A sales class is built around a number of basic concepts. A group of people are brought together in a class to improve their sales abilities and there are always going to be standard ideas that will form part of the material the class is required to learn.
The basic skills that every successful sales person will need can to some degree be taught but frequently the real sales person already has these skills as a result of their inborn personality. Read the rest of this entry »
Firstly, look at the decision making in your own organization – what your organization is making decisions on and the kind of questions that the managers are asking are pretty much what your client organizations will be asking themselves too.
In brief, 2009 would have seen the questions change from how can we grow our organization, product range, profit margin and staff quotient to how can we scale back on everything that is costing money. Currently you are asking how can you get out of contracts that have been signed or not spend what was budgeted for the previous year. You would be asking how you could get by on what you already have. Any changes that would be mooted in this environment would require cost cutting or immediate increases in revenue to be acceptable to management. Read the rest of this entry »