Know your products/services inside and out, this way you can listen intently to what your customer is saying rather than mentally running through products/services trying to remember details and specifics.
Only target 1 - 2 performance areas at a time. More than that is just too much for someone to handle and be successful with.
Coaching is about being proactive, while management is about being reactive. Keep any eye out for..
Change is a hard word to muster for most people. We don’t like it, and we don’t want it. However, it is necessary. If companies never changed, people would not be provided with a better service or a safer product. Businesses recognize that change is necessary, and that does not necessarily just apply to the product or service that they sell. Employees also need to experience change...
Training: intended for use during an introductory, learning, or transitional period. Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales..
Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great..