Why Do Prospects and Salespeople Play Games?

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 […]

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The Three Truths in Every Sales Call

Ask most salespeople to describe the purpose of each interaction with a prospect and they’ll probably say something like: “close ‘em” “build the relationship” “educate them” “solve their problems” All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What’s uncomfortable about getting the truth in […]

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Once Bitten: Getting Through to Prospects with Negative Perceptions

A few weeks ago my three-year-old daughter was attempting to pet a small dog and the dog turned around and bit her as hard as he could. There are a few important things I learned from this experience. First, my daughter was not hurt, but she was scared. Second, my daughter is the sweetest, kindest calmest little girl, […]

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6 tips on how to create an effective Train the trainer program

Devising the best training materials and packages in the world will not be effective without the presence of a competent trainer. By competent, this means the trainer has to be knowledgeable, passionate, devoted and has good understanding of the training materials. If you have been finding some difficulties in your “train the trainer” program, note […]

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