Sales Training For Politicians

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How To Teach Politicians To Sell   The American National Election is still two years away and yet we are already in “political season”. As I study politicians at their podiums, I know that they are very focused on persuasion skills and changing people’s convictions but I don’t think most politicians are very good at it. I think politicians could … Read More

Train A Sales Team

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When You Train A Sales Team Please Include Everyone.   I’m glad you want to train a sales team and not just train your sales reps. If that wasn’t your intent, you may want to expand your thinking on this subject. There are many benefits to training every person that touches a customer and I’ll give you few examples in … Read More

How To Manage Major Accounts

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Discover How Top Sales Pros Manage Major Accounts   I enjoy working with large prospects because I find nothing in sales more exciting than closing a major account. However, as soon as the account is closed, major account management activities take over. These activities are designed to both retain and grow the account to its full sales potential.

Buying Signals

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In this article I’ll be discussing buying signals and the role they play in closing sales. After all, most sales reps want to learn about buying signals because they want to know the exact moment they should be asking for the order. Let’s take a look at how buying signals help salespeople to take the mystery out of knowing when … Read More

How To Control Sales Calls

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How Top Sales Reps Control Sales Calls   We are constantly reminding salespeople of their responsibility to control sales calls that they attend. However, we don’t really explain to salespeople how to maintain control of the sales call. Well, let’s get our arms around this issue.

Uncovering The Different Types Of Sales Reps

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Discovering Different Types Of Salespeople   I just read an article about the five different types of sales reps. Before I read that article, I read an article about the seven different types of sales reps. Yes, there was another article about the six different types of sales reps. I’m sure you see the point I’m making.

Responsibilities Of A Sales Manager

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Sales Manager’s Responsibilities   During my rather long career in sales management, I often wondered which of my sales management responsibilities had the most influence on the team’s productivity. To this day, I still grapple with that question. Sales management carries many different and diverse roles and responsibilities. It is difficult to pick one as being more important over the … Read More

How To Sell Home Improvement

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How To Sell More Home Improvement Products   I recently had an opportunity to spend some time with a salesperson that was in the home improvement business. After listening to his stories, I can tell you that selling home improvement products is a difficult way to earn a living. I’m sure that’s why the top home improvement sales reps earn … Read More

Best Sales Training Program

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Qualities Of The Best Sales Training Program   What criteria would you use to judge the best sales training program? I sincerely doubt there is one single best sales training program because much of it will be determined by the needs of the salesperson. That said, assuming one exists, here is the criteria I would use to determine the best … Read More

Empowering Employees

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Empowering Employees Is Good For Business   I can’t help but to study how companies interact with the public. Most of my work involved sales training and certainly a part of that involves customer interaction. Today, I’ll give you a specific example on how one company lost my business because their employees are not empowered or trained to deal with … Read More