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Guest post by: Leanne Hoagland-Smith Become an Author

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When you think of sales training, does this include sales tools. Probably so because sales professionals need help or additional knowledge on:

• PDA
• Sales scripts
• Customer relationship management databases

Additionally for many, sales training may also include specific sales skills and how to use certain tools within:

• Fact Finding
• Prospecting
• Negotiating
• Earning the sale (a.k.a. closing)
• Building customer loyalty

One thing that is absent or often overlooked is this essential business tool that can potentially break any future sale – the every day common business card. Yes, this simple tool can increase sales or decrease sales far quicker than any other honed sales skill or tool.

A post by Jonathan Farrington suggested that only 2.5% of all business people per his extensive networking and meeting experiences have an up to date informative business card on them at all times. How many times do you attend a business event and experience people who:

• Left the business cards at home?
• Ran out of business cards?

If they had a business card on them, was the card:

• Hard to read?
• Dirty, crumpled?
• Missing a phone number?
• Minus current email address?
• Lacking a call to action on the backside?

When sales trainers forget to emphasis the importance of this simple sales tool, they are truly missing the boat in how to increase sales. For the business card explains a wealth of information about the sales professional and the business or organization. Additionally, the potential buyer makes a judgement specific to the values and ethics of the salesperson.

Not only is this incredible tool for the most part discounted, how to use the tool is equally ignored. Business card etiquette should be one of the first learned sales skills because the business card is the potential key to unlock future sales success.

Think about how most North American business professionals give and receive business cards. If you experiences are like mine, they grab the card and:

• Stuff it in their pocket and rush over to the next person
• Give it a quick read and then stuff it in their pocket

Of course there are the few sales professionals who pass out business cards like playing cards giving everyone at least three to four cards. Sales Coaching Tip: Passing out multiple cards is an absolute No-No.

What would happen if you accepted the business card and actually took the time to study it, to read it?

Would that set you apart allowing you to be the Red Jacket in the Sea of Gray Suits?

Take Action Sales Training Coaching Tip: Include business card etiquette as part of any sales training program. Make sure that your calling card prompts your business and is not an obstacle to future sales. Finally, instruct your sales professionals as how to leverage this sales skills beginning by always having complete and current information.

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