The Sales Association

NOVEMBER 9, 2011

There is so much training and support for people who conduct sales face to face, but what about the phone? Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Steve Richard is head of training at Vorsight ( [link] ). Posted by Jeff Arnold.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The Sales Association

MARCH 15, 2011

Do you offer training that would increase plant safety as it relates to your product or service? For instance: Do you offer better delivery schedules than the competition? Can you reduce the amount of product waste the customer is experiencing by offering suggestions on usage?

Distribution 25

Distribution Trade Show Consultative Selling Twitter 25

The Sales Association

MARCH 1, 2011

For instance: Help customers reveal needs by asking questions about their goals – These should not be general questions, but questions that relate to how you might help them. For example, “If you decide to go ahead with this, what plant will you want to have trained first?” Each question you ask should be purposeful.

Consultative Selling 47

Consultative Selling Trade Show Up-Sell Meeting 47