Tweet

Bob Urichuck Articles

Written by: Bob Urichuck

What you should know before you invest in a sales training program. - Click To Read Article
Sales training is the foundation for a successful sales career. However, not all sales training is grounded and there are many factors to consider when selecting a sales training program. An individual wouldn’t have any direction without sales training. He/she would be wasting his/her own potential and the resources of the company. Therefore, it is important that the sales training relate not only to the individual’s needs but also to management objectives and their line of business.

Why Most Sales Training Programs Do Not Produce Results - Click To Read Article
Most sales training programs do not produce lasting results simply because they are “canned”, just like TV laughter. They can be antiquated, ineffective, and not buyer focused. There is a definite need for most sales people, business owners and non-selling professionals to improve their ability to market and sell their products and services. I am referring to such non-selling professionals as consultants, lawyers, doctors, and dentist. There is a problem with a large percentage of sales training in the marketplace today. Just take a look at the end results subsequent to the sales training of yesteryear.

Traditional Sales Training is a Waste of Time and Money! - Click To Read Article
Traditional sales training is a waste of time and money because it does not work! In many organizations, sales training is the flavour of the month, with no consistency. Sales training conducted over one, two or three days, in-house or as a public seminar, is really a waste of time and money. Sure the motivation and a couple of sales training tips may be good for the next 30 -90 days, but if sales training techniques are not implemented within 24-48 hours of learning them, they are forgotten and the sales training becomes a waste of time and money.

Sales Training, without supporting Sales Management Training, - Click To Read Article
Many organizations invest in sales training which is wonderful but unfortunately, they do not invest or even consider supporting sales management training. Sales training will not be effective unless management is onboard. An organization will benefit from efficient use of time and get more “bang for your buck” with supporting sales management training.

Is 87% of Your Sales Training Investment Wasted? - Click To Read Article
Research has proven that 87% of information acquired during a sales training session will be lost one month later upon completion of the sales training program. This research was conducted by Huthwaite.  Therefore, 87% of your time allocated to sales training is lost because the acquired knowledge is generally forgotten after 30 days! What is the solution to this problem as it pertains to sales training?

Why do you go to work? - Click To Read Article
Why do you go to work? Is it for the enjoyment, to keep busy or another specific reason? For years, I have been asking people why they go to work. Everywhere in the world I get the same answer. What do you think that answer is?

The Most Important Sales Leadership Discipline to Motivating Sales Teams - Click To Read Article
Sales team motivation can be an easy task, especially when appropriate disciplines are demonstrated by the sales leader. That is when employee motivation happens naturally. It is kind of like “monkey see, monkey do” approach. Motivation, no matter if it is self motivation or employee motivation, is defined as a motive to act. What motivates you and gets you to act, does not necessarily mean it will work for others, or lead to employee motivation. No one can motivate you, only you can motivate yourself. You cannot motivate others. As a sales team leader all you can do is demonstrate appropriate behaviours and create an environment where employees motivate themselves

Self Esteem + Self Confidence + Self Respect = Self Worth. - Click To Read Article
Self esteem is an internal sense of worth. Self esteem reflects an inner confidence and self-respect and shines outwardly by the actions one takes. What evolves on the inside is usually reflected on the outside. Your internal self worth which consists of your self-esteem, self confidence and self respect will become your external net worth. It’s a matter of pride in who you are and the mentor you can be.

Improve with Discipline and Persevere - Click To Read Article
If you want this year to be your best year ever, improve with discipline and refuse to be another “resigning” statistic. The world is full of people who give up on a daily basis and it is time for a positive change in attitude. Today’s world needs people with vision, focus and above all, discipline.

Jump start your Day, the Attitude of Discipline Way! - Click To Read Article
Each and every day this year can be a jump start towards getting everything you want out of life when you incorporate an attitude of discipline. An Attitude of Discipline is greeting each day with gratitude. When you wake up in the morning, you are granted another day closer to living your dreams. Simply waking up each day is a poignant reason to be grateful. So many people will not wake up today. An attitude of gratefulness is a daily discipline. Embrace an attitude of gratitude and notice how you speak differently using powerful words and how your body language greatly improves.

Is Fear Stopping You from Moving Forward? - Click To Read Article
Many people have great ideas and plans, but they let fear stop them dead in their tracks. Is fear stopping you from moving forward? After losing over five years of my life in fear of what other people would say, and as a teenager hiding because of my acne; I realized that I had some major catching up to do. I had a choice to make. I could be like everyone else and think about it, or I could just do it. But what happens when most people think about doing something?

Eradicate Procrastination - Be Action Oriented - Click To Read Article
Eradicate procrastination, before it destroys you. You get more out of your day with an action-oriented, do-it-now attitude. When you complete the unpleasant or hard jobs first and act on the big tasks little bits at a time, you trim anxiety and stress while gaining self-respect and self-confidence. After you exert this type of discipline long enough, you will establish a routine and create a new habit. Behavioral studies suggest that if you do something every day for 21 days, it becomes a habit. Be action oriented for the next 30 days and you will master procrastination.

Do you have the Courage to ASK? - Click To Read Article
When I speak to audiences around the world, I always ask, “Why don’t people have the courage to ask for what they want?” The answers are fear of rejection, fear of losing face or fear of being embarrassed. All of them live with the fear of what may happen because they do not have the courage to ask. For now, let me explain a few things about asking. Firstly, it takes courage to ask but if you don’t ask, you don’t get. Am I right?

Are You Exercising Your Right to Choose? - Click To Read Article
Many people do not realize the value of choice. Choice is our greatest gift. We can choose our dreams and decide what we want to be, where we want to go, what we want to do, what we want to have, and the way we react to most circumstances. We make choices each day from the moment we wake up to the time we fall asleep. There are the obvious choices: what to eat, what to wear and what to do that day.

Sales Training in Today’s Economy - Click To Read Article
Sales training in today’s economy will contribute more to your bottom line than any other activity. You will see how sales training will affect budget cutbacks, sales incentives, new product launches and personal growth. Let me share with you

Want to UP Your Bottom Line Quickly in Today’s New Economy of Buyers? - Click To Read Article
Sales Are Flat-Lined, Buyers are Slow to Buy, Sales Cycles Are Too Long, Lost Control of the Sale Process, Bottom Line is Behind Projections… If this is true, you must appreciate that sales revenue is the life line to your bottom line. Without buyers, there are no sales. Without sales, there are no revenues. The world revolves around sales, but more importantly, it now needs to revolve around buyers. Buyers are everywhere. What are you doing to help them buy?

The Foundation to Sales Success in Today’s New Economy of Buyers - Click To Read Article
Selling in today’s new economy of buyers requires a strong foundation in order to succeed. It is crucial to your overall success to begin with a strong foundation to support the productive behaviours within your Selling System. Your attitude, which stems from your individual beliefs, is the foundation for productive behaviours and sales velocity. A brand new positive and proactive attitude will certainly attract more buyers. It will assist in changing your ineffective behaviours or habits into defined daily disciplines and efficient habits will provide you with more focused targeting. The result will be a better return on time invested (R.O.T.I.).

Targeting for Velocity Selling Cycles in a New Economy - Click To Read Article
In this new economy, it is more important than ever before to aim for Velocity Selling cycles. Your bottom line depends on it. It is essential that sales professionals clearly define their target prospects by criteria. This criteria is based on the best return on time invested (R.O.T.I.) and confirmed in the fastest way possible. I refer to the Velocity Selling Cycle which will unquestionably acquire positive sales results.

Increasing the Velocity of Your Selling Cycle - Click To Read Article
Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. In the Velocity Selling System, you must first establish rapport with the client in order to build a lasting relationship. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting.

Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line - Click To Read Article
Now with a fantastic attitude and appropriate goal driven sales behaviors, you also need the competencies of your profession just as a lawyer or doctor needs them for theirs. Do you have the appropriate sales competencies to increase the velocity of your sales cycle and Up your bottom line? Well, you can develop your competencies almost anywhere. As salespeople, you can develop your competencies from reading books, in class training, on the job, being coached or through trial and error. You could join Professional Sales Associations, and in some countries like Canada, you can even get certified as a sales professional.

Are you following a Sales Process? - Click To Read Article
If not, you are not only wasting your time, but you are also losing sales because of it. You think you are in control but in reality you are out of control. Have you ever been rejected? If your answer is yes, you have just proven that you are not in control of the sales process; however, the buyer is in control. Isn’t it your job and responsibility as a sales professional to qualify the prospects and to reject them if they are not qualified? Who is really qualifying? Who is really in control?

A Sales Process is as simple as ABC - Click To Read Article
If you are not following a sales process, you are not in control. Consider this for a unique sales process - a sales results process that is as simple as ABC. A. You cannot build anything without a solid foundation and the same applies to the sales process. The A in the ABC Sales Results Process is for Attitude - the foundation of all successful sales people. Without a positive attitude and belief in you, there is no foundation upon which to build a successful organization, or winning products and services or benefit from market growth. Sales professionals need a sales process to reflect, confirm and take hold of

A Velocity Selling System that is as Simple As ABC - Click To Read Article
If you are not following a sales process, you are probably not in control. Consider this for a unique sales process - a “Buyer Focused” Velocity Selling System that is as simple as ABC.

Is Your Sales Training Missing These Ingredients? - Click To Read Article
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

No is a Positive Outcome in Sales - Click To Read Article
There are numerous studies that reveal that 87% of sales people working the telephone give up after the first attempt. By extrapolation this means that only 13% follow up more than once. Another 10% give up after a second call. Only about 3% of reps follow up more than twice. Which do you think have a higher rate of success? To get more positive responses you have to hear more nos. You hear more no’s (and more positive responses) by following up every lead and every opportunity. To get more positive responses you must be tenacious on following up leads. Get the ‘no’s’ out of the way. Being perseverant and persistent is the key and it requires two things: a follow-up system and self-discipline.

Do you have an employee retention strategy that also increases employee motivation? - Click To Read Article
These were the questions posed to Business owners in a workshop at an Annual Conference at Disney’s Coronado Springs Resort earlier this year. Thanks to their contributions, this article became possible as an employee retention and employee motivation learning tool for you. Teams were created to brainstorm answers to each of these questions. It wasn’t long before everyone started to see a common element in all three areas. The common element was people and how management relates to employee retention and employee motivation, , no matter what area they worked in.

Building Employee Self Esteem for Bottom Line Results - Click To Read Article
Self esteem is a sense of worth, not only in inner confidence and self-respect, but also outwardly in the actions one takes towards contributing to the Bottom Line. Employee recognition is ranked the number one motivating factor when it comes to employee motivation in the workplace. If you want to maintain motivated employees, and encourage others to do better, recognizing them will help build their self esteem, while maintaining a loyal and motivated employee.

Are you making the best use of your sales time? - Click To Read Article
What is the most important part of our job as salespeople? I think it is to get new business while maintaining what we have. Therefore, if that is the most important part of our job, what do we need to make the difference? Yes, your appropriate behaviour, but that is not the answer I was looking for. Without prospects or customers we have nothing. Therefore, prospects and customers are the most important component in our jobs. Because of that, we have to be constantly thinking of prospects and clients in terms of when they want to be contacted or visited, what their needs and desires are and what we can do for them in relation to satisfying those needs and desires.

Top 10 Characteristics of Successful Sales Professionals - Click To Read Article
Top 10 Characteristics of Successful Sales Professionals Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals? To a salesperson, it could be a

Sales Prospecting for Sales Results - Click To Read Article
Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques? Do you have a sales prospecting strategy in place? Do you follow a sales prospecting system or sales prospecting process? If you answered yes to any of the above questions, you are probably considered a successful sales professional. If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.

How Discipline and Attitude Can Make the Difference in Your Life, even in these Difficult Times - Click To Read Article
Maintaining the right attitude in difficult times is not the easiest of tasks, but it is the best thing you can do! With the right attitude in difficult times, realistic goals can be set, planned for, put into action and accomplished. However, both attitude and goal accomplishment have a common denominator, and it is that common denominator that is missing in the lives of most people.

Employee Recognition and Praise. Does it improve performance and productivity? Does it keep them motivated and loyal? - Click To Read Article
Maintaining a motivated staff is not always the easiest of tasks, but it does pay off for you, your customers and the employee. This article focuses on closing off periods, or events, with employee recognition. If you want to avoid losing your best employees, and encourage others to do better recognizing them publicly may save yourself the time and money of having to find and re-train new staff.

The Foundation to Sales Success - Click To Read Article
You can’t build anything without a solid foundation. The ‘A’ is for attitude – the foundation of all successful sales people. Attitude is the “advance man” of our true selves. Its roots are inward, based on past experiences, but its fruit is outward. It is our best friend, or our worst enemy. It is more honest and more consistent than our words. It is a thing, which draws people to us, or repels us. It is never content until it is expressed. It is the librarian of our past, the speaker of our present, and the prophet of our future. Yet, your attitude is under whose control? 1/3. Your attitude is 100 per cent under ...

Stop selling! Satisfy the Four Universal needs of Buyers, and They will buy! - Click To Read Article
Let’s face it, people buy from people, particularly people they trust and like – people who remind them of themselves. People that they can trust. Therefore it is important for you, as a sales professional, to be aware of and to understand the universal needs of buyers. The competencies of sales professionals are numerous but boil down to human interaction, communication and relationship building. You, as a sales professional, needs to establish rapport and build trust, to communicate effectively and to develop and maintain lasting relationships, if you are to succeed in the sales profession. In order to build a long-term relationship, you as a sales professional, must first establish

Selling Skills for today’s economy - Click To Read Article
In order to succeed and meet sales targets in today’s economy sales professionals need to be equipped with the appropriate selling skills, following a proven selling system or sales process, They can no longer afford to carry on with traditional selling skills of doing dog and pony shows, feature and benefit dumps, or hit and run closes.

Increasing Sales Results through Appropriate Behaviour - Click To Read Article
You can have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term success. You need goals and an action plan to get where you want to go. The ‘B’ stands for behaviour in the ABC, 123 Sales Results System. Behaviour is the manner in which you conduct yourself. It is the way you behave, the way you act, function or react. The 1, 2, 3’s are the goals and behaviours from a personal, organisational, and market targeting level. Without goals there is no reason to act, no motivation to take daily actions or go the extra mile.

Discipline and Attitude Essentials for Difficult Times - Click To Read Article
Maintaining the right attitude during difficult times is definitely not the easiest of tasks, but it is probably the most essential ingredient required for overcoming challenging circumstances. Unfortunately, during difficult times, such as the current financial crisis, we often unconsciously become a product of our environments and reflect our negative surroundings through pessimism. Maintaining the right attitude requires discipline and it is this discipline that determines our success and satisfaction in life. It is important to remember that discipline, like

Discipline is an Effective Habit - Click To Read Article
What is Discipline? Does discipline have anything to do with success or motivation? Does discipline have anything to do with your everyday life? Can discipline be an effective habit? Discipline is defined as a commitment to the most important person in the world - YOU. It means doing what you have to do, even when you don’t want to do it. Discipline is an effective habit and effective habits lead to effective results. Conversely, ineffective habits produce ineffective results. Firstly, you must

Business success is all about sales. - Click To Read Article
Do you want to Up Your Bottom Line? The world market is heating up. Competitors are appearing out of nowhere and expectations are high, especially from the top. In today’s market both the business owner and seasoned professional salesperson have to be producing at their absolute best to stay up with the industry leaders. Business people must also be sales professionals who today have to be pro-active, highly energetic, entrepreneurial, self-driven and really concerned about efficiency and the bottom line. He or she needs to be honest, sensitive, a master problem solver and above all, a personal marketing genius with a win/win philosophy. The profession of being a salesperson is no different than any other profession. All





Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Make Small Commitments. Get Big Changes.

Angel Investors Where Are You?

RULE YOUR BUSINESS LIKE A SHINE STAR

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.