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Category Archives: Training

Blog > Archive by category 'Training'

The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to [...]

By John | Also posted in Coaching, Customer Focus | Tagged empathy, gathering information, question checklist, sales competencies, sales person | Comments (0)

Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all [...]

By John | Also posted in Customer Focus | Tagged business drivers, business issues, customer commitment, priorities, questions, team energizers | Comments (0)

Sales Energizer – SMARTER Questions

June 6, 2010 – 5:09 pm

As I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on [...]

By John | Also posted in Coaching, Sales Management | Tagged question checklist, questions, team energizers | Comments (0)

Sales Training – Common Mistakes

May 28, 2010 – 12:17 pm

How many times has your company run sales training with no visible effect on the business after the training? There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that their sales team can’t close, so they obviously [...]

By John | Tagged sales cycle, sales managers, sales person, training needs analysis | Comments (0)

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