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Low Self-Esteem- 100% Fatal for Salespeople

Low Self-Esteem: 100% Fatal for Salespeople

By 英雄联盟竞猜视频比分 Training / July 19, 2010

Q: What’s the one thing a salesperson must avoid if they are to be successful? A: I study salespeople for a living. The majority of them don’t lose because of product inferiority, pricing excesses or poor sales technique. They lose because of low self-esteem! We all start out with perfect self-esteem. Ever met any three-year-olds…

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How Do You Respond to Your Client's Budget Objections

How Do You Respond to Your Client’s Budget Objections

By 英雄联盟竞猜视频比分 Training / July 15, 2010

Many salespeople bail out long before they get thrown out. Do you ever wonder why so many salespeople leave a sales opportunity too early? Salespeople often enter a sales discussion worried about the inevitable money step. What will I say? What will I do? What if they don’t like the price we are charging? What…

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The Fourth Wall of Business

The Fourth Wall of Business

By 英雄联盟竞猜视频比分 Training / July 12, 2010

In the theater, the “fourth wall” is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guysall fit within the story being told. If the fourth wall is “broken” the audience is directly acknowledged-the spell…

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Having a Poor Memory Is Essential to Sales Success

Having a Poor Memory Is Essential to Sales Success

By 英雄联盟竞猜视频比分 Training / July 9, 2010

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from…

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Going from a Typical Salesperson to a Trusted Advisor in Three Easy Loops

By 英雄联盟竞猜视频比分 Training / July 6, 2010

Recently I was working with a company’s executive team in reviewing the progress we had made together in solving a longstanding, difficult problem that had stunted their growth for years and slowed their momentum. It was rewarding to see their excitement as we reviewed the results of our efforts together. It was a good team…

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Email Is Not a Sales Strategy

By 英雄联盟竞猜视频比分 Training / July 1, 2010

I don’t like emails! Thought I’d get that out on the front end so there’s no mystery as to where I am heading. Now you’re wondering what in the world has happened. What did he do wrong? What caused such a negative reaction to something as simple, routine and harmless as email? Well, actually it’s…

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Wake Up Call

By Bill Bartlett / June 30, 2010

I have been doing a lot of traveling during the last two months. In spite of Chicago’s brutal weather and some minor inconveniences, my flights and hotel reservations have gone remarkably smoothly and I have experienced a high level of customer service. I had, however, an out-of-the-ordinary encounter at my hotel last week. It was…

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Call Higher or Die Slowly

By 英雄联盟竞猜视频比分 Training / June 28, 2010

In today’s environment we have to stop acting and looking like beggars with briefcases and begin to recognize that the name of the game in 2010 is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers. In today’s environment, the best salespeople call…

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Before You Approach a Prospect, Consider the Lifetime Value of the Relationship

By 英雄联盟竞猜视频比分 Training / June 23, 2010

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you. Many salespeople will say and do almost anything to make the sale. Too few will take the time to fully understand the prospect’s real needs…

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As a Salesperson, Are You a Thoroughbred or a Greyhound?

By 英雄联盟竞猜视频比分 Training / June 22, 2010

If I asked you casually in passing, which would you consider analogous to your sales style -beinga greyhound or a thoroughbred- you might pause and consider the characteristics and traits of both, and after pondering, see value in both. It might be a difficult choice on the surface, however, if you look more closely, you…

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