Sales Training To Grow People. And Grow Businesses
Posts tagged as:
Just like you have an outlook and a mentality of how you see the world, so does your customer. And many times that mentality they have does not fit in with your plans or your solutions.
Recently, I was asked to come in and do a half day training program for a group of 20 sales [...]
{ 0 comments }
===JANUARY 31 ADVANCED SELLING PODCAST=== (15 Minutes)
In this first of a series, Bill Caskey and Bryan Neale discuss a theory called “Time Optimization,” which is optimizing the time you spend by doing your “highest use activity.” This is not a lesson in time management. Rather, it is a manifesto that calls for a different way [...]
{ 0 comments }
(This is another post from a Journal I found from some of my self work several years ago).
What is it inside us that tells us we have to “prove ourself” to others? What is it that warns us that we “just aren’t enough the way we are”? Fascinating questions–ones I ask myself (since I’m a [...]
{ 1 comment }
In my observation of sales people, I’ve come to the conclusion that everyone falls on a continuum between highly skilled professional and poorly trained amateur. The people at the latter end of that scale are not bad people–they are just badly trained.
And nowhere does it become more apparent than when the sales person talks about [...]
{ 2 comments }
Well of course, you know the answer to that question before we start.
But I’d like to share some observations that may make it easier for you to train your PM’s in communication skills. It seems that companies are relying more and more on their PM’s to manage the client relationships and generate referrals so [...]
{ 0 comments }
Have an upfront understanding prior to a sales call.
I’ve been called on by a lot of sales people over the years. And few–very few–ever tell me what the call is going to look like. They never send an agenda upfront–they never tell me the process they’ll use–they never tell me what the outcome could be.
Shame…shame…shame….
If [...]
{ 0 comments }
It’s your responsibility as the seller to raise the yellow flags. What are yellow flags? They are those objections that customers usually raise–but in our method, it’s up to us to raise.
If you are going to control the sales process–which you should–then you have to be the one raising objections. The person with the power [...]
{ 1 comment }
What is there about health clubs that turns nice, normal people into hammering sales people. I visited a local (new) health club this weekend. I’d had it with rain, cold and snow and their interference with my health. Rachel was my “tour guide” (a.k.a. pressure sales person).
I know that she wanted to care about [...]
{ 1 comment }
You get what you tolerate. Agree. But how can you limit what you tolerate from others? You can tolerate nothing but high integrity and high intent from yourself. Here’s how it works: You go see a prospect hoping to sell something. You are behind this quarter and need the sale.
He begins his ‘lying dance’ [...]
{ 0 comments }
