The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result is bound to be a lot of stumbling afterward.
The importance of the preliminary preparation of the salesperson in knowledge of his products or services has already been emphasized in the preceding posts on this blog. …

“Tell me and I forget. Show me and I remember. Let me do and I understand.” – Confucius (551 – 479 BC)
Research clearly illustrates that most people learn best by doing; by being in an environment that is conducive to what they are learning and by being able to actually put into practice whatever topic of interest is under discussion.
Sales seminars are dynamic tools that can educate; inspire; and enhance one’s knowledge of selling. Sales training, as in distance-learning courses and online training programs, may teach the basics of selling; …

Tomorrow, April 2nd, I am holding a webinar and there are only few more spots available. Title is: Find Buyers Who Are Ready to Buy…Now!
Learn to Identify the Trigger Events
That Motivate Prospects to Buy
“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The …

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now!
Learn to Identify the Trigger Events
That Motivate Prospects to Buy
“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy …