Research-based and field-tested sales training ideas that help you develop your team so they can prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

Salespeople need their rest

Salespeople need their rest

June 7, 2016 by

If your salespeople are burning the candle at both ends — or staying out late carousing with customers — they might not be learning much — from training sessions, from bosses or from buyers. Many studies have confirmed that sleep is vital to learning. It helps the brain process new information and lock it into […]

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Harness the power of promises

Harness the power of promises

May 11, 2016 by

Actually getting people to say “yes” out loud matters. Restaurant hostesses who took reservations over the phone typically told callers, “Please call if you have to cancel.” Changing to a question: “Will you please call if you have to cancel?” — and waiting for a “yes” response — increased compliance by 33%.

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