Workshops and seminars are a great way to instigate new techniques or to train employees about a product. They provide helpful tools and tips to improve sales, and they give representatives real world applications that are geared towards the bottom-line. After most workshops, employees return to the office re-focused and ready to make an impact; however, a couple months down the road those tips..

Training is important to every business. Employees go through training sessions when they begin at a company, and most are sent to seminars at least once or twice throughout their employment. These sessions provide tips, tools and techniques to perform a job to the best of a person’s ability, and they are beneficial to employees…for about a month or two. Oftentimes, upper-level management does..

Handling price objections is a skill that needs practice. Most salespeople need to build their confidence in this area since it can be a daunting task when a customer proceeds to push for them to lower the price. Managers need to step in and coach their employees through the process of rejecting a price objection. This can require one-on-one coaching, group sessions or peer-to-peer meetings.

Price objections. They are the one thing every sales person receives, and it is an area that most sales people need help. A sales person’s typical response is to go to the manager to find out if the product or service price can be lowered, and while in some cases this may be necessary, it is not always the right solution. There are ways to combat price objections:1. Fully understand the..

I recently read a great piece by Maritz Reserach and it blew me away. We really need to coach our employees for a variety of reasons and this research really tells us why.

Experiences. They are what drive customers to continue using a company’s products and services, and they shape our consumer’s thoughts and beliefs about a company as a whole. These days, people are using the World Wide Web to voice their opinions, and they are being heard:

How Managers Can Help Reinforce Training

What makes a good movie? Certainly it’s the plot and the production, but the actors play a vital role in drawing the audience in and making them believe in the events that are flashing across the screen. However, actors do not just read over the script once and then give an Oscar worthy performance. It takes skill and practice, lots of practice, to make sure each scene is perfect. Actors take..

Sales people MUST possess an upbeat and powerful attitude all the time. But, managers must also have the ability to focus, coach, and develop each rep's attitude as an element of their job! Why, because so often our attitudes affect the way we learn, how we are perceived, and ultimately how we approach our job day to day!

My sales staff hates to role-play: WHO CARES