Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]
Sales Training Consultants
Performance Through People
- Category Archives: Sales Attitude
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The Challenger Sale
May 10, 2013 – 6:47 pmAlso posted in Sales Process, Training Tagged business issues, complexity, customer commitment, gathering information, sales competencies Comments Off on The Challenger Sale
What a Customer wants to see from a Sales Person
May 7, 2011 – 12:03 amI often run this as an exercise on a flip chart or whiteboard – down the left hand side I write I K E A And I say these are the 4 things that a customer wants to see in a sales person (especially if they are Swedish!). So I is for? Integrity – honesty, […]
Also posted in Customer Focus Tagged empathy, relationship, sales person Comments Off on What a Customer wants to see from a Sales Person
Sales Objections
July 20, 2010 – 3:32 pmI was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]
Also posted in Customer Focus, Handling Objections Tagged empathy, gathering information, qualification, questions, sales competencies, sales person, value proposition Comments Off on Sales Objections
The Best Sales Poem
June 8, 2010 – 4:12 pmSorry, but I seem to be having a Kipling day (no, not the one the bakes exceedingly good cakes, Rudyard). Having written the last post I began thinking about one of my favourite poems and one, that I believe, says so much about the attitude and virtues of professional selling. So here’s the poem – […]
Tagged authenticity, empathy, patience, priorities, sales person Comments Off on The Best Sales Poem
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