Sales Training To Grow People. And Grow Businesses
From the category archives:
By Brooke Green
So close…How many times have you been in this situation:
*You meet a prospect
*You take them through your process
*You ask them the right questions, tough questions
*They reveal that they have a problem
*They know it is costing them money
*They think you can help them fix it
*They say “NO” because they can’t afford your solution
WHAT? WAIT [...]
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Recently in our SELECT (advanced sales training) program, we got into a conversation about getting to the right person in the sales process.
As we went down the path, it became apparent that it was less a technique issue and more of an attitude issue on our part.
I went back in to the studio and recorded [...]
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Just like you have an outlook and a mentality of how you see the world, so does your customer. And many times that mentality they have does not fit in with your plans or your solutions.
Recently, I was asked to come in and do a half day training program for a group of 20 sales [...]
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By Brooke GreenI posted a blog a few weeks ago about the Fear of Learning billcaskey.com. In that blog, I talked about how the fear of learning can stop us in our tracks. It’s hard to believe that we would want to stay stagnant. Why wouldn’t we want to get better?
Sounds crazy, right? Not really. [...]
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By Brooke Green”Fear” Installment #1
I read an article recently in Fast Co. (www.fastcompany.com) magazine about the Fear of Learning. Marcia Conner states that while some people say that they need fear to excel, too much fear about what there is to learn can actually shut you down. It started me thinking about how fear manifests [...]
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I’m a huge Don Imus fan–or should I say, “I WAS a fan.” I thought he was brilliant in how he reinvented his career (after his drug filled 70’s and 80’s) and made his NY radio show a leading morning TV show. A lesson in repurposing content.
But his latest vulgar episode with the Rutgers basketball [...]
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Just finished The Secret DVD. Although the book left me a little cool, the DVD was quite good.
Here are my LIKES and DISLIKES and a recommendation. By the way, if you’ve been living in Bahrain the last month, The Secret is the Law of Attraction, which says you attract to things/situations that mirror your feelings [...]
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I heard a commerical the other night that posed a profound question: “Are you using all of the gifts (talents) that you’ve been given?”
Thoreau said many of us, “live lives of quiet desperation.” To me that means we sort of meander through life–taking what’s given us, but not really exploiting our gifts and talents.
As sales [...]
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You all know Dr. Phil. He talks of self-esteem and how important that is in leading a life of well- being and happiness. We all know the price we pay for a poor self image—lack of assertiveness, no dreams, unworthy goals, self-sabotage, little energy.
I am not a social psychologist, an Organizational Theory specialist, or a [...]
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(This is another post from a Journal I found from some of my self work several years ago).
What is it inside us that tells us we have to “prove ourself” to others? What is it that warns us that we “just aren’t enough the way we are”? Fascinating questions–ones I ask myself (since I’m a [...]
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