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	<title>The UnNatural Salesman &#187; Inside 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>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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		<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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		<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>
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		<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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		<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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