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 […]
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Performance Through People
- Tag Archives: team energizers
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Sales Mindset – The Problem Solver
June 7, 2010 – 10:46 amPosted in Customer Focus, Training Also tagged business drivers, business issues, customer commitment, priorities, questions Comments Off on Sales Mindset – The Problem Solver
Sales Energizer – SMARTER Questions
June 6, 2010 – 5:09 pmAs 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 […]
Posted in Coaching, Sales Management, Training Also tagged question checklist, questions Comments Off on Sales Energizer – SMARTER Questions
Why Sales People Don’t Call High
April 21, 2010 – 11:01 amMany sales people seem to be happy to slug it out with purchsing on price, without ever considering the alternative – Sell! Yes, that’s right, actually pick up the phone to key decision makers and sell. To introduce this topic and debate why this happens in my workshops, I often run a team quiz based […]
Posted in Executive Selling Also tagged calling high Comments Off on Why Sales People Don’t Call High
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