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Sales Training Newsletter and Article Archives

STAR offers a selling skills newsletter - and free articles that offer tips and resources for sales professionals who want to improve their selling abilities, close more sales, negotiate more effectively, and manage their time more effectively.

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Sales Training Newsletter Archive

• Building a Sales Playbook for Your Sales Team
  In order to ensure that your sales team is successful, it is crucial that everyone on the team should literally be on the same page. An effective way to align the sales team is to use a sales playbook with every member of the sales team. This month's newsletter provides some guidelines on what to include in your sales playbook.
• Communicating More Effectively with Customers and Colleagues
  The best salespeople are good communicators. Practically speaking, communication skills can be seen as the foundation for all of the other important skills that a salesperson must have to succeed.
• New Communication Workshop from STAR
  With the start of the new business year, Sales Training And Results, Inc. (STAR) is pleased to announce that we are introducing a new workshop titled Communication Skills. The purpose of the new workshop is to improve your ability to communicate in person, over the phone, and via email.
• Selling in 2009 - A Look Back and a Look Ahead
  Sales indicators and lessons learned in 2009, and changes for 2010 and beyond.
• Don't Miss the Recovery, October 2009
  To ensure that you don’t miss the recovery, now is the time for sales professionals to work harder and smarter on new business development. This month’s newsletter provides some advice on the best methods to identify new leads, based on surveys and consulting work that we’ve done this past summer with several different sales organizations.
• How to Build Customer Loyalty and Reduce Customer Churn, August 2009
  This month’s newsletter will highlight what you can do to increase customer loyalty and reduce customer churn. If you can do both of these things, profits will improve dramatically.
• The Link Between Loyalty and Profitability, July 2009
  You probably aren’t surprised to read that companies with superior levels of customer loyalty and retention have the highest profit and growth rates. Customer loyalty generates repeat sales, increased sales, and referrals. Did you know that approximately 40 percent of the companies in the Top 100 Fortune “America’s Best Companies to Work For” list also appear on the Fortune 500 List?
• How Can You Tell When Your Sales Are Poised to Rebound? June 2009
  For sales professionals, it is easy to get discouraged in today's business environment. When you need to work harder to make a sale, it is difficult to sustain the extra level of effort without seeing some positive results. How can you tell when sales are poised to rebound? Here are some business indicators that salespeople can use to gauge that the economy is improving and that customers are about to increase their level of purchases.
• Sales Time Wasters, May 2009
  In today’s economy, when sales professionals must take maximum advantage of all customer contact time, including face to face visits and telephone calls, time and territory management is more essential than ever for salespeople. Sales time wasters create a negative domino effect. The more time spent on sales time wasters, the less time there is available to call or visit with customers. The more time spent on time wasters, the less time to do planning and follow up.
• Back to Basics: Why Pre-Call Sales Planning is Crucial Today, April 2009
  A common theme that we’ve heard during the last few months from sales managers is that during a down economy, salespeople have to go back to the fundamentals. Now more than ever, each and every sales call must be used to protect current business and to try to win new business. What can be more fundamental and important than pre-call sales planning? A wasted sales call in today’s economy is a lost opportunity.
• Sales Coaching During a Down Economy, January 2009
  Last month’s STAR newsletter talked about “Selling During a Business Downturn”. This newsletter complements the prior newsletter, and will highlight the critical role and tasks that sales managers and executives need to perform when times are tough.
• Selling During a Down Economy, December 2008
  Five common mistakes made by salespeople during tough economic times. Improve your selling skills now more than ever in a down economy.
• Developing a Key Account Strategy, Part 2, November 2008
  This month's newsletter is the second in a 2-part series on how to develop a sales strategy for a key account. This newsletter will address the four factors that determine whether your sales strategy will likely succeed or not. account, and provided an overview of the three main elements that must be in a sales strategy.
• Developing A Key Account Strategy, October, 2008
  This month’s newsletter is the first of a 2-part series on how to develop a sales strategy for a key account. This newsletter will discuss the three main elements that must be in a sales strategy, with emphasis on whether you should consider using a team approach for a particular key account
• STAR Announces New Sales Blog, September 2008
  Sales Training And Results, Inc. (STAR) is pleased to announce our new Sales Blog, which has been added to our web site. Whether you are an experienced sales professional or manager, our intention is to use the blogs as an interactive way to dialog with you about sales & business issues. We also will use the blogs to recommend resources such as good books, articles, and websites on selling.
• Reaching Better Agreements During Contract Negotiations, August 2008
  Because negotiation skills are so crucial in today’s turbulent business climate, this month’s newsletter will address some special considerations that occur during contract negotiations. Contract negotiation can be especially challenging, and requires some extra attention in both the planning and execution phases of a negotiation.
• How Can You Gain Access to Higher Level Decision-Makers? July 2008
  One of the most popular topics in our Key Account Management and Selling On Value workshops is how to gain access to higher-level decision makers. This is a critical skill for sales professionals, especially when you need to build relationships with multiple decision makers and influencers at key accounts. This month’s newsletter will address guidelines on how to gain access and what to do if the gatekeeper blocks access.
• Cross-Cultural Influence and Negotiation, June 2008
  This month's newsletter highlights seven common pitfalls when influencing and negotiating with other cultures. One of the most popular topics in our Influence and Negotiation Workshops is the subject of cross-cultural differences and similarities. In today’s global business world, you need to become cross-culturally literate.
• How Do You Respond to Conflict and Resistance? May 2008
  One of the most popular topics in our Influence and Sales Workshops is the subject of resistance and conflict. When you need to influence someone, whether it is a colleague or a customer, learning how to handle resistance is a key skill. This month’s newsletter will address the most common reasons why people resist, and some practical tips on how to overcome resistance in a constructive way.
• Selling Skills Online Training Series, March 2008
  STAR announces a new Selling Skills Online Training Series. This sales training workshop series includes four sessions: The Stages and Styles of Selling, Questioning and Listening for Sales Opportunities, Selling on Value Rather Than Price, and Closing and Handling Objections
• Customer Service and the Carpenter, January 2008
  January's newsletter is Part 3 in the customer service series. This newsletter focuses on customer service lessons learned from a carpenter.
• How Satisfied are Your Customers? December 2007
  December's newsletter is Part 2 in the customer service series. This newsletter focuses on the "service surprise zone" and meeting and exceeding customer expectations.
• The Wow Customer Service Factor, November 2007
  This newsletter is the first in a 3-part series on providing exceptional customer service and support. This newsletter focuses on the "Wow" customer service factor or what we also call the service surprise zone.
• Selling Has Become a Team Sport, October 2007
  Simply stated, selling has become a team sport where there is a greater need for collaboration in many sales situations. Salespeople need to work in collaboration with peers, customers, management and other employees to achieve common sales goals.
• Handling Objections, Part 2, July 2007
  This month's newsletter is the second of a 3-part series on handling objections. All salespeople encounter objections, but the best salespeople are more creative and confident in their ability to respond to objections. This newsletter series will share some creative ways to deal with common objections, including some feedback sent in from our readers.
• Handling Objections, part 1, May 2007
  This month's newsletter is the first of a 3-part series on handling objections. All salespeople encounter objections, but the best salespeople are more creative and confident in their ability to respond to objections. This newsletter series will share some creative ways to deal with common objections such as "I'm happy with my current provider" and "Your price is too high".
• The Benefits of Cross-Selling and Up-Selling, Part 2, April 2007
  The March newsletter definted up-selling and cross-selling, provided examples, and outlined the benefits of effective up-selling and cross-selling. This month we'll concentrate on how to measure the effects of your cross-selling and up-selling efforts and discuss who in your organization should be doing the cross-selling and up-selling.
• The Benefits of Up-Selling and Cross-Selling, March 2007
  This month’s newsletter is the first of a 2-part series on up-selling and cross-Selling. It will examine the what and why of up-selling and cross-selling. Next month we will address some success factors and how to measure the results of your up-selling and cross-selling.
• Strategic Prospecting: Effective Methods to Win New Business, February 2007
  Please join us for a free web seminar Strategic Prospecting: Effective Methods to Win New Business Thursday, February 22, 1:30 PM ET
• Not All Prospects Are Created Equally, January 2007
  The most common prospecting mistake that salespeople and business development professionals make is to go after the wrong prospect. Sounds obvious, but not only does it waste time and money, but if you succeed in making the sale, you will likely regret it!
• Negotiation Currencies of Exchange, December 2006
  Exchange, or "give and take," is the essence of negotiation. A key step is to explore for and exchange currencies that will satisfy the needs of both sides. Currencies are tangible or intangible resources that the receiving party values. When assessing the potential value of a currency, keep in mind that currencies tend to have value in proportion to how well they satisfy the needs of the other party. This newsletter is part 3 in a 3 part series on negotiation planning.
• Negotiation Settlement Range Planning, November 2006
  Every negotiation involves one or more issues. Successful negotiators plan a Settlement Range of acceptable outcomes for each issue, whereas average negotiators plan a single point. This newsletter is part 2 of a 3 part series on the negotiation planning process.
• What Differentiates Successful Negotiators from Average Negotiators? October, 2006
  Successful negotiators differentiate themselves from average negotiators in several ways, starting with how they plan and prepare for a negotiation. This newsletter is the first in a three-part series on the planning process followed by the most successful negotiators.
• Building Successful Teams, Sales Tips and Tools Newsletter, September 2006
  Successful team development and leadership has become increasingly important as teams are required to react quickly to frequent changes and demands. Team formation and development requires skillful selection of the right people and effective leadership.
• What Does it take to be a Top Performer? Sales Tips and Tools Newsletter, July 2006
  Studies show that successful sales performers differentiate themselves through certain skills, knowledge, and other attributes. What distinguishes a top performer from the average sales representative?
• Coaching Tips, Sales Tips and Tools Newsletter, June 2006
  Three main reasons why employees don't do what is expected and three key coaching tips and suggestions for improved performance.
• The Ideal Sales Candidate, Sales Tips and Tools Newsletter, May, 2006
  The Ideal Sales Candidate - Interviewing Tips for Managers - Hiring Top Sales Performers
• Leveraging Influence to Achieve Results, Sales Tips and Tools Newsletter, April 2006
  Influence is the ability to have others take a desired action while building and maintaining the relationship. To be successful, the ability to influence others over whom you have not direct control is a must.
• Selling Style Flexibility, Sales Tips and Tools Newsletter, March 2006
  Identifying your customer's natural style and appropriately adjusting your own selling style in response is the key to building long-term customer relationships.
• Three Common Mistakes Made in Sales Negotiations, Sales Tips and Tools Newsletter, February 2006
  Average negotiators make the same mistakes repeatedly. Successful negotiators are successful, in part because they have learned to eliminate these common mistakes.
• The Problem with Win-Win Negotiating, Sales Tips and Tools Newsletter, December 2005
  Successful sales negotiations where BOTH sides gain, will result in deeper and more valuable customer relationships.

Sales Training Articles Archive

• Chemical Sales Training Articles
  Sales Training And Results, Inc. (STAR) specializes in sales management training in the chemical industry. STAR provides chemical clients with a consultant who draws upon years of prior chemical industry sales, sales management, and sales training experience, which contributes to a highly customized and relevant sales training experience.
• Technology Industry Need for Sales Training
  Sales Training And Results, Inc. (STAR) featured in MASS High Tech Journal, January 5, 2006 on sales training trends for upcoming year in the High Tech industry.
• Selling Styles: Selling Styles for Successful Salespeople
  Four distinct selling styles that successful salespeople can and should use, depending upon the situation.
• Time Management for Sales: Time Wasters Salespeople Should Avoid
  Successful salespeople manage their time well! Average salespeople let time manage them. Time wasters salespeople can and should avoid.
• Team Selling: How and When to Implement Team Selling at Your Key Accounts
  Team Selling Implementation: Key questions for consideration when implementing a team selling approach for key accounts
• Making an Effective Sales Presentation
  Three common mistakes and one powerful solution to making an effective sales presentation

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