How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
Understanding the Client Needs and Wants | Sales Management Training | Sales Transformation Asia
Step One: Knowing the “Why” and the “How” Is What You Are Trained to Do Before you start any engagement, ask yourself, “Why did they...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
The Art of Listening Skills | Effective Listening Skills
What is Listening? Being listened to is very important to most people. It is a sign of respect and genuine interest. True listening...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...