Sales training from a brick-and-mortar trainer will cost you thousands of dollars and take months or even years to deliver.
Sales training programs by SalesTactics.org founder Jason Kanigan are available at a significantly lower investment, and delivered right away by membership site so you or your sales staff can log in for learning and review whenever you want.
Jason Kanigan has trained over 1,500 companies through Sales On Fire, Inc., including:
> IT Value-Added Resellers
> Web designers
> Social media marketing consultants
> Online marketers
> Manufacturers reps
> Media industry professionals
> Yes, even professional salespeople(!)
These and many more types of entrepreneurs are happy students of Jason's programs.
KINDLE BOOKS & MORE
Kindle books by Jason Kanigan are available on Amazon.com.
This is a brief guide on how you can make use of them, what order you should buy them in, and at what point each will be useful to you.
An article has been making the rounds saying that 80% of books are fluff: the author explains the main point in the first couple pages of each chapter. If you just read those, and skip to the next, you can speed-read your way through the text while learning what you need to learn. The rest is filler. As a businessperson, I value your time. And so as an author I have concentrated on making my books brief, to the point, and without filler. That's why Kindle books by Jason Kanigan are the Sales On Fire Top 20 series--they contain the vital 20% of content you need, and not the 80% repetitious filler of other books. You will read them, get the point, and quickly be able to implement their recommendations.
FIRST, if you do not have a sales job and are looking for one, Active Job Seekers Only: Get Hired FAST! is the answer. I have had several custom-made roles created for me by company leaders, and share the mindset and action changes you need to make to land one yourself. Yes, you will have to stretch your comfort zone a bit to do this; however, if you cannot it is unlikely you will be a success in sales anyway. The information I share inside is nothing like any job hunting expertise you will have encountered before. Resumes and cover letters are outdated technology to chase Want Ads with, and leave you in a field of candidates who look exactly like you. If you don't stand out, you won't get the interview--much less get hired fast.
SECOND, you may have a sales job but discovered that yourself and even perhaps the entire sales team is ineffective. Let me share with you that there is one major change you can make that will transform your sales results! And it is described completely in The Small Business Sales Effectiveness Report. Don't let the name fool you--if you are thinking correctly, you view your role as a salesperson inside the larger organization as its own small business. Whether you work for a Fortune 100 firm or a startup, the information in this book will help you comfortably make more sales.
THIRD, your boss may be insisting that you make cold calls. The approach to making prospecting calls is often misunderstood. When your boss did it, he or she was probably told, "Suck it up, Buttercup!" and to "Smile and Dial". This is pitiful advice. In Why Cold Calling Doesn't Work, I explain the many reasons why salespeople fail with phone prospecting--and what you and the rest of your sales team can do to fix it. Cold calling is not something you can just "figure out", because there are biological issues as well as process issues with its implementation. The truth is, without effective guidance you won't try prospecting by phone beyond a couple of sessions. Since you don't understand what is happening, you will continue to be victim of the uncomfortable feelings it generates when performed badly. Share this book with your sales team if you want the whole department to start conducting and executing better with phone prospecting!
FOURTH, you may have some sales experience but be dejected with the way it makes you feel. Traditional selling is taught to revolve around some kind of presentation or demonstration. Unfortuantely, this forces you to present to everyone under the sun, as soon as you possibly can...and this leads directly to rejection. You should NOT be presenting to just any prospect. In How To Sell...Without Dishonesty...Without Dishonor...Without Disgust, I explain the entire process of consultative selling. If all you know is traditional features-and-benefits-based selling that stresses pushing the prospect, you will be astonished with this completely different approach. There is no need for you to be pushy. Customers do not buy because of features and benefits. Learn the secret reasons why they DO buy, and a consistent process you can begin applying, in this book. In fact, a lack of a consistent sales process is the key problem most salespeople face. If you have no idea where you are in the process, how can you anticipate what is going to come up next? How can you lead the sale? How can you accomplish that leading so well, it's entirely invisible to the customer?
If you get one or more of these Kindle books by Jason Kanigan and agree I provide excellent value and expertise, you have several options for a next step in your sales education.
You know you must do cold calling--phone prospecting--but the mere thought of it makes you sigh in discomfort. Not because you're scared to do it; you believe in the value of what you have to offer. But the way you've seen phone prospecting done before is inefficient. And with today's level of busy-ness, voicemail, and alert receptionists, how can you make the phone really work for you?
Sales Judo is all about effective use of the phone as a sales and prospecting tool. Explore more here.
Terrified to reach out to a prospect by phone or networking event? Can't pick up the phone even though you know you must? And do prospects say and do things that are utterly baffling to you--do you, for instance, have great conversations but when it comes time for the sale, discover the prospect is nowhere to be found?
Sales On Fire is my flagship program. It contains a library of sales knowledge that many large companies do not have. This is an asset you will return to again and again in the process of ongoing reinforcement and improving your selling abilities. Whether you are doing over the phone or face to face selling, this is a necessity. More details here.
Please do not waste your time or mine to contact me about "a couple hours" of sales training. Improving your abilities requires ongoing reinforcment and cannot be accomplished in a short time. I would be taking your money and you would not be getting anything other than a temporary 'high' in return. This is why sales seminars do not work. A week later, you're back to your old comfort zone and results.
If this is the situation you are in--you are new or fairly inexperienced with selling and are looking for help--I strongly recommend getting the Kindle books by Jason Kanigan, and the very affordable Speedy Sales Machine, followed by the Sales On Fire program if you find those valuable. It will be cheaper for you than working 1-on-1 with me, and you will get the membership site access to return to the content for ongoing reinforcement.
Should you be an experienced salesperson and are in a slump, we can discuss your issue. Many times the underlying reason for the slump is something you would consider incredible: for instance, I coached a 30-year sales veteran and we discovered his problem was he did not want to move his family back from the east coast to the west, which he would have to do if successful...and this was causing him to sabotage his sales efforts in his current business.
All products from Jason Kanigan and Sales On Fire are tax-deductible expenses if you have a company. Take your receipts to your accountant, whether you are an employee or business owner, and your taxable income will likely be reduced by their amount.