Sales-Training
The Dos and Dont's of an Elevator Pitch
The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Read more →The Effectiveness of Selling Process
Selling isn't an opportunity to manipulate the potential buyer to do what the seller wants, rather than providing the buyer what he wants. If how you sell is without importance to your customers, that means they don't get what they expected. Read more →The Efficient, Professional Meeting: Use an Agenda
I know you?ve been there. You?re sitting in front of your prospect for the first time. They invited you to sit down. You look around the office or room, searching for a glimpse of an idea to start the ? Read more →The Exploratory Meeting - The Most Important Element In The Sales Cycle
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. Read more →The First Step to Stress-Free Selling (TM)
Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don? Read more →The Five Most Common Mistakes Salespeople Make
Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Read more →The Gatekeeper is Your Key to Sales Success
I hear it every day??I can?t seem to get past the gatekeeper. If I could just get through to the decision maker, I know I could make the sale.? It?s a common issue with sales professionals, but I will contend that much of it is self- inflicted. Read more →The Golden "Week" of Selling
Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob? Read more →The Growing Need for Auto Sales Training Outside Of the Dealership
Auto sales training is definitely a constant need in any successful auto dealership, and one that you will find many dealerships not implementing properly because of lack of time. Read more →The High Price of Comfort: Dramatic Results Require Dramatic Changes
Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money on sales training in an attempt to improve themselves. Read more →← Previous Next →
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Aphorism
Reporters would say, you mean they gave you guys a Nobel Prize for something as obvious as that [Modigliani & Miller theorem of corporate valuation]? And I’d add, Yes, but remember, we proved it rigorously.
Merton Miller