Training and the Sales Manager
The most often misunderstood function in a sales plan is the training of staff. The first rule of training is that nothing stays fixed. Training is an ongoing process that…
Marketing
Sales Training…Fact or Fraud?
Most claims of success by sales trainers are a fraud. Many sales trainers are like roosters taking credit for the dawn…they crow about the effectiveness of their workshops when, in…
Wrap Around Selling
In order to migrate (develop) a prospect up to buyer and then on to loyal customer requires a sales person to have an overall account management vision. What’s needed is…
Behavioral Science and Selling
In the early days of organized selling, when behavioral science was coming of age, some of the companies fielding large numbers of door-to-door sales people turned to the new science…
The “Born Salesman” Myth
Probably no myth is more pervasive than the idea that there are “born” sales people. What a crock. Granted there are some people who seem to naturally have the attributes…
Coaching Sales People
All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…
Beyond Consultative Selling
Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…
“Courting” the Customer
What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…
Great Sales People Are Great Fishermen!
Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…
Selling to a Higher Purpose
How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…
