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I often have conversations with prospective clients who ask me to teach there people to close more. They believe that the more salespoeple close the more they will sell. You can even tell in his language. What he wants is some simple old fashion, old school ‘always be closing’ 1970’s ‘pushy selling’ training. That in a lot of cases will get an immediate result. It scares the Read the rest of this entry »
Why most sales training does not work.
Imagine the scene. You have spent thousands of pounds on a new sales training programme. You were promised that it would transform your sales team. The event went well, the team appear to have picked up some fantastic new techniques and ideas, the feedback forms look terrific. The whole event was motivational and enjoyable, not stuffy like courses you’ve had in the past. Everything looks great. They are all excited about applying these new ideas!!
Then the team return to their sales offices and are too busy to implement the changes, so they bask in the knowledge that they now know more, but end up not Read the rest of this entry »
