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

Dec 16, 2014

NLP Sales Objection Technique

An NLP sales objection technique to make objection handling easy by defining how your prospect views the obstacle to closing the sale.

You, like me, have probably seen sales people get an objection from a prospect and straight away respond with what they think is their best answer to it.

You may have even done it yourself, I know I have.

But how do you know what your prospect truly meant, what the real objection was and where it existed.

In any sales objection situation there are 3 places where the objection can be.

1. In the real world

2. In the customers view of the world.

3. In your view of the world

When your prospect raises an objection it can be a real issue relating to the features of your products or services.

It can be an objection that is real to them but you don’t see it as such.

And you may perceive it in a totally different way than how your prospect perceives it. So the objection you are trying to overcome exists in your map of the real situation not theirs.


I know this is starting to sound weird but if you understand this NLP sales technique for overcoming objections you will really increase the number of sales that you close. Stick with me and give it a try.


How many times have you not overcome an objection and blamed the buyer for not understanding your response to it, and for not seeing that your proposal answered the issues they had raised. Well this technique stops that happening.

You answered the objection that you saw on your map of reality, not the one on theirs.

To get started on this fascinating technique that will help you to overcome more objections take a look at this week’s free sales training ezine The Sales Buzz...


The Sales Buzz – Weekly Sales Training ezine

The Sales Buzz is free. You can view this week’s edition, 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 ezine 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 overcome more objections...


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

Dec 12, 2014

Thanks to you we're moving and growing

Thanks to you, and the thousands of other sales pofessionals world wide that visit the website, we have grown so much over the last year that we need to make some changes.

We're getting bigger so we can offer you more sales content.

We're getting a makeover that will gradually give the site a new look.

And, we will be able to give you more choice on how you get your fresh content delivered to you.


The changes from Monday

From Monday 15th December, hopefully if all the techie stiff goes well, the website will be at a new address:

www.provensalestraining.com

This blog will use that address so if you've subscribed you might want to change the address in your feed.

The weekly ezine, The Sales Buzz, will keep the name but will be mailed out from the provensalestraining.com address so if you're a subscriber add that to your whitelist.

If your'e not yet a subscriber go and claim you're free sales training eBooks at: The Sales Buzz...

The site will get even bigger, the content will increase, and that means more information for sales people, sales managers, and trainers, like you.

Put a note on your to-do list for next week and update your feeds, mailboxes, and favourite us.

See you on the other side.

Stephen Craine

www.provensalestraining.com


Dec 04, 2014

Stop Wasting Sales Time on People That Can’t Buy From You

Close more sales and stop wasting your selling time on people that can’t buy from you with training on qualifying a sales prospect as a potential customer.

Add this one technique to your cold calls and sales appointment calls and you’ll stop wasting your valuable sales time on prospects that can’t buy from you.

Follow this sales training and qualify your prospects before you meet with them and you will:

Close more sales because buyers can actually buy from you.

Stop getting objections that are outside of your control.

Only meet with genuine prospects so your time is more effective.

Plus, think what it will do for your motivation levels.

If you get objections that and sales that get stopped because a prospect can’t buy from you for reasons outside of your control then you need to add qualifying prospects to your calls to arrange sales appointments.

You work hard to close a sale, you travel to see a potential customer, and you invest in your sales skills, but then you get a problem that stops the sale:

  • The buyer doesn’t meet your company’s criteria as a customer.
  • The buyer has purchasing rules that you didn’t know about.
  • The prospect’s budget has run out for this year.
  • The person you met has no authority to order.
  • They’re tied into a contract for another year.

And many more obstacles to a sale that are outside of your control.

You can stop this happening.

We cover this essential technique in this week’s free sales training ezine The Sales Buzz...


The Sales Buzz – Weekly Sales Training ezine

The Sales Buzz is free. You can view this week’s edition, 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 ezine 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 Qualifying a Sales Prospect...


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


Nov 25, 2014

Telesales and Appointment Cold Calls Motivation Technique

Close more sales, make more sales appointments, and learn to enjoy cold calling with this unusual motivation technique.

Do you hate making cold calls for sales appointments or telesales calls?

If you get frustrated and de-motivated when you don’t close a sale or gain an appointment then this technique will help you.

I’ve been in a telesales position.

I’ve managed telesales and tele-appointment teams that made cold calls.

I know exactly what it’s like to lose confidence and look for reasons not to make that next call.

That’s why I developed this motivation technique for the teams I manage and train.

If you’re focusing o how many appointments or sales you make you’re looking in the wrong direction. To see why take a look at this week’s free sales training ezine The Sales Buzz...


The Sales Buzz – Weekly Sales Training ezine

The Sales Buzz is free. You can view this week’s edition, 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 ezine 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 the Telesales Motivation Technique ...


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


Nov 20, 2014

Control Sales Calls and Keep Prospects Listening

Control sales calls and keep prospects listening to the end of your pitch by using the strength and control scale technique that many sellers don’t even know about.

Would you make an appointment call to a B2B buyer using the same techniques that you would use for a Direct Sales prospect sat in their home.

A call to a B2B buyer will be less controlled, more of a consultative selling technique.

With a Direct Sales prospect you want to control the conversation, keep them on your track towards gaining the appointment.

What about your prospects, where do they lie on this scale of strength and control.

Never thought about it?

You should, it will keep prospects listening, stop them hanging up on you, and let you get more sales appointments and close more sales.

See more on the strength and control scale in this week’s free sales training ezine, The Sales Buzz...


The Sales Buzz – Weekly Sales Training ezine

The Sales Buzz is free. You can view this week’s edition, 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 ezine 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 the Strength and Control of calls...


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

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