Sales Training To Grow People. And Grow Businesses
From the category archives:
Thanks for taking part in our video series. Tip #2 answers the question, “Why do prospects who initially showed great interest in our service suddenly stop answering e-mails, calls, etc.?” This is a cousin to yesterday’s question on closing percentages.
Bill Caskey will be dealing with this issue and others at the seminar called “Building Your [...]
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Over the next few weeks, we’ll be offering up some sales training tips for you trainers/sales managers who take that role in your company.
Never start any sales training unless your team has bought in to it.
I know this sounds like heresy. “Why on earth would we want the inmates running the asylum?” (as one of [...]
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“Nothing is more annoying than one who thinks they have the answers before they ask the questions.”
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“Bill, in our sales meetings, I ask one question: What have you done since last meeting to help your clients solve problems?” The changes have been remarkable.
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Value is the relief that your prospect feels when you can find and solve a pain they have.
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We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people – globalization – googlization – commodity pricing – readily available information on the web – etc. So we went out and looked for [...]
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When you’re in the “change” business like we are at Caskey, we come across a lot of companies/people who say they want different results in the market: more money, more fame, more customers, more profit, etc.Several weeks ago, a prospect sought us out to train his sales/marketing team. After he told us about his $2,000,000/year [...]
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I often hear from readers/listeners – telling me sob stories about the miserable sales development their company is forcing them to go through. Sorry about that. It’s not unusual for training companies to go about the whole training gig in the worst way.
In fact, I suggest to companies that unless you’re going to do it [...]
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We get asked all the time, “Where is sales training headed?” No crystal ball here, but I do see some trends that every sales manager and company president should be interested in.
As you formulate your selling strategies for the future, and sales training becomes part of that, you should look at how to deliver training [...]
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With the podcast that we do (www.advancedsellingpodcast), we get a lot of questions on what we think of sales training. Well, it’s kind of like asking the chef if the food’s good in the deli next door. You kind of know what his answer will be.
Most of the time, these questionners are wondering because they [...]
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