Training and Motivating Sales Staff

So often we hear about companies training their sales staff and spending hundreds of thousands of dollars to make sure that they are trained correctly and properly. Then we see that the average salesperson stays at the company less than six months and the training that has been an expensed to teach them goes out the window.

Do You Train Effectively?

Training is not the exercise of a dormant ability. Learn to hold effective training meetings by training yourself first.

Business Simulations – The Next Generation Of Corporate Training?

Business simulations – the next generation of computer games, or the next generation of corporate training? Well, perhaps they are both.

Are You Selling By The Numbers Only?

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 will make enough sales.” First of all what’s enough sales? Second of all, how many is enough people? Thirdly, is this the best approach to take to prospect for new business? This is why I hate clich?s and managers and sales trainers who quote them only because that is what they have heard for years.

3 Magic Questions to Ask That Will Close Any Sales Deal

Here is a simple, time tested method of eliminating 90% of your prospect's objections by asking 3 simple questions within 5 minutes of talking to your prospect. Use these methods below to qualify, warm up, gain trust and make friends with your prospects. Remember, people buy from friends, not strangers.

Control of the High Seas

As you roam the High Seas you need to know who is in charge.

Sales Training Effectiveness: Increase Your Bottom Line With Sales Training That Sticks

Why are sales training programs so often unsuccessful? The typical company spends tens of thousands to hundreds of thousands of dollars to put its entire sales force through the sales training program touted to increase its bottom line numbers. But only a small percentage of participants embrace the new skills taught.

The Wrong Questions For Beginners At Work

There are questions that backfire. Dangerous questions, smug questions, and silly questions make you look dumb. Not all questions will make you look dumb it depends if your question is dealing with-

Pharmaceutical Sales Training

Pharmaceutical sales training is essential to ensure a broad customer base and satisfied customers who continually return to your company. It is not easy to sell pharmaceuticals without knowledge of the market or which people you are trying to reach and how to reach them. Pharmaceutical sales training is therefore essential for your company's growth.

Tuning Your Listening to the Next Level

Active listening techniques are so 20th Century. Simply showing customers that we’re listening is not enough. We need to concentrate and turn up our listening volume and really focus on our customer. This article shows you how.

Dealing With a Difficult Prospect

When faced with a difficult prospect most salespeople avoid the real issue. Why cost yourself business when with one simple statement you may be able to turn them completely to your way of doing business.

5 Easy Steps to Closing the Sale: Step IV

This is Step IV in the 5 Easy Steps to Closing the Sale. In this step, I discuss how to recap the conversation to make sure you've identified the prospects needs.

How Empathic Listening Can Help Build Long Lasting Customer Relationships

Listening is the least used skill by most sales people. Everyone wants to talk about products and services, features and benfits. It's the sales person who listens that gets the best customers.