Results

The Customer is NOT Always Right

  The customer may know what they want, but not always what they need.   Despite the incredible effort companies make to provide all the answers on their websites, along with a number of self-help tools, customers will always call. Maybe they don’t have a computer. Maybe they tried the website but didn’t have any…

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Fabio: The Poolside Sales Prophet

Fabio came to my house a few weeks ago. If you’re familiar with the Italian stud who regularly appeared on the cover of romance novels in the 80’s, you’ll know why I was home when he showed up at our door at 11:00 a.m. Fabio was there to provide a quote on renovating our pool,…

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Why and How to Determine the ROI of Your Sales Training Program

Sales training programs are just one of many ways to spend company resources to grow sales. A finite number of dollars is available for a seemingly infinite number of priorities, including product improvement and development, marketing, hiring quality employees, and more. When companies choose to invest in sales training programs, they should have clear and…

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Are You Really a Consultant?

I wonder if the lady at the tanning salon really knew the meaning of her title embossed on her name tag in bold letters: Tanning Consultant. But I’m getting ahead of myself. I’m kind of pasty white. You know the person you worry about when you see them at the beach. I have three skin…

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Anatomy Of A Bad Sales Manager

It seems to me that every sales VP attended a secret meeting in Vegas a few years ago and they all came to a consensus as to what was the most important focus area for hitting quotas – the front line sales manager. Overnight, it appears, everyone now agrees that the best way to impact…

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Can you hear me now?

I recently upgraded to a new cell phone. It took two trips to the store and two different sales people. When the first salesperson attempted to close with, “Is that the one you think you’d like?” I wasn’t sure. So I said, “I’m not sure if that will have enough battery time for me.” He…

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