Sales Training in Action: Fixing Mistakes, Step One

What is the first step toward fixing a sales mistake that alienates customers and costs you business? You have to recognize that you did, in fact, make a mistake. And you have to know what the mistake was. That’s one way that great sales training can come in...

Mistake? What Mistake?

What is the first step toward correcting any mistake? You have to know it’s a mistake and that you just made it. In sales, as in any other endeavor, when you get a kick in the pants, it helps to know what you did wrong. What rule did you break? What sales skill...

It’s All About the Plan

In sales, a lot of deals are won (or lost) in the pre-call plan. If the sales training programs and sales coaching initiatives your company relies upon do not include extremely good advice about planning, you are wasting your money. My own sales training courses are...