Sales Intelligentsia http://www.salesintelligentsia.com The Site for Sales Pros Sun, 04 May 2008 19:13:32 +0000 http://backend.userland.com/rss092 en Building Rapport: Visual, Auditory, Kinetic In our minds we represent information and experience as pictures, sounds, feelings and to a lesser extent, smells. Many of us use one of these systems as a primary representational system. It has been estimated that 50% of us primarily think in pictures while the 25% hear sounds and 25%, ... http://www.salesintelligentsia.com/sales-training/building-rapport-visual-auditory-kinetic/ Sales Training: Confusion is normal at the beginning of any process Learning to sell is a series of steps that are shared by all learning experiences. We start by becoming conscious that there is an underlying process we were not aware of before. We may not have a clear understanding of how to do it but we’ve started to at least ... http://www.salesintelligentsia.com/sales-training/sales-training-confusion-is-normal-at-the-beginning-of-any-process/ Training: Integrating Subsconscious and Conscious Sales Techniques Sales is not a discrete part of doing business, it is integrated into everything you do from casual conversation to working on the details of a big job. Those conversations and that attention to detail send an on-going message to your market about you and how you do business. That ... http://www.salesintelligentsia.com/sales-training/training-integrating-subsconscious-and-conscious-sales-techniques/ Sales Basics: Saying No Even a very negative experience can have a strong positive impact on your business knowledge and confidence. With success comes the valued ability to say no to business that you have a bad feeling about. Even the hungry newcomer needs to learn and exercise this important confidence-builder. Turning down work ... http://www.salesintelligentsia.com/sales-success/sales-basics-saying-no/ The Appointment: Ending The Meeting and Following Up Try to be the one who ends the meeting. Say that you’ve got all the information you need and that you’ll either get back to them or that you can handle the work (if that’s the case). Quickly review what you’ve learned with the customer and ask them if you’ve ... http://www.salesintelligentsia.com/sales-training/the-appointment-ending-the-meeting-and-following-up/