How to Keep Customer Records | Sales & Marketing Skills
What is a customer record? Customer records contain important information vital to maintaining an ongoing relationship with your...
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)...
Setting your Sales and Marketing Goals | Goals Planning | Sales Management
What is a goal? A goal is a written statement of intent. It represents an important target that you are aiming for. Your sales and...
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 to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
Strategic Planning & Marketing Strategy | Sales Management Strategy
I had the challenge of working with a large firm whose growth had flattened out during the preceding three years. (In contrast, in the...
Listening Is Key to Creating Wants | Listening Skills Training | Customer Service Skills
Almost every book on selling has a chapter on asking questions. Marketing and sales trainers encourage you to ask, “Open-ended...
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...
How to Maintain Awareness and Learning from Experience | Asia's Leading Sales Training
What does this mean? Maintaining awareness is about keeping your eyes and ears open and knowing what is going on in your business. It is...
Visionaries Plan for Sales Success | Effective Sales Planning
Without plans, most individuals and firms fail at marketing before they even begin. Plans provide goals for your growth. Plans provide...
Following Up and Following Through | Consultative Selling Skills | Asia's Leading Sales Training
What is follow up? Follow up is carried out by telephone or email after an initial contact has been made with a prospective customer. You...
The Art of Consultative Selling | The Discovery Phase of Selling | Sales Training China
Just as your physician might ask you to take a series of tests during your annual physical, a solid business professional will diagnose...
Researching Your Prospects On The Internet | Sales Prospecting Training | Sales Training Hong Kong
One of the most powerful tools to learn about your prospects’ business and industry is the Internet. Before the online information...
Dealing Positively with Customer Complaints | Customer Sales Service Training | Customer Service Tra
What is a complaint? A complaint is an expression of customer dissatisfaction. It can be easy to drive customers away if their complaints...
