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	<title>The UnNatural Salesman &#187; Sales Training</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>3 Things That Will Increase Your Sales</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/3-things-that-will-increase-your-sales/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/3-things-that-will-increase-your-sales/#comments</comments>
		<pubDate>Mon, 05 Oct 2009 13:55:00 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Sales Mentoring]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=258</guid>
		<description><![CDATA[There isn’t any magic bullet in what you’re about to read, but there are always things that you can do that without a doubt will increase your sales. There are three things that will increase your business if you do them and work at it. No matter if you pick one or all of them, doing them only once in a while won’t have a huge impact. Consistency is the key. Not doing these simple things is the equivalent of waiting until the end of the month before realizing that you haven’t made any sales.]]></description>
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		<slash:comments>1</slash:comments>
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		<item>
		<title>Put the Line Up on the Score Card &#8211; Using Your Resources</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/using-your-resources/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/using-your-resources/#comments</comments>
		<pubDate>Tue, 15 Sep 2009 12:37:55 +0000</pubDate>
		<dc:creator>itsdee</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[new business developement]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=227</guid>
		<description><![CDATA[Ahh…resources…..We’ve all got them….Problem is most of us don’t know how to use them. Look around your office. Quite likely there’s a person who knows your systems like the back of their hand and you get confused every time you log on. Ask them for advice! There’s probably a product expert on hand that knows just what additional products you can recommend with your core solution to help you retire quota faster, help you customer deliver a complete solution to their customer and, most importantly, show your customer that you’re thinking about their best interests. Ask them for advice! There’s probably an overworked sales person that can’t handle all of the leads that they have….ask them for leads!   Offer something in return for their generosity, a piece of the deal, or perhaps bring them in on one as a split that they can help you win , it’s a little found business for them]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<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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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>When All Else Fails</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/when-all-else-fails/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/when-all-else-fails/#comments</comments>
		<pubDate>Thu, 10 Sep 2009 13:00:45 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Asking Sales Questions]]></category>
		<category><![CDATA[Customer Communication]]></category>
		<category><![CDATA[Trail Closes]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=214</guid>
		<description><![CDATA[You’re at the end of your rope.  You’ve presented your value to the potential customer and he’s still not buying. You’ve presented quote after quote, and he’s still not buying. You’ve invested countless hours on this potential customer, and he’s still not buying. Now is NOT the time give up. It’s the time to have a frank and honest discussion with the prospect as to what you haven’t provided to help him with his business. Asking the right questions will either get you an honest answer….or the smack in face reality that it’s time to put this prospect aside and move on. Never under any circumstances burn the bridge! No point in getting hostile with the person who’s not buying from you. Tomorrow that person may be influencing another company that you’re trying to work with and you will lost all opportunity because of a previous “thing” that happened.
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Overcoming Procrastination</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/overcoming-procrastination/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/overcoming-procrastination/#comments</comments>
		<pubDate>Mon, 31 Aug 2009 13:00:22 +0000</pubDate>
		<dc:creator>itsdee</dc:creator>
				<category><![CDATA[Time Management]]></category>
		<category><![CDATA[beat procrastination]]></category>
		<category><![CDATA[coping]]></category>
		<category><![CDATA[procrastination causes]]></category>
		<category><![CDATA[procrastinators]]></category>
		<category><![CDATA[stop procrastination]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=176</guid>
		<description><![CDATA[Like any learned habit, procrastination can kill the sale. With a few simple disciplines, you too can over procrastination! Because you want to be the Sales Professional at the top of his/her game, being able to stop procrastination takes priority in your sales life. Let’s take a look at some of the techniques to reduce, if not eliminate procrastination altogether. 

For starters, you will want to take a long hard look at your self! Try to figure out why you are procrastinating….Are you suffering from call reluctance?]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>5 Great Things to Know if You’ve Lost a Sales Job</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/5-great-things-to-know-if-you%e2%80%99ve-lost-a-sales-job/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/5-great-things-to-know-if-you%e2%80%99ve-lost-a-sales-job/#comments</comments>
		<pubDate>Thu, 20 Aug 2009 13:45:33 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Outside Sales Job]]></category>
		<category><![CDATA[sales career]]></category>
		<category><![CDATA[Sales Careers]]></category>
		<category><![CDATA[sales job search]]></category>
		<category><![CDATA[Sales Jobs]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=184</guid>
		<description><![CDATA[Losing a job involuntarily at any time isn’t fun. Been there, done that, have the emotional scars to prove it.  Losing a job due to company cut backs during a tough economy is even worse but if you’re a sales person there might not be a silver lining but there is good reason to have a lot more hope for your short and long term future prospects than the average worker.]]></description>
		<wfw:commentRss>http://theunnaturalsalesman.com/sales-training-resources/5-great-things-to-know-if-you%e2%80%99ve-lost-a-sales-job/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>One More Call</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/one-more-call/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/one-more-call/#comments</comments>
		<pubDate>Thu, 13 Aug 2009 15:00:48 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=87</guid>
		<description><![CDATA[So it’s been a long day, it’s a tough economy, or maybe it’s been a great day a big deal closed a blue bird fell into your lap and your coming up aces.  No matter which just when you think you’ve hit the end of the line and need to head out for a little break, some lunch, the end of the day what ever it’s time to do the one thing that is so tempting not to.

Make one more call.  So I hear you have a life! It’s not about becoming an all obsessed workaholic it is about giving yourself more opportunities.   When you make one more call before getting a refill on your coffee, before embarking on that mid morning snack, before heading out with the gang for a bite of lunch or even at the end of the day think of what you’ve added.]]></description>
		<wfw:commentRss>http://theunnaturalsalesman.com/sales-training-resources/one-more-call/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Prepare for the Sales Call Do Your Homework</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/preparing-for-the-sales-call/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/preparing-for-the-sales-call/#comments</comments>
		<pubDate>Tue, 11 Aug 2009 13:00:46 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=72</guid>
		<description><![CDATA[In this profession, there are people who think that they just “wing it” when someone actually gets on the phone or returns their phone call. Being unprepared is a sure fire way to lose sales and become very frustrated very quickly. The first impression that you give someone is likely the lasting one…and surely the one that’s either going to allow you to keep moving forward or have the door slammed in your face.

 

Now that we know the difference between a suspect and a prospect...let’s sell them something! No! Not yet….Ask more questions. Find out what keeps them up at night. Ask “besides yourself who else is involved in the decision making processwho else besides the person you’re talking to makes decisions on where products or services are purchased. Take a closer look at their website, learn what they do….Uncover their pain points and you’ll become their hero. Knowing their pain points will help you craft a solution to make their life easier. Ask questions about their likes and dislikes as it pertains to their current supplier. They’ll talk! People love talking about themselves. At no time EVER should you say anything negative about their current supplier! Most salespeople will tend to speak that way. You’re only reinforcing that you think they’re stupid for using that supplier! Be bold. Be smart. Speak in positives. Deliver the solution on your merits, not on the other suppliers’ negatives. Turn those negatives into the things that you can do positively to improve, enhance and help you prospect grow their business. Make your presentation to your prospect positive and upbeat. Show them how working with you will make their lives easier. After all, isn’t that why we’re in sales….to have an easier life! Above all, make your presentation stand out above the others.]]></description>
		<wfw:commentRss>http://theunnaturalsalesman.com/sales-training-resources/preparing-for-the-sales-call/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>15 Places to Find New Sales Prospects</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/15-places-to-find-new-sales-prospects/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/15-places-to-find-new-sales-prospects/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 23:40:24 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=62</guid>
		<description><![CDATA[15 Places to Find New Sales Prospects  …Since they don’t grow on trees some of them are tried and true all take a bit of work on your part but will lead to as much business as you want based on effort the effort.

   1. Print media: newspapers, business journals, trade magazines.
   2. State and local government websites and offices for building permits, new incorporations, sales tax registrations, occupancy permits.  It’s a virtual gold mine, if what you sell has anything to do with new businesses, relocations, expansions. This is a prime place to start.
   3. Referrals from customers, prospects, friends, family, business associates, and suppliers – ask for referrals, not everyone has a sales mindset so it just might not be thought of.  The referral doesn’t have to be into a new company. Getting introduced into another part of an existing customer’s organization is just as good. ]]></description>
		<wfw:commentRss>http://theunnaturalsalesman.com/sales-training-resources/15-places-to-find-new-sales-prospects/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Sales a Career of Choice, Challenge and Change</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/sales-careers-challenge/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/sales-careers-challenge/#comments</comments>
		<pubDate>Sat, 08 Aug 2009 23:22:19 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Job Changing]]></category>
		<category><![CDATA[Sales Careers]]></category>
		<category><![CDATA[Sales Jobs]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=54</guid>
		<description><![CDATA[Change isn’t throwing away all the things that didn’t work.  It’s accepting the fact that the way you did things yesterday might not have been the best, and for certain the way you do things today is not how they will be done in the future.  Yes, the basics stay the same but customers and products change.

When I graduated school back in the 70’s, I knew I wanted to move out on my own, I wanted to buy a car, I wanted to take exotic trips to exotic places I’d never been, I wanted it all. I knew nothing about sales, except that salespeople made a lot of money. My uncle was a sales guy who played golf every week, lived in a great house, always drove a new car, had the best of everything. I was blessed by simply being able to walk, talk and chew gum at the same time. Plus, I was 18 then, and of course, I knew it all. So…armed with that, I just figured I’d be a success. The day after graduation I got my first job, in a bank, as a bank teller….I told myself that the experience would be great but this was no career for someone like me. I got my experience, and I moved on. The experience proved to me that working with Customers was just plain fun, and I could get paid to do it! How bad could that be? My next job was at a Japanese company where I met my first sales challenge. I was talking on the phone with a customer of all people, who said “Hey, you really should think about being in sales”. That’s all I EVER thought about, but I realized in that one sentence, he was offering me a job, which I jumped at. He said he’d teach me whatever I needed to know….and he did. He was going to change my life. And he did. He taught me about Personal Computers and how to sell them and how to talk to people about them. I had to learn from the mother board up….Next thing I knew, I was on my way to Hawaii, as an award for being a top producer for the products we sold. Then the PC market changed, and the challenge began. I had to reinvent myself, my sales presentation, my whole behavior to move into the glorious world of food sales. I realized that if I could be a chameleon, and be just what the customer needed at that moment, I could win against my competition. I learned that the customer I was speaking to was the most important person in my life. At that moment.  Till the next customer came along. And THAT customer was the most important person in my life. At that moment. Till the next one came along. Ten years later, I wanted to go back into technology sales, and I realized that a whole lot had changed in the time I sold food. I earned the reputation as the “Duchess of Dead Birdies” because of my poultry sales, and I decided I could earn a reputation in technical sales too. I presented myself to my potential sales manager as “The salesperson you’re looking for to take your company into the next millennium” and, when he was through laughing at me, he agreed to talk to me.  With nothing more than determination and a desire to succeed, I set out to learn everything I could about the industry that I was going into….and I’ve learned something every day about the industry that I’m still in.]]></description>
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