How To Become a Good Salesman?

54 replies
Hey guys,

Just curious about the best sales training books/infoproducts/articles/etc.

Any resources you might have that teaches sales 101 I'm all ears.

I already have Tom Hopkins - Mastering The Art Of Selling on my list

Any others must haves?

Zig Ziglars Sales 101 looks good too.
#good #how to sell #sales books #sales training #salesman
  • Profile picture of the author mavricks
    You can't teach a kid to ride a bike at a seminar - David Sandler
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    • Profile picture of the author yukon
      Banned
      Originally Posted by mavricks View Post

      You can't teach a kid to ride a bike at a seminar - David Sandler

      What If it's a learning to ride bicycles seminar?
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      • Profile picture of the author Frank Donovan
        Originally Posted by yukon View Post

        What If it's a learning to ride bicycles seminar?
        Some guy would ride a bike around the stage then sell you DVDs of it.
        Signature


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  • Profile picture of the author Tsnyder
    You become a good salesman by first being a bad salesman.

    Books are good guidelines but nothing more. You have to hear at
    least 10,000 no's from real people before you'll be a good salesman.
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    • Profile picture of the author yukon
      Banned
      Originally Posted by Tsnyder View Post

      You become a good salesman by first being a bad salesman.

      ...You have to hear at least 10,000 no's from real people before you'll be a good salesman.

      Slightly over exaggerated for clarity.
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      • Profile picture of the author Tsnyder
        Originally Posted by yukon View Post

        Slightly over exaggerated for clarity.
        Not exaggerated in the least. The salespeople who haven't heard 10,000
        no's yet only think they're good. When they meet that rare salesperson who
        has stuck it out long enough to hear those no's and adjust and improve
        they come to know what a good salesperson really is.

        I know this is an old thread but it's a topic that should be discussed periodically.
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        • Profile picture of the author yukon
          Banned
          Originally Posted by Tsnyder View Post

          Not exaggerated in the least. The salespeople who haven't heard 10,000
          no's yet only think they're good. When they meet that rare salesperson who
          has stuck it out long enough to hear those no's and adjust and improve
          they come to know what a good salesperson really is.

          I know this is an old thread but it's a topic that should be discussed periodically.


          10,000 no's is nonsense.

          Easy enough to prove, find 10,000 crackheads and you'll get 10,000 yes's.

          My point is, If you're getting all those no's, you're without a doubt trying to sell to the wrong people.

          This is no different than cleaning up an email list for optins that never open mail. Get rid of all the fluff and your conversion rate goes up with practically no extra effort.
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          • Profile picture of the author imstarter2016
            Maybe you have a lot of online/or retail sale experiences,but you don't have that much offline/or wholesale/or cold call experience.From my experience,what Tsnyder said is totally true,I had a big client,I called him for 6 years everyday...

            imstarter2016
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            • Profile picture of the author OptedIn
              Originally Posted by imstarter2016 View Post

              Maybe you have a lot of online/or retail sale experiences,but you don't have that much offline/or wholesale/or cold call experience.From my experience,what Tsnyder said is totally true,I had a big client,I called him for 6 years everyday...

              imstarter2016
              I never said he was alone. Obviously the world is full of stalkers. lol

              That said, apparently you didn't read my previous post. Go figure.

              Thank you.
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          • Profile picture of the author Tsnyder
            Originally Posted by yukon View Post

            10,000 no's is nonsense.
            Not if you think more than an inch deep...

            Easy enough to prove, find 10,000 crackheads and you'll get 10,000 yes's.
            I can't take you seriously if you think that's a serious response.

            Later...
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  • Profile picture of the author Regional Warrior
    5 yr old thread
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    • Profile picture of the author yukon
      Banned
      Originally Posted by Regional Warrior View Post

      5 yr old thread

      That's why old threads aren't going to be locked.

      Isn't this great?
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      • Profile picture of the author Regional Warrior
        Originally Posted by yukon View Post

        That's why old threads aren't going to be locked.

        Isn't this great?
        That's a Soft option for the posts made would make It easier though !
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  • Profile picture of the author spartan14
    Well this its to much to explain in a thread
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  • Profile picture of the author JohnMcCabe
    Yes, it's an old thread, but the topic is truly evergreen.

    How to become a good salesman?

    It depends on what you are selling and how you are selling it.

    Selling vacuum cleaners door to door is different than selling vacuum cleaners in a retail store or online. And all are different than selling life insurance to newlyweds or the latest CNC milling machine to an engineer.

    While I grant that there are basic fundamentals that apply, since at the bottom of it you are persuading a human that what you propose is his/her best course of action, knowing the territory is where those 10,000 'no' answers come up - along with the 'yes' answers.

    You can't learn it from a book.

    You can't really learn it from the role playing exercises a lot of trainers like to use, because there isn't anything on the line in the exercises.

    You have to learn from getting out there, whether belly to belly or keyboard to eyeball, and doing it until you're good at it.
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  • Profile picture of the author OptedIn
    Any salesman that has heard, "No" 10,000 times needs to look for a new line of work.

    Ridiculous!
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    • Profile picture of the author Rory Singh
      Originally Posted by OptedIn View Post

      Any salesman that has heard, "No" 10,000 times needs to look for a new line of work.

      Ridiculous!
      That is mighty amusing.
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    • Profile picture of the author Tsnyder
      Originally Posted by OptedIn View Post

      Any salesman that has heard, "No" 10,000 times needs to look for a new line of work.

      Ridiculous!
      Pretty smug... but wrong.

      How about any salesman who hasn't heard no 10,000
      times hasn't talked to enough people to tell me he/she has
      reached the pinnacle of the sales profession.

      Did you think I was talking about the short term?

      Hammer those phones for the next 20 years talking to
      real people... not crackheads... that was dumb... and tell
      me how many times you hear the word no.

      Oh... wait... how many times might you hear the word no
      during the same pitch? 5? 10? Gee... now the number begins
      to look more realistic.

      Does hearing the word no 5 or times times during a single pitch
      mean you won't make the sale. Of course not.

      The point is you don't get to be good overnight... it takes dedication
      and persistence over the course of several years to become a top
      shelf professional commanding serious money.

      You talk a good game but you clearly have a short sighted vision
      of what really happens in the sales profession. Clue... telemarketing
      is an honorable occupation but it isn't anywhere near the top of the
      sales profession.

      You think you're one of the best... I have serious doubts based on your posts.

      But thanks for participating.
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      • Profile picture of the author OptedIn
        Originally Posted by Tsnyder View Post

        You think you're one of the best
        Well, those are your words, nor mine, but I appreciate your lack of knowledge about me, my work history or level of success, achieved.

        Obviously, you stopped reading after finding a point you felt you had the intellectual capacity to refute, Reading further and understanding what was being proffered was obviously beyond your ability.

        Did someone say, "smug." lol

        Thank you.
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        • Profile picture of the author Tsnyder
          Originally Posted by OptedIn View Post

          Well, those are your words, nor mine, but I appreciate your lack of knowledge about me, my work history or level of success, achieved.
          OK... you're not one of the best... your opinion is irrelevant.

          Obviously, you stopped reading after finding a point you felt you had the intellectual capacity to refute, Reading further and understanding what was being proffered was obviously beyond your ability.
          Son... nothing you know, have ever known or will ever know is beyond
          my ability to understand.

          Did someone say, "smug." lol

          Thank you.
          Yes... I notice you have no response to the substance of the post.
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          • Profile picture of the author OptedIn
            Originally Posted by Tsnyder View Post

            Yes... I notice you have no response to the substance of the post.
            That' because the post contained nothing of substance. See how that works?

            You're welcome.
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            • Profile picture of the author Tsnyder
              Originally Posted by OptedIn View Post

              That' because the post contained nothing of substance. See how that works?

              You're welcome.
              Now you just look silly. Good luck with that.
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              • Profile picture of the author OptedIn
                Originally Posted by Tsnyder View Post

                Now you just look silly. Good luck with that.
                Silly is in the eye of the beholder and luck is for losers.

                Enjoy your day.
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  • Profile picture of the author rhealy29
    Originally Posted by Tsnyder View Post

    Not exaggerated in the least. The salespeople who haven't heard 10,000
    no's yet only think they're good. When they meet that rare salesperson who
    has stuck it out long enough to hear those no's and adjust and improve
    they come to know what a good salesperson really is.

    I know this is an old thread but it's a topic that should be discussed periodically.
    What exactly does 10,000 no's represent?

    Welp, if we were talking doing one face-to-face client sales calls a day, that'd be one no a day, every single day, for over 27 years.

    Whereas someone in a call centre making 100 calls a day with a very generous 5% success rate would need only 105 work days to hear no 10,000 times.

    Is either a good sales person at that point? Which one is better?

    So yes, I'll agree with Yukon that it's an exaggeration. 10,000 "no"s is a totally arbitrary number, likely chosen because 10,000 has become a popular number thanks to Malcolm Gladwell.

    However, the spirit of the post is pure truth even if the statistic is arbitrary. Learning to not fear and be hurt by rejection is an enormous part of becoming a good salesperson, and the best sales people I know are experts at taking a no in-stride, whether it be hard or soft, and either addressing the objection or moving on to greener prospects.
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    • Profile picture of the author OptedIn
      Originally Posted by rhealy29 View Post

      Learning to not fear and be hurt by rejection is an enormous part of becoming a good salesperson, and the best sales people I know are experts at taking a no in-stride, whether it be hard or soft, and either addressing the objection or moving on to greener prospects.
      The most important to realize about getting a "No" is that it puts you one call closer to the next "Yes!" As a telemarketer, as soon as I began to hear the 'n' in 'no', I would hang up and call someone ready to say 'yes.'

      It's a numbers game. Plain and simple.

      Thank you.

      P.S. That said, I'm sure I actually have gotten more than 10K 'no' responses in a long career on the phone. Way more than 10k. My previous comment was more about face to face sales. My goal was always to dial the phone 100 times per day and in the industry I was in, a 2% close rate was considered successful, but just because you make 100 calls does not mean you get to speak with 100 decision makers, on any given day. Ten if you were lucky.
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      • Profile picture of the author discrat
        Originally Posted by OptedIn View Post

        The most important to realize about getting a "No" is that it puts you one call closer to the next "Yes!" As a telemarketer, as soon as I began to hear the 'n' in 'no', I would hang up and call someone ready to say 'yes.'

        It's a numbers game. Plain and simple.

        Thank you.

        .
        That's funny. Back in 91' when I was doing Fundraising for the Shriners over the phone this is the exact manta we went by. Pretty effective in certain areas of selling and a good way to keep motivated. Just make sure you don't lose the message when concentrating on the numbers game


        - Robert Andrew
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        • Profile picture of the author OptedIn
          Originally Posted by discrat View Post

          That's funny. Back in 91' when I was doing Fundraising for the Shriners over the phone this is the exact manta we went by. Pretty effective in certain areas of selling and a good way to keep motivated. Just make sure you don't lose the message when concentrating on the numbers game


          - Robert Andrew
          I used to do fund raising for the Fraternal Order of Police. Outfits like this and the Shriners fall outside the norm of traditional telemarketing success rates as basically what you are selling is a non-tangible, feel-good product, for lack of a better term.

          Telling a prospective decision maker that a uniformed officer will stop by to pick up their donation, certainly skews the numbers. :-)

          Thank you.
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          • Profile picture of the author yukon
            Banned
            Originally Posted by OptedIn View Post

            I used to do fund raising for the Fraternal Order of Police. Outfits like this and the Shriners fall outside the norm of traditional telemarketing success rates as basically what you are selling is a non-tangible, feel-good product, for lack of a better term.

            Telling a prospective decision maker that a uniformed officer will stop by to pick up their donation, certainly skews the numbers. :-)

            Thank you.



            That would probably be an easier sell If you targeted a neighborhood that's pissed off over crime and start their own neighborhood watch (example). These types of groups usually go in front of city counsel so you pretty much know the GEO location to sell.

            My point is, target the people (ex: crime watcher groups) that want police cars to be seen in their neighborhood.





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            • Profile picture of the author OptedIn
              Originally Posted by yukon View Post

              My point is, target the people (ex: crime watcher groups) that want police cars to be seen in their neighborhood.]
              An unnecessary waste of valuable time. Most people supported the FOP, even if it was at the minimum financial level, especially in an urban locale.

              The term, "Pulling teeth," never applied. :-)

              Thank you.
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              • Profile picture of the author discrat
                Originally Posted by OptedIn View Post

                An unnecessary waste of valuable time. Most people supported the FOP, even if it was at the minimum financial level, especially in an urban locale.

                The term, "Pulling teeth," never applied. :-)

                Thank you.
                Yeah I agree. In those telemarketing rooms for FOP and Shriners you have so many telemarketers calling umpteen amounts of people per hour. It would be a waste of resources to segment and only call those areas with a "need" for police. You just blanket the whole area . If you didn't would miss out major money from those areas you skipped just because they didn't "need" the police as much.


                P.S. Imo, If you can kick arse in fundraising on the phone you can kick arse in the Internet Marketing realm. Different roller coasters but same amusement park
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                • Profile picture of the author OptedIn
                  Originally Posted by discrat View Post

                  Imo, If you can kick arse in fundraising on the phone you can kick arse in the Internet Marketing realm. Different roller coasters but same amusement park
                  Agreed. I know for a fact that all of that calling experience has made it extremely easy to have had a business helping local business in their sales and marketing efforts. Well, that and my unbounded charm. If I can get you to engage with me for one minute, I can keep you on the phone indefinitely. I have developed an overflowing reservoir of magnetic phrases to keep people interested and happy to let me pitch them.

                  My first job of note, after graduating from selling magazine subscriptions, was selling copies of the World Aviation Guide in Bill Ziff's office at Ziff-Davis. It was the size of a NYC Yellow Pages and listed every flight in the world. I think it was around $600 in the early-80's.

                  His statement to me that "telemarketing was what I was born to do." was very inspiring and confidence building, as well as life-changing. By the time that computers became commonplace in the airline industry I had moved on to bigger and better things. That said, those were the halcyon days when ignorance was bliss. lol

                  Thank you.
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  • Profile picture of the author JohnMcCabe
    Originally Posted by OptedIn View Post

    The most important to realize about getting a "No" is that it puts you one call closer to the next "Yes!" As a telemarketer, as soon as I began to hear the 'n' in 'no', I would hang up and call someone ready to say 'yes.'
    Geez, how I wish more call centers would embrace taking no for an answer. It seems like the only way to get a telemarketer to shut up these days is by saying yes. Unless you're saying yes, they just keep plowing through the script without stopping.

    Even hanging up doesn't help - you just go back in the queue for another round.

    Thank heavens for Caller ID!

    Originally Posted by yukon View Post

    10,000 no's is nonsense.

    Easy enough to prove, find 10,000 crackheads and you'll get 10,000 yes's.

    My point is, If you're getting all those no's, you're without a doubt trying to sell to the wrong people.

    This is no different than cleaning up an email list for optins that never open mail. Get rid of all the fluff and your conversion rate goes up with practically no extra effort.
    If someone is dumb enough to plow through 10,000 no answers without changing anything, more is wrong than simply trying to sell the wrong people. Refining a sales process is much like any other part of marketing, in that it responds to testing.

    It's like the theory that mastering a subject takes 10,000 hours. Repeating the same hour 10,000 times is not the same thing at all.
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    • Profile picture of the author OptedIn
      Originally Posted by JohnMcCabe View Post

      Geez, how I wish more call centers would embrace taking no for an answer. It seems like the only way to get a telemarketer to shut up these days is by saying yes. Unless you're saying yes, they just keep plowing through the script without stopping.

      Even hanging up doesn't help - you just go back in the queue for another round.
      This has some humorous points. Obviously, the difference between calling businesses and consumers is huge. When calling businesses, I always encouraged the troops to get on to the next call as soon as they sensed the 'no' coming.

      That said, the superstars were the ones that saw each call as a personal challenge and would exhaust everything in their objection-overcoming repertoire before moving on. It wasn't out of desperation. They just loved the wrestling match and if you don't think you can actually wear someone down, you haven't been doing this long enough.

      I know you'll hate hearing this, but when I was training folks that I thought had the potential to be superstars, I used to instruct them NOT to give up until the person they called actually did hang up on them. When that happened the whole room would give them a standing ovation. Overcoming every objection thrown at you is a skill set, all its own. If the only way you can get rid of a telemarketer is to actually hang up them, then you know you are dealing with a committed individual. They're probably bringing home more at the end of the week than Mr. Milquetoast.

      The secret is nuance. Hearing early in the call if you were dealing with someone that would wrestle with you or just get offended was of tantamount importance. Telemarketing is a science and the reason why so many hate the profession, or engaging in it themselves, is because they simply don't have the requisite skill set and self-confidence to engage others at what could oftentimes be a very intense level. The killers viewed it a a death match.

      The greatest compliment and tribute to these callers was when they went to the business to close the deal and pick up the check, the business owner would ask them what it would take to get them to quit their job and come work for them? That's called the Congressional Medal of Telemarketing. :-)

      The telemarketing debate will always rage on. Honorable profession or a pack of scumbags. lol Well, I don't know where that leaves me, All I know is, I have never enjoyed anything more as a job, and have never had greater financial reward from my efforts at anything I have done in my work experience.

      Telemarketing ain't beanbag.

      Thank you.
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  • Profile picture of the author imstarter2016
    one of traits being a successful salespeople is persistent:
    5 years is not that long...
    I used to call a lead for 6 years,everyday,I knew he had a lot of orders and dealt with our competitor for long time,one day he really surprised me and called me and told me my competitor closed their biz, finally he gave me a trial order then every month he gave me a lot of orders...You can see it is not easy to get a client,it is not easy to make a sale...
    If you like to be a successful businessman or sales man,can you do it?
    imstarter2016
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    • Profile picture of the author OptedIn
      Originally Posted by imstarter2016 View Post

      I used to call a lead for 6 years,everyday,
      That's not persistence. It's stalking.

      Thank you.
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      • Profile picture of the author imstarter2016
        That is your opinion,maybe you were born of silver spoon...
        No matter what you said,Eventually i got this client and he liked me and gave me a lot of support...People are totally different,so some experienced people above in this thread said being a successful sales people can't be taught,I totally agreed with him...In fact more than 95% ordinary people can not be a sales people...
        Good luck to you!

        imstarter2016
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        • Profile picture of the author OptedIn
          Originally Posted by imstarter2016 View Post

          being a successful sales people can't be taught,I totally agreed with him...In fact more than 95% ordinary people can not be a sales people...
          I can't agree with that. While not everyone can be taught to be a successful salesman, many can. I have trained many hundreds of telemarketers, many of whom had no prior experience, very little self-confidence and an intense fear of rejection.

          If they are of at least average intelligence, with a modicum of drive to be successful, supplied with proper training and made to follow a script that is a proven success formula without ANY deviation, many people with no previous sales experience can be more successful than they ever would have believed.

          Some people just have that innate ability to excel at what they do, and those are the ones that we call, 'born salesman.' In reality no one is born a salesperson. They combine skill that they have developed though their life, combined with excellent training and supervision, and a script that they can see others being successful following.

          Thank you.
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  • Profile picture of the author JohnMcCabe
    OptedIn, I've been on both sides of the fence on this one. Spent some time with TimeLife, some time with a call center mostly peddling credit cards. I've also been in the position of having B2B telemarketers calling back when I was a practicing engineer.

    There's a big difference between the kind of wrestling match you describe, and a desperate, badly trained schmo who keeps plodding through the script, ignoring anything said by the victim - I mean "prospect".

    As an engineer, I actually used to enjoy some of the sparring matches.

    What we're discussing between us is the difference between a boxing match and a mugging.
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    • Profile picture of the author OptedIn
      Originally Posted by JohnMcCabe View Post

      OptedIn, I've been on both sides of the fence on this one. Spent some time with TimeLife, some time with a call center mostly peddling credit cards. I've also been in the position of having B2B telemarketers calling back when I was a practicing engineer.

      There's a big difference between the kind of wrestling match you describe, and a desperate, badly trained schmo who keeps plodding through the script, ignoring anything said by the victim - I mean "prospect".

      As an engineer, I actually used to enjoy some of the sparring matches.

      What we're discussing between us is the difference between a boxing match and a mugging.
      I couldn't have said it better myself. I never had a 'desperate' caller work for me, after the first two weeks. I didn't mind hiring desperate people if I sensed the proper attitude. If you take a desperate person and promise them that if they simply follow a proven success formula that they can turn their life around, they will generally follow your lead.

      If, after two weeks that couldn't cut it, I would put them out of their misery long before they could ever embarrass me or my operation. Also, desperate callers never "plod through the script." Usually, by that point, the have abandoned it and think their own presentation is better, which only ensures more failure, leading to more desperation - until they crash and burn,

      To this day, when I get a call, I give them a free lesson on how to increase their success rate.

      I can't help. I'm just a 'giver.' lol

      Thank you.
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  • Profile picture of the author atulkumarpandey
    The best suggestion I can give is to follow some great leaders who made this task easy with their ideas.

    Then try your ideas and innovate something new that people like to hear. The more you get into it, more you will understand things.
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  • Profile picture of the author ChrisBa
    Originally Posted by anthmyers View Post

    Hey guys,

    Just curious about the best sales training books/infoproducts/articles/etc.

    Any resources you might have that teaches sales 101 I'm all ears.

    I already have Tom Hopkins - Mastering The Art Of Selling on my list

    Any others must haves?

    Zig Ziglars Sales 101 looks good too.
    Grant Cardone has some good content on this

    But to me, the best thing is to go out and practice
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  • Profile picture of the author AllysaN
    You know what, there can be a thousand and one tips to become a good salesman. But you cant keep on chasing on all of these tips to hone your skills for being a great salesman. I'll tell you something...all the tips branch out from the one biggest tip and that is to build up on your confidence. The one thing most beginning salespeople lack more than anything is the ability to sell with confidence. Being able to deliver your sales pitch with confidence and being able to answer the queries of your prospects with confidence is the key to becoming a sales pro.
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    • Profile picture of the author Pedro Campos
      Just like in every aspect of life.. educate yourself and practice, that is the way to go!
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  • Profile picture of the author AllysaN
    Hey, I have this link to a video somewhere, and I just found it. It's kind of my go to and I've promised some other people on here that I'll share it.
    Its an awesome short training tips to build up on your confidence
    http://www.publicspeaking.school/7-tips-mini-training
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  • Profile picture of the author AllysaN
    Hey, I had this link somehwere saved on my PC. Its a link to a short video on how to build up on your confidence. It's kind of my go to and I've promised some other people on here that I'll share it. So, here's the video:

    http://www.publicspeaking.school/7-tips-mini-training
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  • Profile picture of the author elmo033057
    I love the way "wantrapreneurs" ask questions on here and everyone gives detailed answers.

    Then, you never hear anything from the original poster. It kind of makes you wonder if they even read anything posted on here.

    Not slamming the people that are answering, but it would be nice if the poster could at least say "thanks".

    Just sayin'.

    Elmo
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    • Profile picture of the author OptedIn
      Originally Posted by elmo033057 View Post

      Iit would be nice if the poster could at least say "thanks".
      This is the textbook definition of 'unrealistic expectations' in present-day society, wherein most people are devoid of anything remotely resembling social skills.

      Thank you. (See what good manners I have)? I was raised at a time when if you didn't say please and thank you - sir and ma'am, your parents would backhand you. Today, they'd be arrested for child abuse. Most of today's parents aren't qualified to raise a pet hamster.

      Just sayin' . . . . . . .
      Signature

      "He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.

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    • Profile picture of the author GordonJ
      Originally Posted by elmo033057 View Post

      I love the way "wantrapreneurs" ask questions on here and everyone gives detailed answers.

      Then, you never hear anything from the original poster. It kind of makes you wonder if they even read anything posted on here.

      Not slamming the people that are answering, but it would be nice if the poster could at least say "thanks".

      Just sayin'.

      Elmo
      Elmo, yes it would, be nice. But,

      I don't care. As a life long student, and a selfish one at that, always looking out for ways to improve #1...if I find some gold nuggets in a thread, it is my GAIN. And having posted my share of time intensive replies without a thanks, I can understand those feelings too.

      But, be it thanks or go jump in the lake (or worse) it is all water rolling off the duck's back. I post replies for me, the community, then the OP (original poster). And more than one post over the last 18 years has resulted in being contacted by someone who read my reply, and a new association resulted.

      So, thank me or curse me, makes no difference, I recently held the door for a young woman, she looked at me scornfully and snarled, "I can hold my own damn door open."

      I smiled and said, nothing.

      GordonJ
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  • Profile picture of the author mavricks
    Funny how a 5 year old post turned into a great conversation piece. I love the internet
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  • Profile picture of the author AllysaN
    Though that might sound funny, but on a better side, everyone else whose's on this forum is being benefited by experiences of others. I too love the internet.
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  • Profile picture of the author Scott Skinner
    Forget the books and seminars. Although there may be some nuggets in there, most of the time the only person profiting from them are the people selling them. How have they been so successful at it? They use a formula.

    And it is Trust- Want/Need- Help- Hurry. Your prospect MUST trust you, it is the thread that keeps the process together. There must be a want or need for your product or service, preferably a want. You must be helping them to solve a problem, "relieving pain". Then there must be urgency, they must take action now. Fear of loss is a great motivator.

    This process is tried and true, watch infomercials..... ;-)
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