In traditional sales training, a large volume of information is transferred in as short a period as possible. Industry research on ‘Retention’ shows that unless this information is quickly applied, recollection drops below 70% after 5 days; at that point salespeople lose confidence in using
On 15 January 2009, US Airways Flight 1549, piloted by Chesley Sullenberger, made an unpowered emergency landing in the Hudson River after multiple bird strikes caused both the engines to fail. All 155 occupants, the passengers and crew, were successfully evacuated from the partially submerged
It’s not easy for sales people to get appointments with someone at Director Level within your prospective client’s organisation. When they do get that meeting, it’s vital that your sales people maximise every opportunity. Having spent time just getting there, the last thing you want
How do you make the best impression and break the ice at the start of a meeting? All business conversations and activities are carried out between human beings and most human beings need, like, or enjoy some form of social interaction as part of the business
Is sales an art or is it a science? Or is it a combination of both? Traditionally, the sales function of any organisation has been seen as a science.
When you meet a Senior Executive (CxO) you really only get one chance to make a good impression. Maximise that critical opportunity.