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ArchivesWhy Clients Resist Giving Quality Referrals
February 08, 2010, 9:55 AM
When you ask for referrals most clients will resist giving you quality names. Here's how to work with them to get past that resistance.
Why Creativity Is So Important for Salespeople
February 08, 2010, 7:05 AM
I just gave a program on Serious Creativity at an international conference in Las Vegas. The program shows business professionals the process for generating new ideas for business that work. What better skill is there than creativity for salespeople? You ...
Is Your Company Value Statement Killing Morale?
February 05, 2010, 10:00 AM
Your company value statement may be doing far more damage to your company than good.
From Classroom to Paycheck: Making Sales Training Work
February 04, 2010, 9:45 AM
Just attending that sales training session won't do a bit of good if it isn't converted into new behaviors. Learn how to take training from the classroom to your paycheck.
Are You a Sales Professional or Semi-skilled Laborer?
February 03, 2010, 9:55 AM
Are you one of the highest paid professionals or one of the lowest paid semi-skilled workers? In sales, it's your choice.
The Fastest Way to Call a Customer An Idiot
February 03, 2010, 7:30 AM
You would never start a sales call by telling a customer he’s an idiot. Yet a lot of salespeople do. What’s even more amazing is that they don’t even realize that they are doing this. Of course, they don’t come ...
When Are You Going to Change?
January 28, 2010, 7:30 AM
How is that working for you? If you watch Dr. Phil you know that’s what he asks people when they’re doing the things that make a mess of their lives. It’s not that they don’t know either. They’re in pain.
Do You Have Clients or Customers? Does It Matter?
January 26, 2010, 10:10 AM
There's a big difference between a client and a customer--which you have is critical to your long-term success.
Track the Wrong Numbers, Change the Wrong Behavior
January 26, 2010, 10:05 AM
The sales and prospecting numbers you track will determine the behavior you monitor. Track the wrong numbers and you'll track and change the wrong behavior.
Science, Your Brain, Imagination, Success and Failure
January 26, 2010, 10:05 AM
There are some scientific studies that indicate what you believe is what you become.
Latest Comments in Sales Coach posts
http://www.purecooke.com/2010/02/06/training-nd-coaching-are-not-the-answer-to-growth
http://www.purecooke.com/2009/10/19/sales-down-skip-the-training-hire-a-coach/ ...
http://www.frequentfollowups.com/whitepaper.aspx
- Robyn Williams
...
It can be quite mind-boggling how companies can spend many thousands of dollars undertaking training and then forget about the consistency of their training messages.
We make training videos which improves consistency of messages, but it still requires management at all levels to be one the same page. This is where refresher training is needed and getting all staff on board with the company vision, values and goals.
Informative article.
Cheers,
Marie-Claire Ross ...
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