A discussion was recently started in the SalesPractice.com sales training forum titled, “How to shorten the sales cycle”. Here is a copy of the original post:



“For sake of discussion let’s say that… …the prospect trusts you, respects you and values the relationship. …you are working with a prospect who has the authority, budget, want and need for your product or service. …the prospect feels you have the most compelling value proposition.… Continue

A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc.



Without an agreement on what is meant by "traditional sales training" and "ineffective" any discussion on the matter is likely to have a high probability of misunderstanding especially among participants who are not familiar with each others communication… Continue

In your own mind, how do you see yourself and what it is you are doing? Do you view yourself as a true professional with an important message (offer, idea, etc.) that your prospective audience will want to know about?



It is highly likely that how you see yourself in your own mind, your self-image, will be communicated in one form or another to those you encounter.



Send a congruent message by seeing it and believing it in your own mind first!



ABOUT THE BLOGGER:… Continue

One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.



When you are in tune with your buyer everything you say or do seems to be right on the mark. The buyer gets the feeling that you really understand them and the road to a successful sale lights up like an airport runway. The… Continue