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	<title>The UnNatural Salesman &#187; Inside Sales Training</title>
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	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>Thinking With Your Customer</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer/#comments</comments>
		<pubDate>Thu, 17 Sep 2009 13:00:51 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[consultive selling]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=251</guid>
		<description><![CDATA[For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”... It's only been in recent years that we've actually been considered a respectable profession … and it will continue to be respectable based upon how we conduct ourselves and how we treat our business partners...our Customers. ]]></description>
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		<title>The Truth About Price</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/#comments</comments>
		<pubDate>Mon, 14 Sep 2009 12:45:43 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Dealing with Price objections]]></category>
		<category><![CDATA[Sales Calls]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=219</guid>
		<description><![CDATA[“Price is a factor, Price is always a factor”.  Not sure who said those ominous words first but as much as we don’t want to believe it they are true…but only to a point.  Price is always part of the equation just like in most business concerns about shrinking profit margins and rising expenses is a reality that the talented overcome while the masses just resign themselves to selling for less and having to sell much more year after year to keep the income level the same.  A client base built over time and healthy prospecting is part of the answer to the problem but so is maximizing each and every opportunity.

How?  Glad you asked.  First you most likely aren’t the cheapest]]></description>
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		<title>Do You Believe</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/#comments</comments>
		<pubDate>Tue, 08 Sep 2009 13:00:58 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=209</guid>
		<description><![CDATA[To be a true Professional, you need to believe in what you’re offering your Customers. Be honest, does your product or service fill a need? Can you really make a difference with your product line up? Do the services that you offer your Customers really live up to their expectations? If not, go back two steps and rethink what you’re offering your Customers. Be honest enough with yourself to know that dishonesty will only come back to haunt you. Usually when you least expect it. Build your reputation in terms of your personal integrity.  Build your call scripts in your own words, and be clear, concise and forthright about them. Under commit and over deliver.  You will earn lifetime Customers this way. 
]]></description>
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		<title>Great Expectations and Unhappy Customers</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/great-expectations-and-unhappy-customers/#comments</comments>
		<pubDate>Fri, 28 Aug 2009 15:00:46 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Sales Calls]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=125</guid>
		<description><![CDATA[We’ve all had them….a customer calls you so angry that all they want to do is spit in your face, tell you what a loser you are and get off the phone or out of your sight. You, being the sales professional that you are, have the ability to turn the whole situation around and win the customer back. Your true skills will now come into play.  First, you must be willing to empathize with the customer and acknowledge his problem or concern is real. To him, it is or he wouldn’t have taken the time to contact you. Then, together with your customer you must determine the best approach. Think long and hard about this one. Determine that you really want to work with this company. Are they the type of customer that you want? Back in chapter 5 we talked about who you want your customer to be? Does this customer fit the profile of the company you want to grow business with? If not, be honest enough to move on. If it does, be bold enough to fix whatever went wrong and honorable enough to make sure that it goes right moving forward.

More than once in my career, I’ve had “that call” – the one from the customer who hates their sales rep; professes that their rep can’t do anything right; that every shipment is wrong; that they can never get them live on the phone; I even had a man tell me recently that he’s waited three months for a price quote! When these calls come across, it’s important to understand that there’s a lot of emotion speaking so we need to be remain calm (That’s the tough part!). Go back to your basic skill set that you’ve now honed and start by acknowledging that you understand that the caller is upset. Commit to helping them and commit to making the situation right for them. Again, this assumes that this is a customer that you want to grow business with. In many cases, the customer will wind up being very happy and come back to you because you took the time to make their situation correct. ]]></description>
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		<title>Your Time’s your own, so own your Time</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/your-time%e2%80%99s-your-own-so-own-your-time/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/your-time%e2%80%99s-your-own-so-own-your-time/#comments</comments>
		<pubDate>Mon, 24 Aug 2009 15:15:52 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[account planning]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=108</guid>
		<description><![CDATA[In our sales world, our time is usually own….so it’s critical to make the most of every hour or every day. You dictate your own fate simply by dictating you spend your time. Be aware of all the things that happen during the day to disrupt your flow. Did you set time aside for returning calls? Did you return every call before the day was done? Did you set time aside to make your prospecting calls? Do your “chores” around your selling hours. Too many people allow their email in box to be their dash board…and allow it to dictate how they spend their time. Don’t fall into that trap.

 

Set you day up so that your “housekeeping” is before your selling hours. Do you have reports due to your manager? Get in early and get them done! Do you have paperwork to file? Get in early and get it done! Do you have quotes due to your Customers? GET THEM DONE! Never, under any circumstance, keep the Customer waiting for your longer than necessary.]]></description>
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		<item>
		<title>What&#8217;s your worth to the Customer?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/#comments</comments>
		<pubDate>Mon, 17 Aug 2009 15:00:20 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=92</guid>
		<description><![CDATA[I was once vying for a customer who could contribute five million dollars in revenue to the company. The competition was fierce and every one else was wooing him by simply dropping their price. I invited him for a face to face meeting. I asked him all about his business…how he ran it, where he wanted it to be in five years, how he upsold additional products into his existing customer base, where he went for new customers. You know, the questions that we SHOULD be asking every day. Once he outlined his plan for growth, I showed him, in black and white how working with our company would help his company retire quota faster, be more profitable and get his sales reps trained and comfortable with the products that they sold faster. I became his trusted advisor and his resource for future growth. I kept my price and my profit margin exactly where I wanted it to be, by delivering the tools he needed to grow his business just as he wanted to. I gave him value. And frequently reminded him of the resources he got simply by partnering with me to grow his business.]]></description>
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		<title>Customer service levels matter. So what is yours?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/customer-service-levels-matter/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/customer-service-levels-matter/#comments</comments>
		<pubDate>Wed, 12 Aug 2009 14:30:10 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=80</guid>
		<description><![CDATA[It’s not hard to hear people saying they had a bad experience as a customer.  Sometimes it’s product related but I’ll go out on a limb and say more than 80% of dissatisfied customers are unhappy because of service levels.

It might be tough to change an entire organization’s customer services philosophy and impacting a corporate culture significantly is a daunting task so rather than starting by moving a mountain let’s start with something you have absolute personal control over your own personal customer service level.]]></description>
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		<title>Improve Customer Service Levels</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/improve-customer-service-levels/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/improve-customer-service-levels/#comments</comments>
		<pubDate>Mon, 10 Aug 2009 19:44:03 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=83</guid>
		<description><![CDATA[Customer service is an elusive and sought after thing.  We all know when the service we receive doesn’t match up to what we had hoped for or expect.    Taking that in to consideration what are you doing to improve you own levels of customer service to the people who do business with you?

Before heading down that path look at improved service levels can mean, long term customers, referrals, loyalty to you or your brand. company, and oh  incase you were wondering in many cases you can increase your margin and or sales just by delivering premium levels of customer service.]]></description>
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