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Virden Thornton is the founder and president of The $elling Edge, Inc., a sales consultingfirm specializing in sales, customer relations and sales management training and sales coaching. Clients include Sears Optical, Eastman Kodak, IBM, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of 101 Sales Myths and the best selling Building & Closing the Sale, published by Thompson Learning.
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 Converting Sales Training Into Sales SuccessThe goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. "cold Calling is Dead" is a Lie!The notion that cold calling is officially dead is a complete lie. Learn why when used in combination with other selling tools, cold calling can be an effective strategy for your business. Breaking Through the Comfort Zone BarrierDuring an effective professional sales presentation, you must break through the comfort zone barrier in order to be successful and close a sale. Set your goals and program your mind for success through positive affirmations and positive attitudes. Having Baditude in Professional SalesAs you lead your sales team, what messages are you sending to them about the professional sales process? Do they know that you believe in and personally use the sales tools that they must master to succeed? Are they able to use your example as a springboard to staff professional sales success? It really is your extended shadow that controls how well your staff performs their professional sales duties. A Proven Professional Sales Strategy: Just Ask!Instilling urgency in a prospective customer can make the difference between achieving a professional sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions. Active Listening: a Key to Professional Sales SuccessActive listening is a two part professional sales process that builds trust in your prospects, customers or clients and helps them to become more focused and candid in their response to your questions. The following list outlines the activities that make up active listening skills in professional sales. You Gotta Sell yourselfPeople want to do business with people that they like and trust. The problem is that in many industries today’s sales and customer contact personnel fail to understand or just ignore this vital principle in their promotional activities. What’s Better Than “word-of-mouth”?You will agree there is nothing better than to get a word-of-mouth referral from a satisfied customer or client. These leads usually come to you at no cost and with little or no effort on your part. A referred prospect is easier to please and quicker close. Referral leads generally buy more and will often refer you to another prospect in the future. Effective Two-way Communications...the Source of Ethical Control and PersuasionTop sales professionals have discovered that a “two-way exchange," not a “one-way sales pitch,” is the most effective method of persuading or enticing another human being to take action. Three Keys to Attracting and Retaining Customers or ClientsBy carefully studying the attributes and techniques used by successful marketing and sales consultants from a cross-section of industries and professions, you can determine what it really takes to sell your products or services, maintain high quality customer or client relationships, and upgrade your organization's present base of business.
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