by Lucy Arkell | Oct 29, 2014 | sales training, Uncategorized
The price of a product, whether wholesale or retail, is about a lot more than just the cost to produce it plus a percentage for profit. It’s also about perceived benefits. For example, the price paid for a product tells the purchaser that the product will have...
by Lucy Arkell | Oct 15, 2014 | sales training, Uncategorized
For many salespeople and sales managers, one of the toughest parts of the job is negotiating the deal. The customer wants to buy from you, perhaps even needs to buy from you, but will negotiate hard to get the best deal they can. There is nothing wrong with that, but...
by Lucy Arkell | Sep 30, 2014 | sales training, Uncategorized
Sales training and development is big business and can create actionable change in a company’s sales force. There are, however, a lot of programs and gimmicks that might sound good when presented by the professional hoping to contract to do the training, but...
by Lucy Arkell | Sep 16, 2014 | sales training, Uncategorized
Quite often, purchasing departments are the bane of the salesperson. They’re often stressful, difficult to deal with, and seem contrary to the goals of the sales department. A purchasing department is basically a bureaucracy created with the sole purpose of...
by Lucy Arkell | Aug 27, 2014 | sales training, Uncategorized
If your sales quota is 100 units per month and the worst performers on your sales team bring in 65 or 70 sales per month, you should count yourself lucky rather than wanting. Any member of your team who consistently performs is worth keeping. Even if the performance...
