The Importance of Creating Wants for Clients | Sales Management Training
Quick, write down something tangible you need. Now write down something tangible you want. Put a price tag next to each item. What you...
How to Differentiate Your Service | Sales Management Training
A key to uncovering prospect needs is to clearly differentiate you and your firm’s services from other similar providers in your...
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...
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...
How to Identify Decision Makers | Sales Management Selling Skills
A few years ago, I purchased a toy for my son. I had invested an hour or so trying it out and talking to the clerk at Toys-R-Us and was...
How to Keep Customers Happy | Sales Management Skills
Why is this important? If your customers are happy with you and the services that you provided, they will remain loyal and keep buying...