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	<title>The UnNatural Salesman &#187; account management</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>

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		<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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		<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>

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		<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>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>
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