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Sales Expectations





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Published on Jan 11, 2013

Understanding expectations is an extremely important part of the selling process. As Total Sales Pro Tom Post points out, there are multiple expectations from the various parties involved in any selling situation, including the salesperson, the salesperson's company, and the prospective buyer. The mark of a true professional in selling is the ability to bring all those expectations together, so that it's a win-win-win situation. Tom Post, the author of "Total Sales Pro Training" and a 30-year veteran of face-to-face selling in the broadcast industry, says that effective selling is the key to a successful business. "It doesn't matter whether you're a sales manager trying to boost the performance of your team, whether you're an experienced salesperson who's trying to reach the top of your field, or whether you're a complete newbie in the game of selling," he says. "You have to keep improving your selling skills and keep practicing your sales techniques if you're going to stay competitive in your industry. In fact, in today's super-competitive environment, if you aren't constantly upgrading your personal sales performance and the capabilities of your sales team, you won't be able to survive at all! That's why professional sales training is so important. When you learn how to sell by practicing classic sales techniques and by studying the latest sales tips, strategies for b2b sales, and top dog sales secrets, you can achieve the kind of self-confidence that gives you instant sales motivation and the vision you need to get past the fear of cold calling and handling sales objections to become an award-winning performer or a million dollar media rep. But here's the bottom line in sales success-- whether you're a General Sales Manager, a National Sales Manager, or a Local Sales Manager, you owe it to your company, your colleagues, and yourself to make sure that every single salesperson on your team is working at their highest possible levels of personal excellence. That takes more than world-class motivation, sales tips, and pep talks. Leading your team to sales success depends upon how thoroughly and how often you get them to review and practice the absolute basics of selling. When I talk about the basics, I mean understanding how to get sales leads, how to prospect, how to qualify sales leads, how to make cold calls, how to determine the client's specific needs, how to make a polished and professional presentation, how to handle objections, how to clarify goals and expectations, and how to close a sale. It also means knowing the importance of follow-up with clients so that you can turn a one-time sale into an ongoing source of big revenue. The fact is, it doesn't matter how much you've studied top-level selling techniques and honed your personal sales skills before. It doesn't matter if you've already read books or heard presentations by Zig Ziglar, Tony Robbins, Joe Girard, Jeffrey Gitomer, Dale Carnegie, Maggie Albert, Tim Wackel, Dan Kennedy, Jim Doyle, Frank Bettger, Tom Conway, Michael Guld, or Tom Hopkins, or if you've used premium sales systems like Vision Seven, System 21, the Patterson Principles, coLearn, 360 Ad Sales, or the Chet Holmes Ultimate Sales Machine. It doesn't matter how many sales training programs you've used in the past, or how successful your sales team has been. You can't afford to rest on your laurels, or base your reputation on last year's sales results. Your team needs lots and lots of repetition of the core principles of basic selling if they're going to push successfully toward higher goals. It's just like the professional golfer who wins big tournaments-- he's the one who goes out an practices his chip shots and his putting every single day, rain or shine. The know-it-alls on your team may tell you that they don't need any more sales training, but the total sales pros are the ones who are willing to repeat the basics again and again and again to get better results. The wise sales manager recognizes the need for ongoing sales training, but the person who is even wiser is the individual salesperson who understands that need for himself or herself, and then goes out and get the extra training, the extra practice, to become a total sales pro. That's why I wrote the Total Sale Pro book, and why I provide sales training services to broadcast companies and their outlets all across the country. I know the difference that really great training can make, and I'm personally committed to making a difference by helping you and your company achieve new levels of sales success." Tom Post's book "Total Sales Pro Training" is available now at; you can contact him directly by email at or by calling 407-489-1713.

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