Challenge your sales people to ramp up their performance with a new set of questions.

Chief executive of Microsoft, Steven Ballmer, shares his experiences of how to lead one of the most prominent companies in the world.

Managers tend to focus their coaching efforts on the laggards and star performers. But, research indicates that it’s the core performers in the middle who deliver the best return.

Role playing: love it or hate it, it’s a part of sales, a part of acting and a part of life!

Coaching provides the opportunity to build the sales person’s competence and their situational knowledge.

Practical Pointers to Help Sales Execs Listen to Prospects Better

Research confirms what many of us in the profession of educating salespeople have known for years: That purchasers would be “much more likely” to buy from a salesperson if that salesperson would just “listen” to the customer. The survey found that some of the worst offenders were experienced salespeople.

How to Strike Up An Affinity With Prosepects & Clients

Building rapport is a science with proven practices and tactics. Use any of these techniques and watch your ability to create rapport improve, and thereby smooth out the way to more sales.

Questions - How to Probe Your Prospect

The essence of sales is to interact with the customer effectively. Everything else is prelude or postlude. The best salespeople execute the essentials with excellence. They focus on the quantity and quality of their interactions with their customers.

Deal With Risk Instead of Price

“Low price, low price, low price.” It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is low price the motivating factor in a customer’s decision to buy?

Ensure Your Execs Are Not Wasting Clients' Time

Are you wasting your customers’ time? In order for your customers to reliably make time to see you, they need to expect that they will gain some value for the time spent with you.

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