Price objections can be divided into three classes:

1. Those which are not meant by the customers from the point of view of value, but that the prices are higher than they can afford to pay. These customers desire a cheaper grade of products.
2. Those which are made solely for the sake of argument. Many customers think it is their duty to make many objections in the course of buying, and their most frequent objections are to price.
3. Those objections which are made with all sincerity. The customers object because they sincerely believe that the prices are too high for the products. They are sincere in their objections, and believe in what they are saying.

When an objection is made to price, you should be able to tell to which class it belongs. If the products are too expensive, you should be able to read this, and to judge what the customer is able and willing to pay.

Many salespersons can’t tell this kind of price objection, and continue with presentation to prove that the price is satisfactory from the point of view of quality. This is not the cause of the objection made, and the customer knows it. If the customer can afford to pay the higher price, in a few cases you may be successful. If this is the case, you should know it, and continue to sell with that in mind. On the other hand, if the customer can’t afford to pay the higher price, the sale is lost.

Great number of sales people are not able to distinguish between these two classes of customers, and they wonder why they are not more successful. Let me give you an example.

Recently, I was shopping for a Christmas present for my spouse in a big retail store where I witnessed a conversation among the customer and a saleswoman.

The saleswoman showed to a customer a nice dress with a higher price tag. The customer said the price was too high. The saleswoman thought that she meant that there was not a value in the dress priced higher. Arguments were used to prove that the price was not too high considering the quality of the dress.

The customer repeated that the price was too high, and added that she wished to see something less expensive.

The saleswoman even then did not understand the reason for the objection, and continued with arguments to show value. Eventually, the customer went out without buying. The saleswoman wondered why she did not make the sale.

If she had been able to read human nature, she could have told that the objection was because the price was higher than the customer could pay. This being the case, the sale under ordinary circumstances would have been made if a products of lesser value had been shown.

Next time when you hear a price objection from your prospects, try to understand to which class of this three this objection belongs and than try to handle it properly.

How to Handle Price Objections is a post from: The Science and Art of Selling by Alen Mayer

1. I’m not interested.  Create interest by telling a short anecdote of how someone else benefited her home/work/play by using your product.
2. I don’t  have enough money.  Quickly recount how using this product saves money in the long run by  improving the client’s health, saving  his time, or increasing his influence.  State dollar examples of savings gained.
3. I don’t need it.  Be alert to the needs of the customer.  Don’t try to push more on the customer than she needs.  Does she need more space, more time, better methods, or just the basics?
4.  It’s too much hassle to set it up (such as a new phone, exercise equipment). Offer to set it up for him, according to your company’s regulations.  
5. My old one is good enough.  Make sure your client has product knowledge. Teach her the new features as you promote the latest device or service.  Discount it. 
6. Another company has a better offer.  Don’t say “no” to the customer.  Provide an in-store coupon, a sample, a gas card, service, delivery, or warranty.  Give people what they want.
7. I can’t decide.  How to handle objections involves eliminating excess information.  Narrow down the decision to two or three options and focus on the best selling point of each.  Offer your personal preference, if the client asks.
8. I’ll think about it.  Don’t let the client leave without providing specific facts and figures with which he can compare.  Tell him what day and time you will personally be available to discuss it again.
9. It’s not exactly what I want. If you are going to make a sale, you must know how to handle objections like this one. If it is not in stock, order the closest approximation to your client’s need. 
10. It’s just not for me. Show proof that having your product gives your customer greater advantage, potential, and possibilities than not having it.  Be honest, but do what it takes in devising how to handle objections.  Let your client know that you will make it happen for her.

10 Ways to Handle Objections Effectively is a post from: The Science and Art of Selling by Alen Mayer

• You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control
• The script contains a list of common objections, with suggested responses
• Reviewing the script will allow you to become more familiar with your product/service

However, there are a few disadvantages of using a script:

•  It may sound like you are reading from a script and just going through the motions. This is often done with no passion whatsoever, and many potential customers will pick up on this immediately
• Many people who are forced to listen to a script reading will feel like their intelligence is being insulted, and may also feel like they are not being addressed personally – but instead are being treated like a number, rather than a person
• Many new cold callers will read through the script too quickly, and consequently fail to pick up any responses from the listener…until the line disconnects
• Scripts are often filled with cliches such as “Congratulations! You have been selected…” or some phoney sounding story such as “you won’t believe this, but our warehouse has just been damaged, and we are getting rid of out inventory at unbelievably cheap prices, so this is your lucky day” or “put your buying hat on, and grab your buying pencil” or some other such nonsense.

Therefore, when all things are considered, most successful cold callers use a script – but make it sound like they don’t. This means knowing what you are going to say, and how you will handle objections.

The keys to this are to adapt a conversational tone; don’t rush through your introduction and listen – really listen – to the person you are talking to. At times, this may mean that you will deviate from the script somewhat: but that is okay, as long as you are developing rapport with who you called and a friendly conversation is developing.

Finally, read the script, and if there are words in the script that you normally don’t use, and feel uncomfortable using them, then don’t use them! They will sound phoney and insincere, and may result in losing many sales.  

By keeping these ideas in mind, the script can be a fantastic and useful tool.

Setting Up Your Cold Calling Script is a post from: The Science and Art of Selling by Alen Mayer

Plus, you’ll learn how to:

• Enjoy the foreplay (sales people call it the “Preparation Phase”)
• Get lucky more often by focusing your activities (in your search for new customers)
• Handle the situation like a pro if you get the cold shoulder (No Means No – or does it?)
• Master the art of “You Show me Yours and I’ll Show You Mine” (Presentation and Negotiation)
• Seal it with a kiss (The Art of Closing)
• Deal with the morning-after (Post-Selling Activities)
• Ask for help if you aren’t sure about what you’re doing (Yes, you can!)
• Hook up  (Build Rapport and Credibility – Develop the Relationship)
• Have happy endings

This e-book will provide you with more than 200 reasons why selling is even better than sex, and what you can do about it in order to improve your career and your life. This is not just another sales book – this is a revelation!

Order your e-book copy of the book now for only 12.95!

Note: This is an e-book (electronic book), not a soft-cover book. To get your soft-cover version of the book, click here.

E-book Selling Is Better Than Sex – Available Now! is a post from: The Science and Art of Selling by Alen Mayer

Class 1. The simplest business sale is one in which the customer is so anxious to buy at a specified price that he comes to the salesperson and voluntarily offers her the proper amount of money for the products. As an illustration, take the ticket seller in the box office of a theatre. A line of customers is waiting. Each customer is ready to pay for his ticket as soon as it is given to him. There is only one requirement of the salesperson here – the requirement of accuracy in handling a transaction the details of which are simple and usually so well known by the buyer as to require no selling talk whatever.

Class 2. The customer is not anxious as in the previous case, but is perfectly willing to buy at a given price of any salesperson who may happen to ask for his business. Take as an illustration another kind of ticket seller. Suppose a concert is to be given and a number of people are engaged in contacting potential clients for the sale of tickets. Mr. Smith, a prospective customer, is perfectly willing to buy a ticket to the concert from the first person who asks him.

The salesperson must have knowledge or activity, in addition to meeting the requirement of accuracy as in the first case. For instance, suppose a young student selling tickets for a concert is anxious to sell more than his competitors, but perhaps is not conveniently situated so that he can personally visit as many prospective buyers as others can. He picks up a phone and calls up twenty or thirty people, securing their pledges to buy tickets of him. Thus by directing mental activity, he achieves more than his competitors who use mere physical activity visiting customers in person.

In this second class, the requirements are:

1. Accuracy, as in Class 1, and
2. Energy

In both cases the so called salespeople are merely order-takers.  (Read my previous article Are you an Order Taker or an Order Maker?)

Class 3. Sales of Class 1 and Class 2 are so simple in their requirements that they need no special attention here. In the first class, the customer is anxious to buy. In the second class he is willing to buy. In Class 3, however, we have an entirely different situation — the customer is neither willing nor unwilling to buy, the matter never having been brought to his attention. Often such customers can use the products or services offered and will buy if the right impression is made. They do not have to be convinced of the value of the products through features and benefits, and the salesperson may so impress such customers with his personality that he can secure the order easily.

For instance, take the same simple illustration of the concert tickets. Two people with these tickets for sale reach the customer at exactly the same time. The customer has not considered the matter yet, but needs no further discussion to bring him to a favorable conclusion. Neither one of the sales people has to argue about the value of the tickets. It is merely a question of which one can make the best impression upon the customer.

A forceful personality is an important requirement of the successful salesperson. While it is desirable for one to have a good proposition, a well-known company, and skill in presentation, there are many cases in which these things do not count so much as personality alone. Personality gives strength to the salesperson’s presentation and inspires in the customer confidence in the company for which the salesperson works. This ought not, however, to discourage anyone from the pursuit of selling products, for there is nothing vague or mystical about a convincing personality; nothing that can’t be acquired through effort and study. Remember – you can improve your personality and make it more effective for the career in selling.

If you have any doubt that this can be accomplished, please consider the following statements before yielding to your doubts:

1. Personality depends upon the development of the physical, intellectual, inspirational, and moral qualities.
2. All these can be improved.
3. The word physical does not refer merely to the height, weight, or strength of a person. It embraces also his general state of vigor and his personal appearance, both of which can be improved by following the common laws of health and cleanliness.
4. By “the improvement of the intellectual person,” reference is made especially to the salesperson’s mastery of the details of his own business, which can be secured through study.
5. The inspirational qualities are those by means of which one inspires himself to greater effort and gathers inspiration from others.
6. The moral elements of personality in the salesperson are the ones that inspire confidence, and these can be acquired by clean living and right thinking.

The requirements of Class 3 are :

1. Accuracy
2. Energy
3. Strong Personality

Class 4. While his personality may gain for the salesperson a meeting with a buyer, there are certain points beyond which mere personality can’t go. Here the salesperson must use, in addition to the requirements already mentioned, a skill in presentation which is based upon his knowledge of the products or services and his ability to convey this knowledge of the products to the mind of the buyer.

The requirements of Class 4 are:

1. Accuracy
2. Energy
3. Strong Personality
4. Presentation

Class 5. This is the hardest class of sale when the customer is absolutely unwilling to buy. After all the powers of energy, personality, and presentation have been brought into play, a final skill is required of the salesperson to enable him to accomplish one of these most difficult sales. This is the art of persuasion.

Suppose you have presented your points with a customer until she is thoroughly convinced of the value of the products, but for some unknown reason she does not buy. In many cases, you must exercise your power of persuasion. Undoubtedly, when buying a shirt or a tie, you have had that peculiar mental impression that you were convinced of the value of the products, but had not yet been persuaded to buy them. This is the frame of mind in which you will find a great many of your customers and the art of persuading without appearing to gush or plead is one of the things you must learn.

The Conclusion

In Class 1 the customer is anxious to buy. The sale is very easy. The only requirement is accuracy.

In Class 2 the customer is willing to buy, but not easily accessible. The sale is easy, but not so easy as before. The requirements are accuracy and energy.

In Class 3, the customer is indifferent. The sale is neither easy nor hard. It requires accuracy, energy, and personality.

In Class 4, the customer is unconvinced. The sale is hard. The requirements are accuracy, energy, personality, and presentation.

In Class 5, the customer is unwilling. The sale is very hard. The requirements are accuracy, energy, personality, presentation, and persuasion.

5 Classes of Sales is a post from: The Science and Art of Selling by Alen Mayer

The sense of taste is important in case of groceries, drinks, and other things the sale of which depends materially upon the taste. In other cases it can’t have much to do with the salesperson’s business, if anything.

Taste is a very much misunderstood sense. The tongue not only tastes, but it also feels, and many of the impressions that we consider taste are not taste at all, but feeling. Our senses of sight and smell are also often confused with our sense of taste.

The tastes are often classified as follows: sweet, salt, sour, and bitter. The cultivation of the sense of taste is of great importance commercially only to a few people, professional tasters of tea, tobacco, liquor, drugs, and groceries. To all other people it has no special commercial value, but is of great importance in the matter of digestion. The person who has accustomed his taste to strong seasonings or strong liquors, has, to that  extent, disqualified himself from using this beneficent sense as a protection and guide in eating and drinking.

Two exercises only are suggested, the second of which is of greatest importance.

Exercises for the Taste

Exercise One: Quality

Experiment with flavors, seasoning, and spices taken from your kitchen, until you are able to identify them.

Exercise Two: Practical Daily Exercise

Select some food of which you are fond and chew it slowly and thoughtfully, analyzing it until you are able to determine approximately what per cent of it is sweet, salt, sour, or bitter. Try eating slowly so that the food will become thoroughly chewed and mixed with saliva before being swallowed, and giving thought to the delightful taste of food while this process is going on. You will be surprised to find how pleasurable it is to eat simply a bit of bread and butter if you eat it in this thoughtful, careful way, thoroughly determined to get the utmost possible enjoyment from the taste. You  will require from one-third to one-half the quantity of food you formerly required and will be surprised to find how pleasant the process of eating really is.

Eating is one of the most important things we do, and taste is one of the most significant factors in proper eating. This exercise will tend greatly to develop your love for dishes that you are already like, and, more than that, it will enable you to learn to eat many things which you are not eating today.

Simply take a mouthful of the food you do not like, if it is known to be a healthful food, and chew it slowly and thoughtfully, analyzing it. You will discover that one of the chief reasons for our disliking certain foods is that we have never given them a trial sufficient to discover what qualities to expect in them. We therefore refuge to eat them, or we swallow them with loathing, which is sure to be bad for the digestion.

Smell

It should be unnecessary to state that the salesperson should be very careful of the way his clothing smells, but there are many salespeople who are careless in this regard. People are much more particular about this than we usually think they are. For a person’s clothing or his breath to reek of some obnoxious odor, is very damaging to his personal influence. Some salespeople have breath so offensive as to cause the loss of considerable business. Customers simply refuse to talk to them.

In the case of certain products, such as perfumery, the sense of smell is the chief factor in the sale.

Smell, like taste, has very little commercial value, except to those who use it professionally, as in the smelling of flowers, drugs, and groceries. Experts in smelling, like experts in tasting, frequently draw very high salaries, but for the ordinary person the major value of this sense consists in the added pleasure in life that its exercise gives. Smell is not so important as the other senses, but it is the sense that most powerfully appeals to the memory.

Exercises in Smell

Exercise One: Quality

Select a number of different flowers and vegetables that are convenient. Give yourself three seconds to smell of each one of, say twenty, different varieties. Then with the eyes blindfolded see if you can designate the flower or vegetable by the odor.

Exercise Two

Select a given flower or perfume, place it in a room devoid of other odors and measure the distance at which you can perceive the presence of the flower; or have some one else select one of several flowers with the odors of which you are familiar, and see at what distance you can determine which it is.

As in previous exercises, repeat daily for five days and notice your improvement on the sixth day.

About the Exercises for All Five Senses

It is strongly recommended that you devote from twenty to thirty minutes per day for one week to all previous exercises (read my previous posts about the five senses) in the cultivation of the five senses. You may not be able to see clearly before making these experiments what effect they will have upon the general awareness of your sense perceptions. After you perform them all, however, you will be in a position to judge of the value that they will be to you.

Read my previous posts:

- Using the Five Senses in Selling

- The Sense of Sight in Selling

- The Sense of Sight in Selling – part 2

- Hearing in Selling

- Touch in Selling

Taste and Smell in Selling is a post from: The Science and Art of Selling by Alen Mayer

The matter of touch is important when you are shaking hands with a customer. A firm, cordial handshake is a valuable asset.

In many respects touch may be considered our greatest sense. It is undoubtedly the most important for self -protection. Every minute portion of the surface of the body is equipped with nerves that not only give warnings of danger, but convey all manner of impressions to the mind.

When hearing and sight are gone, touch alone, after it has been properly trained, is able to convey nearly every necessary impression to the mind.

Not only is the surface of the body supplied with nerves, but the interior surface of the alimentary canal is so influenced by touch that it records instantly the pleasurable or unpleasant sensations that affect digestion.

When we become too hot or too cold, it is the sense of feeling that gives the signal. When the body is in an improper or unhealthful position, the feeling of discomfort or pain causes us to change the position. When muscles become overworked, the sense of feeling gives warning. And when muscles need exercise, it is the sense of feeling again that prompts us to set them in motion.

Exercises for Touch

Exercise One. Exactness

Get samples of cotton, wool, silk, linen, oak, pine, iron, onion, potato, orange, lemon, grape fruit, baseball, banana, china cup, sugar, salt, and pepper. Touch each with the tip of the same finger while the eyes are blindfolded. See how many you can name.

Try the same experiment with each of the eight fingers and each of the two thumbs, with the back of the hand and the base of the palm.

Exercise Two. Range of Touch

Get a number of weights and guess them. See what range of weights you are most accurate in guessing.

Exercise Three. Quickness of Touch

Perhaps no better common instruments for testing the quickness of touch are to be found than the piano and the keyboard. Take a keyboard and press a key down as if you were touching a red hot stove and yet had to touch it hard enough to write the letter on the computer screen.
This is a very excellent test of the best sort since touch must always be quick enough to accomplish the object desired in the shortest possible time and not too quick to accomplish that object.

On the piano the finger must be held down for the precise length of time indicated by the note, and the performer whose touch is either too staccato or too prolonged must practice laboriously until the sense of touch, aided by the sense of hearing, enables him to hold a note for the precise length of time desired.

Exercise Four. Capacity of Touch

Place a number of different shaped objects on a table beneath the hand. See how many objects you can name by feeling alone.

Have someone place a number of products on a table and cover them with the palm of the hand without knowing what is beneath the hand. See how many you can name.

Stick a number of pins through a stiff cardboard. Place your fingers on the points and see how many you can count. This experiment can be performed by using the back of the hand, the palm of the hand, and the cheek.

Exercise Five. Emotional Use of Touch

Select an object that is disagreeable to the touch, such as a sticky or rough substance, and select a product that is agreeable to the touch, such as a piece of velvet. Rub your fingers over the velvet for fifteen or twenty seconds. Notice how pleasant a sensation comes over you as a result. Then rub the disagreeable substance for the same length of time and notice the effect on your emotions.

Practice handshaking daily with the same person until you learn how it should be done. Do not grasp the hand with the tips of the fingers, do not grip it too roughly, and do not let your hand side over it. Do not touch it too delicately. Let the grasp be firm and yet easy with the palms pressed well together. A firm, friendly handshake is a very desirable accomplishment. You can improve it only by practice, and this exercise should be persisted in a number of weeks with your conscious effort to improve.

Read my previous posts:

- Using the Five Senses in Selling

- The Sense of Sight in Selling

- The Sense of Sight in Selling – part 2

- Hearing in Selling

Touch in Selling is a post from: The Science and Art of Selling by Alen Mayer

Do you add value to your customer’s business? Or are you simply another salesperson to be reluctantly contacted when there’s a need for a new product?

You can stand out from the crowd and flatten your competition by adding extra value to your customer’s business. If you can gain a great understanding of how the customer’s business operates and what his desires are for growth and progress, your number will be the first that he dials when he needs to upgrade or buy something new. By adding value and building a relationship of trust, you can rest assured that your customer will want your advice and will appreciate the expert knowledge that you have to share with him.

Set yourself apart from the rest. Become an asset to your customer’s business and you’ll see the difference it makes to your bottom line.

Do you add value to your customer’s business? is a post from: The Science and Art of Selling by Alen Mayer

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. Now we are to realize that knowledge of his territory and of his prospective customers is equally necessary.

Many salespeople consider prospecting in a very narrow way. They are on the lookout for the names of people who might buy, but do not realize the broader aspect of prospecting. They do not seek comprehensive knowledge of conditions in general throughout their industries or territories, but only “hot tips” that are likely to lead to orders.

I frequently meet salespeople who regard systematic prospecting as the sales manager’s job. These people think the company should comb the field with marketing messages and keep the salesperson supplied with prospects to follow up and sell.

Let us realize the wider salesperson meaning of prospecting, and appreciate that prospecting is the salesperson’s job -  practically all of the responsibility rests on him for doing it well. We get the right idea if we understand that the salesperson should comprehend for whom he is working primarily — himself.

Don’t start your selling cross-eyed. The business in which you are engaging is your business. Attend to it yourself if you would have it taken care of in the way that will be best for you. The company risks very little on you, compared with what you have to lose. Therefore make your investment of yourself wisely, with forethought and care to insure the highest degree of effectiveness in your sales efforts.

Do not think of what you do as temporary or a makeshift. Search for the materials with which to build your business permanently. Act from the start of your connection with a company as if you expected to spend all your life in that relation, developing from year to year. You may have other plans in view, but conduct yourself as you would do if the company was really your own.

Aimless, hit-or-miss prospecting is never very systematic effective. The salesperson must determine exactly what he or she wants to know. If you are just looking for the names of buyers, you will find your prospecting like bacon, with a streak of fat and a streak of lean. But if you systematically seek fundamental knowledge of your industry or territory, and are motivated by a definite purpose all the time, you will accumulate a fund of facts that will enable you to do most of your prospecting inside your own mind.

You won’t need tips. You will know the conditions in your field which influence buying, and at the right time will be guided by your knowledge to the very places where business is to be had.

Don’t let your internet presence have an effect on your sales.  Make sure you have the right website hosting service.

What is Sales Prospecting? is a post from: The Science and Art of Selling by Alen Mayer

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; about what selling is and about how to do it; but a sales seminar is an education that will lead to a greater understanding and appreciation for the science and the art of selling. This level of education is what leads to transformation within a team; it can revolutionize the way daily operations are carried out in a company. This kind of enhancement, in any business, will surely lead to more efficient strategies and more enthusiastic team members who are far more capable and confident in their own abilities thus contributing to greater successes and a broader bottom line. There is no substitute for the real thing.

Long-distance learning courses and online training seminars may seem to be the way of the future; especially in this day and age of modern technology. Yet they are no match for a sales seminar which is held in a classroom environment, where learners are challenged in person, in a charged and dynamic setting, surrounded by like-minded professionals who all share the same enthusiasm and who are gathered with the same purpose.

A seminar has a finite agenda. It has an achievable target with a rewarding outcome that is set for the end of that same day. The success of this course is reliant upon the active participation of each attendee and is an opportunity to network and make new connections from near and far.

Training individually when actually working as part of a larger team almost seems futile. It would be impossible to expect a team to move forward and become successful when only select members of the group are intent on advancing their technique or improving their skill. A team is only as strong as their weakest link. Rather, focus on the headway that could be made; the breakthroughs in change and advancement, when entire sales teams, from the support staff to the reps and managers, are able to train together, just for one day, and walk away on an even footing with a mutual understanding and respect for their new and improved team. This could never be achieved separately, as individuals with differing goals and different learning capacities, while making use of isolated distance-learning courses.

Great changes can come from training as a group with the same goal in mind; as a unified body moving in sync as it grows from strength to strength. Here is where the role of each team player is realized and recognized; where the importance of understanding each person’s function is the key to success in harmony; and where taking cognizance of each person’s responsibilities while being accountable to the team will ensure that higher standards of service are maintained. Greater expectations – greater change.

A session of group training must be seen as an investment in a firm’s greatest asset – the sales team. They are the fundamental core of the business. They play an important functional role in the business and investing in their expertise and improvement is a logical decision that should be easily made.

Research shows that the greatest learning successes come from “on-the-job” experience. Most people learn best by doing, as opposed to reading, listening and making notes. There is a classroom environment that is set up to enrich with a “hands-on” approach; guided by our sales experts who are specialists in their field. This situation replicates the working environment so closely where participants are additionally guided by experts while gaining real hands-on experience and presents the opportunity for sales teams to learn together; all the while networking and making new contacts who share a passion for selling.

In times of recession, it is expected that people would protect their assets and be less willing, perhaps, to make any unnecessary spending decisions. However, even in such recessive times, the benefit far outweighs the cost of attending a sales seminar – which is an investment in its own right.

True to course, it is the survival of the fittest that will determine who stays afloat during the down times. There is a natural tendency for those who are stronger and better equipped to be able to endure and triumph over a recessive period. Those who have adequately invested in their education and their dedication to being successful in their calling will surely survive and will prevail in spite of financial down times. Such seminars, where professionals encourage one another and learn from each other, actually equip people to think out of the box and enable them to get creative when the rest of the world doesn’t really want to part with its hard-earned cash.

A basic sales course may teach the fundamentals of selling, in terms of what selling is about and how best to do it. But a sales seminar is a practical procedure where everyone gets involved and contributes to a process of evolution and transformation. It is not about “teaching”. It is about evolving with a greater understanding; enriched with a more determined course of action; and set to take on the toughest markets in such severely challenging times.

This is the right time to go back to the fundamentals of training, where great thinkers can gather and thrive on participating and engaging in productive deliberation. There is no substitute for the real thing.

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Why classroom sales seminars? is a post from: The Science and Art of Selling by Alen Mayer