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Sales Management
I would like to have in-depth knowledge about sales techniques and systems and to be able to train my sales team on them.
Answer
Plenty of ways to find out about sales techniques. Plenty of books to read: SPIN Selling, Strategic Selling, Buying Facilitation, The Psychology of Persuasion, Influence, Question Based Selling, Little Red Book of Selling etc etc. YOu can find a lot of free information on the pages of my website too.
Don't overlook the obvious though. Ask the reps that are in your team. What do they do. More importantly, what do the most successful ones do that the least successful ones do not ? That is a powerful learning.
It's not just about their skills though, isn't it? It's their attitude and their motivation. Better make sure that's on your list to work with too. Coaching is a whole field in itself.
Hope this helps, Greg
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Testimonials
The info is very helpful and productive... Gurbir Singh
Suggest changes or improvements here:: no need to, bloody fab... Simon
Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed
I will be purchasing the ebook very soon, great site, thanks!... Erika
I am based in Ireland and am very impressed with all the material I have read... Kevin
It has been informative and useful to me. I think changes would be diluting it... Putco
It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa
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No improvements needed for me, it was clear, concise, I loved it... Martine
More real life examples and scenarios needed... Jidesh
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Hi Greg,
I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.
My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino
I found that this information is very powerful... Julia
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