I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start “selling” me on his services and he … Continue reading
Sales Training
Sales Training is a journey, not a destination. Training sales people requires communicating techniques and on-going feedback on results in the field.
Fire a Prospect
Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact. They don’t return your calls because they know you’ll call again. This Firing … Continue reading