When it comes to training sales professionals, I have found that the eventual implementation of any training is linked to one key factor; how easy the new skill is to make part of our daily routine.
Sales professionals, in general, have more information available to them today than ever before. With the internet, books, tapes, [...]
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salespersonyou. The second is whether to “buy” your company. Only after those two decisions are made will the customer [...]
Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool.
On the way there, we stopped to pick up some lunch to eat pool-side. Given the choice of Wendy’s, Subway, or McDonald’s, I [...]
Selling is a little like being drunk.
You say and do things in the heat of the moment that might come back to haunt you.
For instance, it’s easy to make grandiose promises, vague pronouncements such as: “We stand behind our products 100%!”
Of course you do; otherwise, you might stand beside them or in front of them, [...]
Drug screen has grown into a everyday problem round the globe. Some companies execute drug tests on freshly working people or present employees to guarantee a drug-free surrounding at workplace.
As the business world gets more competitive everyday, corporate houses have started implementing every possible way to gather information about customer requirements, market trends and other strategic data. Conducting survey has always played an important role in such cases and with the increasing number of survey software being available in the market; it has become [...]
Do you routinely achieve a 65% – 85% callback rate on the voice mail messages you leave for prospects?
You can. But first you have to ignore the “conventional wisdom” being taught by sales trainers who never actually cold-call or by business consultants who teach rather than do.
In the course of my *research for my book, [...]
MS Excel can be customized in a way that suits a user to achieve his goal. It is extensively used in financial organizations. The features of MS Excel are as follows:
Workbooks: A document in MS Excel is called a workbook. Each workbook contains sixteen worksheets by default. A user can change this number by resetting [...]
You probably have heard about the new directions of Oracle concern on Java and J2EE Technology. Oracle has announced the commitment with Java and also kept the “traditional development tools” community happy, promising they will continue to invest on them. But at the same time, Oracle recommends to their E-Business customers the following strategies (have [...]
There has been around 2 meters snowfall in the week. The snowfall has been so prolonged that ski lifts have been closed, the railroad train has been stopping at Chamonix train station and not going onwards to Argentiere. Some roads were closed past our Chamonix chalet and weather warnings issued.
Compare this to 2 winter seasons [...]