Sales Tools

The Problem with Sales Techniques

The #1 Technique to Becoming a More Effective Seller:  Don’t Focus on Techniques As I read all the advice and articles posted about the secret, magical words to say to a sales prospect that will always make them say yes and become a customer, I hope that everyone is reading the fine print: These ‘techniques’…

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You Can’t Overcome A False Objection

I see a lot written about effective strategies for dealing with objections, and I agree with most of the common wisdom about handling real/honest objections. What I think most experts, and reps, fail to understand, though, is that the typical strategies or steps that are effective in responding to a real objection fail miserably when…

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How Not to Start a Sales Training Initiative

Thinking of starting a sales training program within your organization? There is a wealth of information available on best practices and steps to implementation success. But do you know what NOT to do? The following is an excerpt from the ASLAN Training whitepaper: The Six Pitfalls of a Sales Training Initiative. Here we will cover the first…

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Tools for Teaching

Technology has affected many fields today, especially the world of education and training. Technology is more than just trying to explain to your grandfather what exactly “the Facebook” is, it is also how many today prefer to learn. Today’s businesses depend on technology to not only make sales training less expensive, but more efficient. How…

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