Every week, in order to stay fresh as a sales training expert, I read a bunch of sales training related articles. Here are four of my favorites from this past week. I include a short comment about each article and would love to hear what you think about them as well!
Sales Follow Up: How to Leave the Perfect Voicemail by Maura McCormick, Salesforce.com Blog
Sales Training Article Description: In today’s fast-paced world, anyone involved in growing a business will need to use voicemail to reach out to a prospect. Do your voicemails inspire a call back or a quick delete? Master the art of the voicemail such as the ideal length, tone, and format.
My Comment: I’m always asked about how to leave a voicemail. This is a great approach to leaving voicemails for prospects.
How Your Staff Can Make or Break Your Referability by Bill Cates, Financial-Planning.com
Sales Training Article Description: One source of your referability isn’t you at all; it’s your support staff – be it client assistants, receptionists, para-planners, and other associates. How they represent you can be a limiting factor in your referability.
My Comment: Bill Cates is the master of referrals and this great article lays out an excellent way to develop a referral culture within your organization.
11 Ways to De-Clutter Your Day by Jeff Haden, Inc.com
Sales Training Article Description: Often doing more can mean achieving less. That’s why subtraction can be the best addition, especially when you streamline your workday and, in the process, your professional life.
My Comment: We all need more time in our day, but we can’t get more time, so why not eliminate stuff. This great article shares 11 things you can get rid of to create more time in your day.
Ten Techniques for Building Quick Rapport With Anyone by Shane Parrish, Farnam Street
Sales Training Article Description: I’m not quite sure how I came across Robin Dreeke’s It’s Not All About Me but I’m glad I did. Robin is the lead instructor at the FBI’s Counterintelligence Training Center in all behavioral and interpersonal skills training. And he wrote an awesome book on how to master the skills of communication.
My Comment: This is a non-sales piece that could not more aptly apply to sales people. Understanding how to immediately connect with someone is huge. Here are ten easy-to-implement ideas.
So, those are the top four sales training articles of this week. What did you think? Please share below.
Compiled by Marc Wayshak, author of the book Game Plan Selling and a sales training expert.