by Lucy Arkell | Mar 14, 2014 | sales training, Uncategorized
Three things define the strategy used in every negotiation: Trust, Time and Tactics. Often, the tactics will be defined by trust level and time commitment, but time can be used as a tactic and trust can be built over time. The key to successful negotiation is...
by Lucy Arkell | Jan 30, 2014 | sales training, Uncategorized
Trade shows are often seen as a necessary evil. Sales teams are often obligated to attend in force as the potential for making contact with numerous prospects is huge, but the process of the show: setting up, running the booth, circulating the floor, after-show tear...
by Lucy Arkell | Jan 15, 2014 | sales training, Uncategorized
Every salesperson who has anything more than a modicum of success has the same traits as others who’ve done the same. No doubt you’ve seen hundreds of these lists before. Whole books have been written about them. Yet these five traits are so fundamental to...
by Lucy Arkell | Dec 30, 2013 | sales training
The majority of salespeople make the same mistake. Every time. They spew instead of talking. They blather instead of conversing. They barf instead of communicating. They launch into (generally canned) histories about their company, background on the product, pitches...
by Lucy Arkell | Dec 16, 2013 | sales training
When we think of robots, we think of mindless machines that do repetitive tasks over and over. The robots at an automotive assembly plant, for example, tediously repeat the same welds, bolt-ons, paint swipes, etc. all day, every day. Over and over. People get this...
