Our sales training blog has just been referenced by this rather nice blog site on how to break into and excel in medical device sales, Non Sterile. Although there are many skills that are required for successful sales negotiation I think their point about being in the "right frame of mind" is critical. One of the communication skills employed by all successful salespeople at whatever point in the sale is the almost psychic ability to know what the other party is thinking. This skill, of course, is not psychic nor is it magic it … [Read more...]
The Sales Apprentice: Sales Training Tips From The Hit TV Show, Part VII
May 9, 2007 By 2 Comments
Ring! Ring! Ring! 6am and the teams are ordered to meet at the Lloyds Building. Cars will be with them in 20 minutes. Clearly, getting ready fast is important for big business people! How do all those Sales Apprentices get ready so fast? On arrival we found out that today’s task was all about “buying”. SAS wanted to test the sales negotiation skills of the teams by pitching them into a series of separate sales negotiations. To facilitate this, each team was given a list of 10 items which they had to buy for the least … [Read more...]
The Sales Apprentice: Sales Training Tips From The Hit TV Show, Part VI
May 2, 2007 By Leave a Comment
With the words that he was accepting no excuses about not speaking the language SAS set our intrepid Sales Apprentices the task - “take the best of British food products and sell them to the French”! Our teams were to buy their food and sell it from market stalls in an upmarket French town. With a quick balancing out of French speakers and the installation of Lohit and Paul as project managers they were off. There were plenty of sales training tips to choose from today! I have to say that I am beginning to wonder where the class … [Read more...]
Why You Should Start High When In Sales Negotiations
April 22, 2007 By Leave a Comment
One of my most popular sales training seminars is my Sales Negotiation Skills programme from the "Ingham Sales System". I think that there are many reasons for why this sales seminar is so popular but I am not going to go into them now! What I do want to do however is reiterate one of the simplest sales training strategies from this sales seminar... Start high in sales negotiations. As a strategy, there would be few salespeople or sales managers who would argue with this strategy however on my travels I am constantly … [Read more...]
Why I Bought Private Medical Care And Why You Should Sell On Value And Never On Price
April 17, 2007 By Leave a Comment
One of the messages that us sales trainer types have been very good at getting across over the last few years is the motto of selling on value and not on price. In sales training seminar after sales training seminar around the country sales managers, sales directors and sales trainers keep banging on about value being key not price! As such, when I ask the question, all salespeople are quick to say that we should sell on value and not price. So why then do they rush to discount so fast? And moan about how their competitors are under … [Read more...]
