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Category Archives: sales training
3 Reasons why people say they hate sales people, but shouldn’t.
I can’t tell you how many times I have heard people say that they hate sales people. And my response is always the same. “You hate people who help you solve problems you didn’t know you had, or maybe you … Continue reading
Transition Points: The undersold sale
Life is and should be a constant transition point for most people. If you don’t have very many transition points, then I would highly encourage you to read further. Also, as a sales person or a person who wants to … Continue reading
Posted in business, career progression, Sales, sales training
Tagged Sales, sales training
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When sales people do this one thing it guarantees more closed deals.
In sales, and in my sales training workshops, I have always reminded people of this one simple fact of sales: When a buyer seeks to buy something, they will make the purchase when the value of whatever the solution (thing, … Continue reading
The one thing sales people must sell, but very rarely do.
Everybody wants a guarantee that it will work. You do, I do, and so does everyone else. Is this even realistic though? Absolutely not. We all have to take a chance and jump in on whatever it is. You have … Continue reading
5 books on sales that everybody should read, especially sales professionals
Sometimes a new book isn’t what you need. Instead you need to go back and reread a book you have already purchased and read. I can never get it all the first time around. So going back and reading it … Continue reading
The missing link between training programs and performance change
I recently conducted a training session for the Association for Talent Development. I discussed the missing link and followed up that training session with the article below. Training is supposed to change performance by changing behaviors. So often this … Continue reading
Moving others; Why everyone, including you, are in sales.
According the Bureau of Labor statistics in 2012, 1 out of every 9 people were in a job classification that was considered sales. So what about the other eight jobs? Well, according to a study conducted by Daniel Pink (author) … Continue reading
Three truths and a lie (Selling Intangibles)
I recently played a fun game called three truths and a lie with a group of colleagues at the office. It is a good way to get to know others that you work with and find out interesting things about … Continue reading
3 Steps to rid yourself from rejection in sales
3 Steps to Ensure You Won’t Have to Deal with Rejection Again Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to … Continue reading
Good Training vs. Bad Training; be wise in which one you attend
As a trainer, speaker and author for many years. I know what good training is and what bad training is. I have delivered both of them myself. I apologize publicly now to those participants. They probably know who they are. … Continue reading