Consultative Selling, Commitment and Training - Like Oil & Water
Understanding the Sales Force
MARCH 14, 2014
So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. Consultative selling is not what most people think it is.
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