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 | 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...
