Hell

10 Point Plan To Boost Sales

10 Point Plan To Boost Sales

All sales teams at some point need a boost. When times are good and results are coming in there is less of an incentive for sales managers to demand extra effort. The problem we have is lead times. Lead Times Our definition of lead times is the average time between a...

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Sales Training & Discounting

Sales Training & Discounting

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his clients. They have been...

Hell

Sales Training & Negotiation

Sales Training & Negotiation

Some Thoughts On Negotiation Negotiation: can be defined as a process of bargaining by which agreement is reached between 2 or more parties. We all negotiate every day in a wide range of work and social situations. In sales we need to negotiate with our customers to...

Hell

Asking Questions

Asking Questions

The most important skill in selling is the ability to ask questions. I saw a quote recently that said “Asking questions is 3 times more persuasive than presenting information”. This is true. The best salespeople ask more questions and listen effectively. The least...