Articles under ‘Sales Training’

There is a coaching model that is very effective for coaching others but can actually be used to coach yourself if you are stuck with your sales and looking for a way forward. It’s called the GROW model and within the corporate environment it is often used to teach managers the basics of coaching.
The GROW [...]

I was asked recently to summarise all the content on this site available to members. I did not have time to list all the articles and e-books but here is a summary of the audio and video content totally free for members of this site:
VIDEO
Questioning skills for sales
Consultative selling
Increasing confidence in cold calling
Get motivated and [...]

For the last year I have been trying to arrange a teleseminar with Andy Lopata and last Thursday it actually happened! I have to say that it was worth waiting for as Andy shared with us how to put together a networking strategy to generate more referrals from your existing network.
This is the edited highlights [...]

Sales process is a term used to describe the steps required to win a sale. Many businesses talk freely about sales process without actually having a clearly defined process that can be measured.
If I was to ask you how to make a perfect cup of tea you might start giving me a list of steps [...]