See if you or your sales team can answer them When preparing to do a sales training program, I always interview several people on the team. This includes managers as well as a representative group of salespeople. By representative, I mean new versus experienced as well as those selling multiple product lines. That may be […]
See if you or your sales team can answer them When preparing to do a sales training program, I always interview several people on the team. During each of those interviews, I have a short window of time to discover as much as I can about them, their specific strengths/weaknesses, their specific market, and what […]
2 requirements to win sales and influence customers with an aggressive approach The best salespeople I know are very aggressive. I didn’t say they were pushy, salesy, or annoying to their customers. Quite the opposite. Their customers love them for their aggressive style. Often, when I am brought in to work with a sales team, […]
2 requirements to win sales and influence customers with an aggressive approach The best salespeople I know are very aggressive. I didn’t say they were pushy, salesy, or annoying to their customers. Quite the opposite. Their customers love them for their aggressive style. Often, when I am brought in to work with a sales team, […]
Quit talking and let them test drive your products My friend Jim got up to the podium to make his presentation. Everyone before him had great PowerPoint presentations. He had nothing. His opening line was, “I’m sorry I don’t have any pictures. So, you’ll have to settle for my thousand words”. It was a great […]
Quit talking and let them test drive your products The picture enclosed is what I drew up as the order of learning. As someone who runs training programs every week, I needed some way to explain to my audiences the importance of putting their customers in the driver’s seat of their products. Your customers are […]
Your personal brand is as important as your company or product brand You may not realize it but you have a brand. Just like your company or the products you sell, your customers have an image (brand) in their minds when they think about you. Many companies think they own their brand. While they own […]
Your personal brand is as important as your company or product brand You may not realize it but you have a brand. Just like your company or the products you sell, your customers have an image (brand) in their minds when they think about you. Many companies think they own their brand. We can certainly […]
“I can’t…” is often the problem Prior to any sales training workshop, I have attendees fill out a self-assessment. On it, they rank themselves from weak to strong in many different selling skills. Then, I interview several of those salespeople to get a better understanding of their role, their territory, and their challenges. These skills […]
“I can’t…” is often the problem Before any sales training workshop, I have attendees fill out a self-assessment. On it, they rank themselves from weak to strong in many different selling skills. Then, I interview several of those salespeople to get a better understanding of their role, their territory, and their challenges. These skills are […]
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