Category: Training in Business

Have you ever given thought to how people decide to buy a product or service? Consider yourself in this analogy – do you employ any of these strategies? We believe we have a need or we determine that we have a need for a product or service. With the Internet at our fingertips we immediately do some research on whatever we are in […]

The good and bad of relationship-based sales. The Good Relationship-based sales methods are ideal. Most of the time those relationships are the only thing protecting you from competing solely on price. In sales training, we have a saying: “All things being equal, people buy from people they like. All things being unequal, people still buy […]

I used to be an engineer before I transferred into sales in 1988. I’m guessing you’ve heard jokes about engineers in sales. Accountants, contractors, PhD’s, and lawyers don’t have stellar reputations in sales, either. Yet these professions generally are an intelligent lot. They are quite skilled at what they do, since our daily lives may depend on their […]

Like a coach in pro sports, your primary function as a manager is to improve the performance of your team. Unfortunately, traditional approaches to performance management may have initial success, but are difficult to sustain. When distilled out of their packaging traditional performance management looks like: What did the manager before me do? – AKA the “hope […]

Two weekends ago, I got to take my youngest daughter to a 4 year-old’s birthday party. I’d forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some critters and let the kids see them. The highlight of […]