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Posts tagged "Sales Training"

The content of this Blog is provided as a result of some good questions I was asked following a recent webinar on Selling Value and Differentiation.  First, let’s set the record straight- we are ALL in sales!  Everytime a person speaks he/she wants to be effective, credible, convincing, impacting, – the list goes on – […]

We don’t tend to think of listening as a Power Activity because in and of itself, it has historically been a reactionary behavior rather than a proactive one.  Now is the time to change that!  When you are conversing with a client, prospect, superior or even a family member, clarity of communication is very important.  […]

I was recently talking to a client about the desired outcomes he wanted from the program I was going to deliver to his sales team.  As we discussed potential sub-topics which I felt should be included in the content, he said “I don’t think we want to include that one – our people have heard […]

Years ago Industrial Psychologist, Dr. Paul Green and I taught a two-day seminar entitled “The Interpersonal Effectiveness Seminar” based on the four behavioral styles and how to communicate successfully with people different from you.  Paul and I also learned from each other and from the attendees of this two-day experience.  A lot of people call […]

I was recently talking to a client about the desired outcomes he wanted from the program I was going to deliver to his sales team.  As we discussed potential sub-topics which I felt should be included in the content, he said “I don’t think we want to include that one – our people have heard […]

Be A Power Listener! We don’t tend to think of listening as a Power Activity because in and of itself, it has historically been a reactionary behavior rather than a proactive one.  Now is the time to change that!  When you are conversing with a client, prospect, superior or even a family member, clarity of […]

The first issue with asking prospective clients questions is: Do YOU have the inclination to do so? Many people go right into a discussion of their capabilities or products, their company, etc. without enough “discovery” taking place. I like the adage that anyone who goes into a presentation without performing some needs-analysis first is NOT […]