sales training consultants


Recent Posts




Sales Training Consultants

Performance Through People



Category Archives: Customer Focus

The New Buyer

May 19, 2010 – 10:19 am

Have you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]

By John | Also posted in Negotiation, Sales Process | Tagged , , , , , , | Comments Off on The New Buyer

Buying and Selling Cycles

May 7, 2010 – 3:37 pm

So what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]

By John | Also posted in Sales Process | Tagged , , , , | Comments Off on Buying and Selling Cycles

What Customers Want From Sales People

April 20, 2010 – 9:33 am

Do you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]

By John | Tagged , , , | Comments Off on What Customers Want From Sales People



Can we assist with your training requirements? Just email us now with your details and we'll get back to you.

Contact john@sales-training-consultants.co.uk

Bookmark The Site.

    Home     Sample courses     Sales skills     Management skills     Personal effectiveness     Consultancy     Training needs analysis     Sales force assessment     Competency based training     Training design     Sales training     The need for training     For company executives     For customers     For sales people     For sales managers     Types of training     Core sales skills     Business acumen     Individual Effectiveness     Sales induction     Delivery options     elearning     Face to face     Seminars     Power hours     DVD/CD     On the job     Measuring success     Level 1 - reaction     Level 2 - learning     Level 3 - behaviour     Level 4 - results     Common mistakes     No clear objectives     Its not sales training     What changes     No executive sponsorship     An isolated course     No sales engagement     The way forward     Tailoring for your needs     elearning for the basics     Face to face for momentum     Power training to re-enforce     Management training     Leadership     Driving the team     Coaching for results     General management     Case studies     Moving from product to services sales     Virtual team leadership     Selling managed services     Developing sales people new to IT     Delivering key executive messages     Changing management behaviour     Resources     Friends pages     Training quotes     Training feedback     Sales training books     Sales books     Leadership books     Management books     Self Help books     Sitemap     Contact

2007 Copyright © http://www.sales-training-consultants.co.uk
Bookmark and Share