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.

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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Five fresh ideas to get a meeting with a big shot

Five fresh ideas to get a meeting with a big shot

March 1, 2016 by

Chances are, you’ve heard of some over-the-top gimmicks to get a meeting with a highly important prospect. For example, you might send a valuable gift with something missing — a display case for three autographed baseballs with only two baseballs, or a remote-controlled something or other without the remote. If the bigwig takes a meeting […]

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