June 25, 2010 - by ASTD Staff
It's easy for clients to think of salespeople as the product they're selling. And, it's just as simple for a salesperson to look at clients as the products they'll buy. The problem with dealing with people this way is that in this equation, each of you is interchangeabl... More »
June 08, 2010 - by ASTD Staff
Great Training takes practice and knowledge of human performance improvement principles. Your job is to evoke a knowledge transfer that makes an impact to specific business results that are measurable and defined. But, not everyone listens to you. (Surprise!) Here are s... More »
June 07, 2010 - by ASTD Staff
Solving Problems According to the World Class Selling book "New Sales Competencies", Solving Problems involves "Creatively bringing new or alternative perspectives forward to overcome difficulty or uncertainty." How do we make it easier for you to manage solving problem... More »
Are you looking for a new way to bolster your sales training? Have there been strategies and tactics that you've wanted to learn more about but just didn't know where to look? Are you looking for a conference to attend but just don't have the time or funds to travel? Th... More »
June 06, 2010 - by ASTD Staff
LOSING SALES? PULL out of the game and WIN! Here is one of the most powerful closing techniques to get a prospect to MOVE and make a decision or give you their true reason for not buying. It is called "pulling" (as opposed to "pushing"). This psychological closing metho... More »
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