Sales Training Manual

Introduction:Welcome to our Training Program!

Whether you are new at selling or an experienced veteran, the information here is specific to our services and it should give you everything you need to start selling newsletters successfully if you follow what I teach you here. I have over 50 years of sales experience.

Salesmanship is a true profession that requires a learned skill. Don’t think that you know how to sell when really you may not! This is the first mistake people who start to sell make. Over the years I have heard people say many of times. “Well, I have no skill in anything so I thought I would try and be a salesperson”. This is totally wrong thinking. If you think that way I hope to change your opinion. Every business owner or salesperson who sells a product or service must learn how to sell their services or products! Sales is a learned profession.

All business needs advertising and so do people who promote anything including themselves such as actors, speakers, politicians – look at all the millions of dollars Donald Trump spent to run for president. Advertising is in front of us  every day and everywhere, TV, signs on the street, magazines, email advertising and yes, marketing newsletters. And people are paying for that advertising because they believe or at least hope that it will bring new customers or clients. 

Everyone who sells has two choices. (1) Just go about selling in a half-assed, unprofessional manner and waste your time and fail at selling. (2) Or learn everything you can about selling the newsletters and make money. There is nothing in between. Anyway I am doing this training because I also want to make money. So here we go. As we go along I will be sending you sales tips to help sharpen your sales skills.

Part 1 
What is a Sales Role? 
A sales role is a type of position within a company that helps drive sales by fostering meaningful customer and client relationships, providing outstanding customer service and understanding how to talk about products or services in a persuasive and informative manner in order to get the targeted prospect to buy.
 
Is this work right for you?  Not everyone is cut out to be in sales. You need to evaluate yourself and decide. 

You need to be a self-starter. You are not going to an office that requires you to be there at a certain time - you are working from home. When you work a home you need to be a disciplined self-starter. If you are going to do this work you need to commit fully to it. You need to get in your mind that you are going to commit to a certain amount of time or hours at it a day or week. Even if it is only 2 hours a day. If this is not how you are, you will not be successful. If you think, "I will give it a try and see how it goes", you are not committed enough to putting in what it takes to do the job. 

You need to be able to contact people you do not know and present our services to them in a persuasive manner. If you are too embarrassed or shy to do this you will not make it. A lot of people are too shy to call up people and present an opportunity. We do not just send out emails and hope they buy. That is not selling. This is too passive. You MUST contact them and present to them that we have a good service that will benefit them. 

Try and be aggressive in reaching out to people by email and phone, but not aggressive when talking to them. That will turn them off. If they don’t agree to buy on the first phone call, don’t worry about it, call them back if they have not said a definite no to you. As long as the door is open keep going through it. If they do say NO ask them why they think the newseltter would not be good for them. Many you can counter this with a good answer.

What about you? Can you do this? Seriously examine yourself. If you can't, don't do it. There is nothing wrong with coming to that conclusion. Not everyone is cut out to be a salesperson. We all have different skills. Maybe this is not for you. If you feel you are able to do this and want to do this, we can move on to the next step of training.

 Part 2
Why are we selling marketing newsletters, and why are we selling them to real estate and mortgage agents?
These are two good questions. Firstly, it is what I did from 1988 to 2007. I sold marketing newsletter to mortgage and real estate agent all over the US and it was very successful. So since I have many years doing this I have the experience to do it again.

These real estate and mortgage agents are very much involved in advertising and they do a lot of it, more than just about anyone. Just Google any of our samples like Kathleen Vega, and you will see her on many sites. The same is true for all of our samples. Google any real estate or mortgage agent anywhere and you will see what I am saying. None of them are strangers to doing a lot of advertising. They are used to spending money on advertising and they need advertising. So they are our best prospects.

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