Sales Training Connection

MARCH 5, 2012

Selling Value. To maximize profitablity, your s ales force needs to do more than sell product – it must create value and manage price expectations. That’s a double barrel challenge that’s easy to say, but difficult to do. Let’s explore the first part of the challenge – creating value. Unfortunately, this notion of value has been talked about so much, by so many that the concept has become a bit fuzzy.

Maximizer 92

Maximizer Policies Discount Call-back 92

Sales Training Connection

MARCH 9, 2012

Sales management lessons from Dr. Oz. When I think of Dr. Oz – a kingpin of medical media – I don’t think of someone who provides advice on leadership. But in the current issue of Fortune , he does just that. In “the best advice I ever got” column, Dr. Oz talks about becoming chief resident at Columbia University and how he was mentored by Dr. Keith Reemtsra.

Knowledge Base 80

Knowledge Base Coaching Sales Cycle Sales Coaching 80

Sales Training Connection

MARCH 7, 2012

Becky Quick one of the anchors on CNBC recently related a personal story in Fortune that not only rings true, but reminds me – and I suspect many other women – of one of the “deadly sins” of selling. When purchasing a new car she did extensive research, and only needed to test-drive before “plunking down her money”. But it turned out not to be that easy ….

Buyer 78

Buyer Training Relationals B2B 78