sales training
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21.
Got Any Sacred Cows?
- 2006-12-11
Over the years I have discovered that many organizations have a variety of policies, products, services, positions, techniques and even people that are what I refer to as 'sacred cows'. In other word... -
22.
Same Stuff - Different Day?
- 2006-12-11
Any time is a good time to sell creatively. Uncertain economic times are an excellent time to sell creatively. And, poor economic times require that salespeople sell creatively. What exactly do I me... -
23.
Do You Need To Get Back To The Basics?
- 2006-12-11
For many salespeople it would seem that a 'let's get back to basics' approach would be in order for any number of reasons:-The emotional buy-in to a difficult economy -Increased pressure from senior m... -
24.
Still Selling By The Numbers?
- 2006-12-11
For years, sales managers and sales trainers have been saying that sales is a 'numbers' game. I can recall my first sales manager telling me over 35 years ago, "If you will see enough people, you wil... -
25.
Do Your Salespeople Have Walk-Away Power?
- 2006-12-11
Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteris... -
26.
Negotiating Concessions
- 2006-12-11
First of all, effective negotiation skills will NEVER make up for poor selling skills or attitudes. With that as a given, let's look at some of the negotiation problems common to many salespeople toda... -
27.
Is It Easier To Create Or Discover The Sense Of Urgency?
- 2006-12-11
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings to the sales process. A question I have been asked many times in my sales seminars is: can you crea... -
28.
Do You Know What Your Lost Sales Are Costing You?
- 2006-12-11
Have you ever computed the cost of your lost sales revenue in a week or year?My 35+ year research of - the ratio of clients sales efforts to sales income, regardless of industry, organization size, in... -
29.
Do You Know Who Your Competition Is?
- 2006-12-11
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their co... -
30.
The Myth Of Sales Forcasting
- 2006-12-11
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats...
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