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Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV. When I did research on Jaime Foxx's preparation for the movie I understood why he had captured Ray Charles so perfectly. For all this hard word and dedication Jaime Foxx was paid millions of dollars and awarded the highest compliment by the movie industry, an Oscar. What does this have to do with sales training, everything! Actors, athletes, doctors and lawyers are paid based on the amount of preparation in their chosen field. During my twenty two years in sales I've watched countless sales people enter the sales arena with very little preparation and then not understand why they failed. I've seen sales people take little time to understand the Article: My wife and I watched the movie Ray a couple of weeks ago when it came out on DVD. In the movie Jaime Foxx plays the legendary singer Ray Charles. I was in awe of at how Jaime had captured the essence of Ray Charles. Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV. When I did research on Jaime Foxx's preparation for the movie I understood why he had captured Ray Charles so perfectly. In preparation for Ray, the movie, he felicitous many of Ray Charles' physical complexion and immersed himself in Soul, Jazz and melancholia recordings to set the mood; attended classes at the Braille Institute; and spent weeks during rehearsal and production walking with his eyes sealed tight for 12 hours a day, to gain an intimate understanding of what it really means to be blind. Many on the set where stunned by how spontaneous and natural the actor's embodiment of Charles became. But imitation was never the point for Foxx. 'The key word for me was nuance, being as how I didn't want to simply impersonate him,' says Foxx. 'Rather, I wanted to drag down some part of his spirit, that's all. There were a lot of little touches which I tried to layer-his musicality, his warmth, his sense of balance, his posture-until the physical side of things all fell into place.' The true story sells itself, and Foxx's interpretation is so uncanny that lifelong friends of the real Ray expressedgenuine confusion on set. For all this hard word and dedication Jaime Foxx was paid millions of dollars and awarded the highest compliment by the movie industry, an Oscar. What does this have to do with sales training, everything! Actors, athletes, doctors and lawyers are paid based on the amount to of preparation in their accepted field. Did Michael Jordan decide one day he wanted to play and became an instant superstar? Do the top heart surgeons in the world one day decide to cut someone open and operate on their heart? Of course not! They all spend years of preparation to settle into the best in their field. Then why do so many sales professionals grant they can get to the top of their profession without proper preparation? During my twenty two years in sales I've watched countless sales people enter the sales delimited field with very little preparation and then not understand why they failed. I've seen sales people take little time to understand the product or service they are selling. Sit down to make phone calls with no idea what to say. Head out on sales accoutrements and wing-it. Then go home at five o'clock and wonder why they can lightly pay their bills. They want to earn top dollar without putting in the effort. To be a professional in any field requires work. I'm not only talking in the vicinity during the work day. I mean extra work at night and on weekends in preparation for what to say when you make a call, on a presentation, handling objections, closing, in all aspects of our profession. I'm talking all over practicing outside the sales department of knowledge until you lapse into so polished; selling becomes second nature, like walking or driving your car. The stars in the sales profession spend time outside of their regular work day in preparation for how to handle every situation that may arise. They right out exactly what they will say in those situations and then practice and rehearse until it flows from their mouth. They don't need to think more or less it. If you truly wish to be a star in the sales profession and get paid what stars get paid, then do what the stars do. It's not easy. It requires dedication, will and hard work. However the rewards are great. If you want to be run-of-mine and get paid what balance sales people get paid, then wing-it. Robert G. Allens Challenge. - 1 New York Times Bestselling Author Needs Your Success Story. The Dave Way. - Destroy your Golf Slice in a matter of Minutes using this Revolutionary New System! Success Guaranteed. 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More Articles:1. Have You Prepared for Success in Sales? Summary: Many times throughout the movie I wondered if it was Jaime Foxx or Ray Charles I was seeing on my TV.When I did research on Jaime Foxx's preparation for the movie I understood why he had captured Ray Charles so perfectly. For all this hard word and dedication Jaime Foxx was paid millions of dollars and awarded the highest compliment by the movie industry, an Oscar.What does this have to do with sales training, everything!Actors, athletes… 2. How to Get Your Customer Talking By Jay Conners Summary: The best way to do this is to get them talking.When you approach a prospective customer, it can be a challenge to get the customers attention, let alone getting them to strike up a conversation with you.Most people don't want to be bothered, their perception of a sales person is that of a used car sales man or the Macy's girl who approaches you in the aisle and wants to squirt perfume all over you.Another reason people don't want to be b… 3. 6 Ways To Get More From Your Promotions By Paul Curran Summary: If you are already selling to the top 20% then any increase in customer numbers (market share) means less overall profitabiltyFinding repeat customers: Apart from new customers, the obvious source of more sales is existing customers. Identify Important Customer GroupsLarge companies can afford to send out separate promotions to lots of different customer groups, addressing their specific needs exactly.Smaller businesses can't do this but… 4. Field Implementation: Getting Referred Leads When Prospecting� Summary: It seems as if we will go to any length to avoid having to make cold calls. In the 28 years that I have been training sales professionals, I have seen very few who actually know how to actively pursue referred leads and even fewer who actually do. Now when we talk about getting referred leads when making cold calls, most sales people will think I am crazy. We I was cold calling in Houston with a salesman not long ago we got at least one … |