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.

‘Get lost,’ the prospect told me

‘Get lost,’ the prospect told me

May 14, 2012 by

In this greatest sale, a sales rep manages to get past the prospect’s initial refusal to talk and offers a compelling reason to switch vendors. His experience in getting past the initial “no” can help you in your future sales. Read on to learn how he did it, and what to take away from his success.

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To buy … or not to buy

To buy … or not to buy

May 9, 2012 by

Purchase anxiety is common in high-stakes sales. Fortunately, it’s a temporary condition. With the right approach, you can help your buyer deal with it and move on. Read on to learn what that approach is, and why other techniques can be disastrous.

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