Free Sales Tips #1

Sales People Are Not Born They Are Trained

An Important Lesson For Sales Managers In Pain
 

It may seem like some people just don’t have a gift for sales…

When Ian started his first sales job, his only training for the position was, “Hang in there. You’ll do fine.” The job lasted two hours and ended with his boss telling him he should become a waiter.

In this interview, you’ll hear how Ian went from being that no-talent kid to a highly sought-after sales management consultant in New South Wales. And he’ll be the first to tell you that if he can master sales, anyone on your sales force can too -- because salespeople aren’t born; they’re trained.

Here’s what you’ll get from this interview:

• A grasp of how managerial tools and methodologies can power your sales

• Ways to analyze your staff that will keep sales production high

• Examples of how “coaching” can push sales and margins up

• How a sales force is an investment and how to make the most of it

• How to find good salespeople and how to keep them when you do

Ian understands the frustration managers feel after spending a lot of money to generate a lead only to have it blown by a salesperson. It’s easy to see how this happens when, according to his research…

 50% of salespeople fall short of quota
 90% of sales opportunities don’t close when the salesperson says they will
 75% of product-launches fail, but…

The biggest factor affecting production of sales today is
Sales Leadership

When he says, “It’s the head of the fish that stinks the most,” Ian’s really saying that effective sales begin at the top. If Sales Managers learn models, tips and tools, they’ll be able to bring those skills back to their salespeople. So in this interview, you’ll also hear how increasing sales production is mainly about finding a process that works. And, according to Ian, results will follow --Most people see a return of 500 percent!

Now, management-consulting skills don’t come naturally to most people and there are plenty of books out there on the subject. (Ian has over 800 of them in his library alone!) You could literally spend the rest of your career reading up on the matter, spinning your wheels trying out methodology after methodology. Or, you could start with this interview to see how sales management consulting can benefit you. Remember, Ian didn’t start out with a gift for sales. He just found a process that worked for him. Enjoy.
 

Free Sales Tips #3

Herschell Gordon Lewis—author of 20 books on advertising, writing reveals secrets of success in copywriting

Even though I had heard his name for years, I never gave Hershell much thought until I was searching for one of his books, "World’s Greatest Direct Mail Sales Letters Of All Time." This book is not to be confused with a similar book by Richard Hodgson titled "The World’s Greatest Direct Mail Sales Letters Of All Time." An interesting fact I learned about Hershell is that within the Collector’s Plate industry he is known as the "King of Direct Mail." You may have seen collector’s plates advertised in the Sunday newspaper and other widely-circulated publications. I used to wonder why so many people invested in these plates until I talked with Hershell personally. Hershell Gordon Lewis is a well-connected expert who has been involved in the direct mail industry for many years. He is the author of more than twenty books on advertising and is the former chairman of BJK&E Direct. He now heads Lewis Enterprises, a creative source. He is also chairman of Communicomp, a full-service direct marketing agency affiliated with True North Communications based in Fort Lauderdale, Florida. On this audio clip, prepare to receive a real history lesson on some amazing things. My conversation with Hershell was one of my most interesting, illuminating talks. In it, I take you from the days of Hershell’s first direct selling job as a door-to-door salesman through his development and evolution into a prestigious, powerhouse ad agency owner. This is one talk you will feel compelled to listen to three or four times. It is that eye opening. Since I interview and review marketing gurus all day for a living, you can guess I know what works and what don't. 

Free Sales Tips #4

Former Senior Marketing Manager For Nightingale-Conant Spills Tips About The Motivational Tape Industry.

Peter Wink is the former senior marketing manager for Nightingale-Conant. He is a big fan of many of the marketers listed on my site. In fact, he has written copy for selling many of their programs. Peter was interested in swapping some Gary Halbert programs for any of his Nightingale-Conant products. He has collected hundreds on various topics. I called him back to let him know what topics I was interested in and asked for the untold story of the motivational tape industry. This is one of the most informative interview to date. Packed with inside secrets about the motivational tapes industry and how it operates, how it generates sales, the profile of a customer, what they buy, how often, and how much they spend. Peter was gracious with his time. Get ready for a great talk with Promoter Extraordinaire, Mr. Peter Wink. You will also see how a possible joint venture opportunity with Peter was presented to me by this one talk.