by Lucy Arkell | Oct 30, 2013 | sales training
We are often compelled to use sales proposal outlines that are formulaic. Often these are created with a “promise of success.” More often than not, they fail to deliver. Those who read a lot of sales proposals know that most of them are underwhelming. They...
by Lucy Arkell | Oct 16, 2013 | sales training
Reporters, journalists, and political debaters have one thing in common: they fully understand how powerful questions can be. In sales, questions are also an extremely powerful tool for both communications and control of the sales process. Most people are not swayed...
by Lucy Arkell | Sep 29, 2013 | sales training, Uncategorized
In the first part of this series, we outlined what is required to make for a successful training program (be it sales or otherwise). In this final portion of the series, we’ll discuss those methods with the goal of creating an overall training and development...
by Lucy Arkell | Sep 28, 2013 | sales training, Uncategorized
In this two-part series, we will be outlining a basic plan for preparing and implementing a training and development program. We will assume that you already have goals set and just require a workable rollout schedule and strategic plan of attack to get things...
by Lucy Arkell | Sep 13, 2013 | sales training, Uncategorized
Bad news. Your customers hate you. Alright, perhaps not, but if you are guilty of any or all of the following four things, they probably do. Customers can have a lot of potential reasons for disliking salespeople, but there are some things that are generally universal...
