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I hope you find what's on offer here different to the usual sales training you get access to. Everything here is tried and tested with my working sales teams.

Try it, adapt it for your sales role, then come back to the site and tell us how it worked for you.

Not all selling techniques suit everyone.Sometimes you just have to see which ones will give you the edge. As always our aim is to give you ways to:

Make more money from sales

Develop your career

Enjoy selling

And, build a fantastic lifestyle for yourself because you have been willing to take action and increase your sales career skills.

All the sales training and sales tips you see here have been developed and proven by working sales people. I'm a working sales manager and the sales teams I manage and train depend on these selling techniques to make a good living, gain real job security, and enjoy selling.

No classroom techniques

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And no acronyms or complicated sales techniques that don't work.

If you want to achieve the best lifestyle you can, by getting the best return on your time at work, you're in the right place.

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In this issue of The Sales Buzz

To read, see, or consider, the full newsletter open Back issue the Sales Buzz.

Recognizing the 3 modalities so we can use them

Then we looked at, talked about, and thought of, how to recognise and read the different modalities the customer was using as they processed the information.

To get the full lesson open Back issue of The Sales Buzz.

First you learned how to recognize and sell to a buyer that thinks in pictures. You saw the signs that indicate you should sell in a visual way, and now you know how to do that. If you don't, take a look at Back issue of The Sales Buzz.

Last week we discussed how to spot buyers that are using auditory, hearing and self talking, to process the incoming information. You can catch up with last week's newsletter by opening Last week's issue of The Sales Buzz.

When you're up to date

Great, You're up to date, ready for more NLP sales training.

Feel how they feel as they think and decide

Consider these statements sometimes used by buyers:

• I want to think about it
• I feel it's expensive
• I'm warming to the idea

The above are indicators that a buyer is using their feelings to process the information you are communicating. They could also be using their feelings to make a decision about buying your product.

...For more sales training on the signs to identify when a buyer is using a kinesthetic, feeling based, modality open Back issue of the Sales Buzz. ...

They think in feelings and thinking, on the outside they touch and grasp.

If you have a buyer that is thinking in feelings to process the information you give them, where are they looking?

Usually their eyes are looking down. Sometimes they stare at the lower corner of the room. The feelings and thinking may be preceeded by pictures or self-talk. From these come the feelings about what they have seen or heard internally.

Their talking pace will S - L - O - W.

...If you think in pictures and talk fast as you sell, you are going to get frustrated and impatient. ..You will see their slow response as no response...

The buyer using their feelings takes longer to process the information. It's not as fast as seeing pictures or even making self talk.

A great example to reflect on

I presented my product to the buyer and asked for some agreement that I had covered the needs he had earlier given me. Throughout the presentaion he had rolled a gold cased pencil through his fingers.

His face showed he was thinking, so I assumed I still had his attention. He looked up to the ceilng, clearly seing internal pictures, then brought his gaze down to his left, as if talking on the phone. Returning his focus to his desk and the gold pencil in his hands, he let out a deep sigh as he breathed out.

His attention was deep inside his own head as his fingers started taking his expensive pencil to pieces. Every few seconds he would glance up and make an internal picture, then back to his meditative state.

This whole process, just to answer one question, took over two minutes. In that time he had taken his pencil to pieces, polished each piece with his glasses cloth, and re-assembled it.

He was unaware of me, the room, and even what he was doing with the pencil. All his attention was on his internal feelings. He took a deep breath, only his second in the two minutes, and awoke from his deep state. With a nodding of his head he said,'Yes,..... yes.. I feel... you've touched on ....some good points there.

This was his process for taking in information. Listen, make an internal picture, ask himself about it, then decide how he felt. It was slow and reflective.

You slow down, use their language, and give them time to feel.

Talk in feelings and thoughts to describe your product. No point giving them a picture. They don't want sounds. They want to think internally and touch externally.

If you are demonstrating a product get them involved. Let them touch samples, even feel brochures.

...Watch them with a brochure. A brief glance at each page, but their hands do most of the work. ..They will thumb pages and feel photographs..

Ask them questions such as:

• How do you feel about...
• Can you grasp the idea
• Have I touched upon your needs

When you use objects, literature, even the sales contract, make it comfortable for the buyer. When they think, their head may drop forward. Watch the angle and note it for later.

There will be points in the sales process where the buyer has to look at something. Make it easy for them. Give them time to read it, take it in, and think about it.

Even with a picture they will take it in and process it with feelings. Give them time to complete the process. If they are making a decision whether to sign a contract they will look down.

Place a contract for signing, on the table so they look down at the same angle they were at when thinking earlier.

Actions to make this training work

Go through your sales meeting with a customer. Go over it in your mind, and change all the words and actions to suit a buyer that is processing the information with feelings and thinking.

Practice using samples and litrature as you will for a kinesthetic buyer.

Start reading people.

Whenever you're talking to people, watching interviews on TV, observing people, read them. Are they seeing pictures, using their feelings, or in hearing mode.

Watch their eyes, head movements, breathing rate.

Over the last few weeks we have discussed 3 modalities that buyers could use, individually, or in combination.

This is an introduction to the fiascatning world of NLP. (Neuro Linguistic Programming) There is much more that you can use form the world of NLP.

For example, some of you will have noticed that I spelt fascinating wrong in the previous paragraph. Some of you won't. It will have bothered some of you, others just skipped over it. Learning these patterns and adding them to your sales skills will improve your communication skills and your sales results.

I've incorporated NLP into all the training presented on the Sales Training Sales Tips website.

If you want to improve your sales, improve your sales skills. Take training and ideas from wherever you can and adapt them for your sales role. You can start by looking at...

The sales appointment process

Do you have a process for making sales appointment calls?

With a process you get consistent results. You can monitor which parts of the sales call are working for you, and change those that aren't.

If you don't get past the introduction stage you know to add more benefits to the start of the call.

If you get to the end of the calls and don't get many appointments, you know to work on the closing and agreement stage.

If you want to see the process my sales teams use for making sales appointments open Free Cold Calling Scripts for making sales appointments

Gaining the prospects agreement to an appointment

The equivalent of a close in a sales meeting. Gaining the prospects agreement to meet with you is where they say yes or no.

Getting infront of buyers is how you get your chance to make a sale and earn your commission. Get sales training on getting a yes from prospects at Cold Calling Tips on gaining a yes to an appointment.

To start writing now just open Learn sales skills scroll down to the entry box and start typing. It's that easy.

What do you think? Does sales training work. Has it worked for you? Have you seen it work for others?

Read this article at Sales training does not work and see what you think.

Leave a comment, write your own article, tell us what you think.

Mike from New York has sent in sales objections that are really topical in today's sales climate. With homes losing value, investments plunging, and job security on every buyer's mind, these sales objections can come up in any market.

Open the help overcoming objections page and put your sales sklls and experience to the test.

How would you answer this request?

I run a small printing business and have a hard working sales team of 3 really good and knowledgable people.

They make their own sales appointments, using their own cold calling scripts, and it can get really frustrating. The businesses they are phoning get call after call from all kind of sales appointment callers. I know, I get....click here and see what you would do..

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.