During good times, salespeople are more like order takers than sales people. In today’s economy, more sales training is required to help organizations make it through the tough times ahead. Without appropriate sales training, you will not be able to maintain your sales results, let alone your sales team.

Sales training helps sales professional understand how customers buy, and how they have created a system to protect themselves from sales people. If a sales person doesn’t realize that the customer is in control because of this system, they will be wasting time.

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Tags: sales techniques, sales coaching, increase sales, sales tips

You may think that increasing sales by 100% is not the easiest of tasks, but with a little bit of target research, ongoing sales process training, coaching and discipline nothing is impossible.

Let me share an example with you. Last year I was engaged by a company overseas who was more than 50% behind target with only three months to go to year end and wanted to increase sales by 100%. The task to reach target by year end seemed almost impossible by the management team.

When they first met me, like most clients initially, they thought I could create a miracle and increase sales by 100% with only two days of sales training. Let me ask you a question - can you change people’s behaviors within two days? Obviously not!

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Tags: sales tips, sales strategies, sales coaching, goal setting worksheet