Few would argue that the best place to train salespeople is in the field, observing the salesperson selling to real customers. However, the things sales managers and sales management in general typically get wrong are:
Do you have a clearly defined salaes strategy? (Targetsegments, markets,customers?) can you, and your sales team explain the strategy if asked to?
How to find the 25th hour in your day?
1. Cut back on the time you spend watching television, aimlessly surfing the web, etc. Anything you do on an average of 30 minutes each day consumes a full week’s time for every year of your life.
Many sales people fall into the trap of attempting to close the sale too soon and risk scaring off their customer and losing the whole opportunity to make the sale. In this article, we’ll look at the proper sequence of managing a series of rational and orderly events within a sales interaction.
This article provides an introduction for anyone planning to implement a change programme in the workplace. Its key aim is to assist in the planning process by covering the basic building blocks of change.
This fact sheet is designed to help you to develop your business networking skills, in order to retain and gain customers and suppliers, and to expand your range of beneficial contacts.
Many organizations use the term “value proposition” and refer to adding value without really doing either. Who defines “value”?
In sales, there are two levels of value proposition – the “general” one that you may use to hook the customer or prospect’s interest and then the “specific” proposition as the key part of your presentation.
A sales cycle is the time from when a salesperson first makes contact with prospect to the moment when a sale is made or finalized. For example, if a copier sales rep makes a cold call from a list of prospects and reaches one, that is the start of the sales cycle. When she finalizes the deal and makes delivery of the copier that is the end of the sales cycle. The time in between the initial cold call and delivery is the sales cycle.
Since 1998 Scitron Training has successfully provided it's customers all over the world with high quality training materials and ready to deliver courseware packages as well as delivery through our cadre of international highly experienced trainers and consultants.
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