weekly Sales Training e-zine

The Sales Buzz is free. You can view this week’s edition, and all the back issues, with no obligation, no catch, and you don’t even have to leave your email address or name.

If you like it we hope you will leave your email address and have the weekly e-zine delivered to your inbox.

There is a new issue every week with a sales related topic. We keep it brief and focused on sales training with links so you can get more information if the subject interests you.

We get lots of questions into the website and often we use these questions from sales people, like you, as the basis for the training articles.

Take a look at this week’s Sales Buzz and see a different frame on Sales Techniques...


The Sales Buzz free sales training e-zine is published by the website www.Provensalestraining.com





Jan 25, 2016

Have You Considered Using Sales Agents for Your Business?

Self-employed sales agents could be the solution to achieving your sales and financial business goals.

No salary to pay out.

No sick pay or holiday pay.

No cost of expensive company cars.

They provide their own telephone, laptop, and cover their own administration costs.

The only ongoing cost to you is a commission payment for genuine sales.


Sales Agents – The Ideal Solution

For some businesses paying a sales agent to prospect for new customers, and present your sales offer to their portfolio of existing customers, is the ideal, cost effective, solution.

Many small businesses can’t afford full time sales people. What they want is someone they can trust to do a professional job selling their products and services, but without the hassle of a paid employee.

That’s where sales agents can be of benefit.

Many large companies have sales areas that are remote from the office, or have so few residents or businesses that there’s not enough work for a full time employed sales representative.

Whatever the type your type or size of business, have you considered the benefits of having self-employed sales agents selling for you? (continue reading)…


The Sales Buzz free sales training e-zine is published by the website www.sales-training-sales-tips.com


Jan 23, 2016

The Path from Introduction to Closing the Sale

When you know how to sell using a sales process you can adapt techniques, add new skills, and maintain constant successful results.

sales appointment process

Your aim is to get from your opening sales Introduction Stage to Closing the sale.

To navigate this journey, and take your prospect with you, you need a map.

The sales process is that map.

You move forward in sales stages, using them as landmarks so you know where you are at all times.

The best benefit to you, the sales person, is that once you know the map you can make detours when needed, adapt your path to suit the needs of the prospect travelling with you, and if you go off-track you can quickly get back on the way.

You get better at sales by adding new sales techniques, skills, and experience, to the stages of the journey. This gives you a higher success rate of getting to the close and achieving your goal.

Learn the map from Introduction to Closing at …The Sales Process...


Jan 17, 2016

When Customers Don’t Follow Your sales Script

When a customer is not following your sales script and the conversation starts at the presentation stage, how do you sell to them?

sales appointment process

The customer interrupts and takes control.

They're not behaving as customers should.

They haven't allowed you to go through the stages of introducing you and your business.

The big problem is, they haven’t gone along with your sales process and let you ask them questions to determine their requirements.

They can have a product or service in mind, and you find yourself answering questions and starting at the presentation stage of the selling process. But you're not equipped with any information on their needs.

Instead of you asking them questions it becomes a conversation with them questioning you.

In informal selling situations such as retail sales, selling direct to the public in their own home, and to small or independent businesses, you often find customers don't follow your sales script.

So what do you do, how do you sell to them? …continue reading...


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