Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3125/Tips-For-New-Trainers.html http://www.evancarmichael.com/Sales/3125/Tips-For-New-Trainers.html I think the most important thing is to make the training fun! Have a good time with the trainee. They are not in the Marines. Lighten up and have some fun. You will find that by lacing the training with fun you will actually take the trainees mind off the hard work at hand and they will actually reach the desired results without the stress most companies put on them. http://www.evancarmichael.com/Sales/3125/Small-Talk.html http://www.evancarmichael.com/Sales/3125/Small-Talk.html A trained professional salesperson uses small talk to try and qualify the prospect and make sure they are indeed a prospect. Real estate agents are notorious for it. They slide in things during the small talk like “Oh, where do you work?”, or “What do you do for a living?”, or “How long have you been doing this?”, that it sounds exciting? http://www.evancarmichael.com/Sales/3125/Goal-Setting.html http://www.evancarmichael.com/Sales/3125/Goal-Setting.html Instead of being overwhelmed by the enormity of his goal he just did 10% at a time and not only did he achieve his goal but after reaching his goal he took the next step and reevaluated his goals and set new ones. http://www.evancarmichael.com/Sales/3125/Consistency-and-Positive-Thinking.html http://www.evancarmichael.com/Sales/3125/Consistency-and-Positive-Thinking.html I also find it quite amusing that in our social life regarding the opposite sex we manage to keep an amazingly positive outlook. If that was not the case very few people would be married or have girlfriends. Look how much rejection we take before we find the right mate. If it will work in our social life it will work in our business life. http://www.evancarmichael.com/Sales/3125/The-Three-Legged-Sale.html http://www.evancarmichael.com/Sales/3125/The-Three-Legged-Sale.html Conventional wisdom tells you that if you can sell the leader you will sell the rest of them. That works sometimes. What do you do if the leader isn’t interested in your product or already has something similar? http://www.evancarmichael.com/Sales/3125/Are-Children-Good-Closers-In-Sales.html http://www.evancarmichael.com/Sales/3125/Are-Children-Good-Closers-In-Sales.html A young boy convinced his parents that by buying him that new video game he would be a lot safer than hanging out at game rooms where there were bad influences and maybe trouble. What a close! http://www.evancarmichael.com/Sales/3125/Eye-Contact.html http://www.evancarmichael.com/Sales/3125/Eye-Contact.html There are a million little things like this that make up the whole. I have literally made thousands of sales by actually switching gears right in the middle of a sentence when I see my talking point is not going to fly. For all the people that fancy themselves as professional salespeople, there are very few that really are. http://www.evancarmichael.com/Sales/3125/Self-Confidence.html http://www.evancarmichael.com/Sales/3125/Self-Confidence.html Product knowledge and hard work. It has never failed me, quite the contrary, knowing this information has enriched my life. If you believe in yourself, you will be amazed how others will believe in you, and how easy it will transform into sales. http://www.evancarmichael.com/Sales/3125/The-Ultimate-Closing-Technique.html http://www.evancarmichael.com/Sales/3125/The-Ultimate-Closing-Technique.html I hope we have all come to agree on the fact that a large part of sales is making people like you and making people feel good about themselves. Many times in my career someone I came into contact with during the day whether in a restaurant, gas station, convenient store etc. became my sale later that day, week, or month. http://www.evancarmichael.com/Sales/3125/The-Picture-Show.html http://www.evancarmichael.com/Sales/3125/The-Picture-Show.html If I am disappointed, my facial expression will show just that. My face and shoulders and posture is an exact replica of what I am saying. In fact, for training purposes I have given complete presentations without speaking and the trainees could clearly see the picture like a silent movie.