The age-old debate—nature versus nurture is a common theme that pops up for managers who are seeking the right sales candidates. It’s an important question: Do people have an innate personality ability to sell (nature) or is it a skill that can be taught (nurture)? If proper coaching is one of the biggest factors in […]
Get to the HEART of Customer Service // ILS Newsletter: September, 2010 New on YouTube 5 Core Principles of Customer Care 5 Keys to Implementing a Successful Customer Service Strategy 1/5 — Lead and Inspire Engineering Your Next Sale: Salespeople in the Feedback Loop By Seth Brickner You understand the importance of keeping your pipeline filled with your […]
For me, job enrichment is all about providing mental stimulation and opportunities to grow professionally so your employees – especially the talented ones that you and your customers appreciate so much – stay both happy and with you. I just returned from facilitating the classroom portion of our blended Getting to the HEART of Telephone Sales™ […]
In a previous post on this blog we noted the amazing ROI that sales training can provide for retail employees. Why, then, is this type of training seldom used in a retail environment? Some long-held beliefs hold that it doesn't make financial because: Employees probably won't be around long enough to recoup the investment in […]
A long held belief in the retail industry is that it doesn't make financial sense to invest in sales training for hourly employees. The reasons sometimes cited: Average turnover dictates that an employee probably won't be around long enough to recoup the investment in her/his training. Because they're typically non-commissioned, these employees don't have a vested […]
Years ago, a mentor told me that she never buys from someone who doesn't ask for the sale. It was an off-the-cuff remark, but it turned into a powerful lesson for me. At the time, I was just learning how to make sales calls—and how to overcome the associated nervousness. This casual comment somehow bolstered […]
Last week, a Fortune 500 company asked us for our perception of the latest, cutting-edge selling techniques and how we incorporate them into our sales training. Cutting-edge? Is there really a way to overcome resistance that hasn't been written about several times over? Is there a new way to open a call that gets prospects […]
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