As a sales motivational speaker I get the pleasure of working with thousands of salespeople every year and I get asked about many sales training challenges that they face. One area that rears its ugly head quite frequently is the act of reaching and building rapport with senior decision makers. Many succesful salespeople who prospect new clients effortlessly every day can be pushed out of their comfort zones by asking them to contact CEOs, MDs and COOs. The ability to find, locate and build rapport with senior decision makers is critical if … [Read more...]
The Sales Apprentice: Sales Training Tips From The Hit TV Show, The Final
June 13, 2007 By 4 Comments
After last week’s flashback to what interviewing might have been like in “Life on Mars” with it’s sexist questioning tactics aimed at proving woman with children have to make their case to work, tonight’s episode was back to business as normal with a task.. This was billed as the “head to head” between Simon and Kristina but turned out to be more of a battle of egos between many of the “bit “ players. This was Rosencrantz and Guildenstern centre stage and it wasn’t pretty. Not so many … [Read more...]
Dress For Success: Sales Training Tips That The Politically Correct Won’t Tell You
March 27, 2007 By Leave a Comment
What’s the weather like with you today? It’s gorgeous here! Last week I got caught in a blizzard driving back from Liverpool… this week it’s beautiful. Everyone is out and about and the police force, who seem to vanish from the streets in the winter, are all out and walking around. Strange that! So I was driving up a hill and slowed to let some children cross the road who were coming out of a first school when I noticed that the “lolipop” man (I suppose I should say person, but it was a man!) was talking to … [Read more...]
