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salesperson

Retail sales training and coaching.

Retail sales training and coaching, go together like a horse and carriage. There is an old adage that says:   This is particularly important in developing a successful retail team, and the reason, odd as it may seem, is simple... high-traffic interaction with people! You see, in a retail environment sales people, unless managed, drop into one of three modes: ...
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Dressed to sell

Being dressed to sell is more important than you may think. During a training course earlier this year the question of what to wear when selling arose, and it is a fair question. The conservative may say always be in a suit whilst the more confident may say dress whatever is comfortable, after all it works for Sir Richard Branson! Let's delve a little deeper. Being correctly dressed to sell...
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CRM for your sales force

Using affordable CRM for your sales force. It sometimes seems that there are as many CRM (Customer Relationship Management) systems as there are customers so in this blog post we will look at what is really needed from CRM and, in particular from a Sales Force Automation (SFA) system. Firstly, there are the large, hosted commercial systems that include: SalesLogix Salesforce Sage etc...
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Sales coaching

Sales coaching should be considered vital to your business Almost every part of a business can be outsourced and many make a great-deal of sense. IT support is widely outsourced and cloud computing has made this even more common. Bookkeeping has long been outsourced, particularly by smaller companies. HR is now being outsourced as the HR laws become ever-more complex. One function that...
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I don’t want to be a salesman!

I don't want to be a salesman! [ap_column_wrap] [ap_column span="4"]This is something often heard from small business owners, perhaps the self-employed tradesman or the specialist engineering company and is completely understandable. BUT, the reality is that if you are exchanging a product or service for a fee you are selling. Maybe not in the professional salesperson sense but you are looking t...
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Hunting, farming or fishing?

There is a tendency to lump sales people into one mould but this could not be farther from reality. Three modes of selling exist, Hunting, Farming and Fishing and the approaches for each are quite different: The Hunter will use lots of time and energy tracking-down sales prospects but nurturing the herd once found is alien. This is what most people see as a 'typical salesman' and they are oft...
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People like being sold to…

Yes, you read that correctly. Selling is not about hoodwinking the customer, getting one-over on them and good sales professionals understand this. When a trained sales professional is selling to a prospect the prospect is comfortable and at ease with the process. Remember, in any sale the prospect actually wants to buy the product/service. Take the stress and pressure away and it is generally an...
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