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	<title>The UnNatural Salesman &#187; Sales and Marketing</title>
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	<link>http://theunnaturalsalesman.com/sales-training-resources</link>
	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>In Sales What&#8217;s Your Brand</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/in-sales-whats-your-brand/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/in-sales-whats-your-brand/#comments</comments>
		<pubDate>Thu, 08 Oct 2009 14:00:48 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[personal brand]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=264</guid>
		<description><![CDATA[Nike. Kleenex. QTips. While these are all household names, we first recognize the Brands because we know the quality behind them. When we shop for these products, we already know that by purchasing them, we will be getting a top quality product, that will last a long time. In most cases, these name brands are actually more expensive than their store labeled counterparts. Most people won’t care about paying a little more. They know that the quality is worth it.



Now…think for a moment about what “brand” your Customers think of when they think of doing business with you and your company. Do you make it easy and comfortable to do business? Do you throw obstacle after obstacle up in front of your customer so that he has to jump through hoops to get his work done? Do you add stress to your customer’s day and fill his email inbox with unnecessary clutter? Or….do you make it easy, simple, safe and comfortable to work with your company? Through every step of the sales process, we never want our customer stepping back and questioning their buying decision. We want them thinking ahead, to future business, because we made it so easy to work us on their last experience.
]]></description>
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		<title>The best advice ever that I still use everyday</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-best-advice-ever-that-i-still-use-everyday/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-best-advice-ever-that-i-still-use-everyday/#comments</comments>
		<pubDate>Wed, 09 Sep 2009 12:00:53 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=216</guid>
		<description><![CDATA[Never give up. Always leave a reason to call back. People need to hear something seven times to retain it. Be all you can be. The best is yet to come. Never give up. Always see the world through rose colored glasses. Always give the other person the benefit of the doubt. Take time to smell the roses. Remember your manners. 

Roll all those statements into one and you’ve got a Super Star Sales Pro. You’ve got a person who believes in themselves, believes in their product and services. Believes that the world is generally a great place. Believes in tomorrow. Remembers yesterday and always has a dream. And someone who always has a more seasoned professional guiding them. At ever twist and turn, they’ve got a safety net. Someone they can turn to.
]]></description>
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		</item>
		<item>
		<title>I Made a Sale Now What?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/i-made-a-sale-now-what/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/i-made-a-sale-now-what/#comments</comments>
		<pubDate>Thu, 03 Sep 2009 12:00:09 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Selling in a bad ecnomy]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=188</guid>
		<description><![CDATA[Now what?!?! The customer said yes and you’ve got a purchase order in your hand! Before you can get that product out the door, there should have been a number of things you did….If you didn’t do them, now you’re real sales skills will come into play. If you didn’t already arrange for a line of credit and for product to be on hand, you best start practicing your tap dancing skills.

Once that purchase order is in your hand, (We’ll assume you’ve set up the credit terms and you do have inventory to ship to your customer….after all, you’re a smart sales professional), call the customer and say thank you! Seems so trivial, but most sales people forget this step. A little thank you goes a long way (your parents should have taught you that!). Keep your customer informed as to the progress of his order. Let him know when it ships by sending him the carrier tracking information, many of the notification needs of you clients can be personalized even using automated systems.]]></description>
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		<item>
		<title>Counting your Chickens or Sales Too soon</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/counting-your-chickens-or-sales-too-soon/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/counting-your-chickens-or-sales-too-soon/#comments</comments>
		<pubDate>Tue, 01 Sep 2009 14:00:50 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[Sales Careers]]></category>
		<category><![CDATA[Sales Cycle]]></category>
		<category><![CDATA[Sales Mentoring]]></category>
		<category><![CDATA[Sales Mistakes]]></category>
		<category><![CDATA[Sales Networking]]></category>
		<category><![CDATA[Selling to decision makers and influencers]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=186</guid>
		<description><![CDATA[It is a classic sales mistake.  Thinking you have a deal before the order is firmly in hand.  Maybe it takes the pressure off but maybe it also causes you to take your eye off the ball.  So this is a touchy subject but do you know how the buying decision gets made?  It is a little different at every company and with each sales cycle.  There is more to this than almost making a sale there is your level of engagement in the selling cycle.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The Real Role of Product Knowledge</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-real-role-of-product-knowledge/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-real-role-of-product-knowledge/#comments</comments>
		<pubDate>Thu, 27 Aug 2009 15:00:07 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=120</guid>
		<description><![CDATA[I thank Mrs. Menard. In Kindergarten, this sweet old lady taught me to read. In first grade, Mrs. Beach taught me to write (and let me use my left hand – quite a challenge in “those days”!). Thanks to the two of them, I got the basic foundation for my learning.

When I first got into this business, I was determined to learn everything I needed to know so that I could be a top producer. Quickly. I made sure that every evening I was reading some technical manual or another. I got hands on experience, I was lucky, my boss at the time thought that this was a valuable way to learn. I remember him telling me to think like the computer….and always have an engineer near by! Great piece of advise. I carry with me to this day. I also learned that I didn’t need to be the type of sales professional that solely relied on my own training to get the job done. I discovered, in short order, that there were loads of technical people out there who could speak “sales speak”. You know them. Quite likely, they’re in your own company. Use them! Use their skills and expertise.  Bring into the sales cycle at the beginning…not when you’re trying to solve the problems of the western world because you misconfigured something! If your company offers product training, make the time to go. I’d bet that the person conducting the training is going to be a sales type person, and in the corner of the room, you’ll find his sales engineer, just waiting to jump into the conversation. It’s important to understand your product. It’s important to understand where it fits and what else you can add to your proposal to make it a complete offering. It’s equally as important to allow your engineering resources to be a part of the sales process. Typically, Engineers are a bit shy and not quite as “refined” as us sales types. Engage them in conversations with your customers (be sure to be a part of the conversation and to be able to redirect the conversation if need be!). When you’re listening to engineers speak to each other you’d be amazed at what you’ll learn! Learn something new every day. I do.]]></description>
		<wfw:commentRss>http://theunnaturalsalesman.com/sales-training-resources/the-real-role-of-product-knowledge/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Jobs vs. Sales Careers</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/sales-jobs-vs-sales-careers/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/sales-jobs-vs-sales-careers/#comments</comments>
		<pubDate>Fri, 21 Aug 2009 17:00:35 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Outside Sales Job]]></category>
		<category><![CDATA[sales career]]></category>
		<category><![CDATA[Sales Careers]]></category>
		<category><![CDATA[Sales Jobs]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=229</guid>
		<description><![CDATA[ It’s a Tuesday morning and I log in to email and there’s a note from one of the best Sales Managers I’ve ever known.  So of course I open it immediately and not two minutes later I’m acting on his request to call him.  Within a minute of the first hello the [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>When it comes to the Customer Does the Shoe Fit?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/when-it-comes-to-the-customer-does-the-shoe-fit/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/when-it-comes-to-the-customer-does-the-shoe-fit/#comments</comments>
		<pubDate>Thu, 20 Aug 2009 14:00:12 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Determining Customer Needs]]></category>
		<category><![CDATA[Inside Sales Training]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=102</guid>
		<description><![CDATA[It’s important to understand who you want your Customer to be. To truly understand who your customer should be, you’ll need to start with a profile of the Perfect Customer. Is it a one time sale you’re looking for, or someone with whom you can build a long time relationship? Is it a large corporation or a smaller, growing “mom and pop shop”?

Does the shoe fit is not just a question the customer has to answer but one you need to answer for yourself as well.  Are they the right type of client for you.  Do they have realistic and attainable objectives and expectations?  Listen to what they say, then make sure you understand not every prospect is a good fit for you and a sale to the wrong kind of client can not only throw your selling life into a black hole but also your reputation in the market place.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>If they look at their shoes…I’ve got them</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/if-they-look-at-their-shoes%e2%80%a6i%e2%80%99ve-got-them/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/if-they-look-at-their-shoes%e2%80%a6i%e2%80%99ve-got-them/#comments</comments>
		<pubDate>Fri, 14 Aug 2009 13:59:05 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[new business developement]]></category>
		<category><![CDATA[prospecting]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=89</guid>
		<description><![CDATA[All too often we forget that it is really the little things that make the difference, perhaps even more so when it comes to making sales and caring for customers.   All too often people are tempted to go off and tackle the big issues, to move mountains to prove their ability to make things happen, meet the customers needs and make the sale. Instead of taking on the easy one.

Also often over looked is that at the heart of every business no matter what kind a restaurant, salon, landscaper, retailer, insurance, or even medical you need a customer and a sale to stay in business.  The problem is simple you need to know what your customer is buying and offer that to them. Also it helps to know when you’ve got a live prospect you can turn into a customer.  Do you know that and even if you do when was the last time you thought about how to improve it?]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Why a Website isn&#8217;t Online Marketing</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/why-a-website-isnt-online-marketing/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/why-a-website-isnt-online-marketing/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 23:05:09 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Effective marketing ideas]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=46</guid>
		<description><![CDATA[Let's start with some cold hard facts.  Do you have a website?  Chances are you do since these days even people's dogs have websites.   Sadly a lot of those vanity sites for people's Pooches are getting more visits than your corporate site.

 

There have been a few widely held beliefs since business started moving to the web.

 

1)      Your web site should be just like your printed collateral

2)      People care about cool look and feel and will be amazed and want to do business with you because your so cool

3)      Your website and its content should be an integral part of your sales and marking plan and not a stand alone item.

 ]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Marketing Organizations Are Part of the Sales Team</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/marketing-organizations-are-part-of-the-sales-team/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/marketing-organizations-are-part-of-the-sales-team/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 19:37:52 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Effective marketing ideas]]></category>
		<category><![CDATA[maketing]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=20</guid>
		<description><![CDATA[Now think about a typical brochure for a favorite program, product offer, or sales widget. You go to a trade show and 50 of them are in your bag from the other vendors who are there. Maybe you dump them out on the floor in your room and rifle through them, perhaps you read a couple but chances are most of the get looked at for a few seconds and then discarded.]]></description>
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