Tag: Sales Training

Prospecting 101 – Making a good sales associate a GREAT SALES ASSOCIATE

Paul Wagenaar

“Good to great” is the title of an excellent book by Jim Collins. Collins writes about how some of the good organizations made themselves great organizations by doing things well that were available to everyone in their sectors, but only a few made the effort. As a commission sales associate, you have the same opportunity. The things that you need to do to become truly great are at your fingertips, the same way that they are for everyone else, as with the examples in his book, only the great sales associates do them.

Real Sales Issues – Customers asking for a “deal”

Paul Wagenaar

As a sales associate, having the right answer when a customer asks “for a deal” and being able to handle the question comfortably can be difficult for new sales associates and even for older associates who are struggling. In this post, we will discuss some suggestions on how to handle these situations, from some of the best sales associates I have known.

TRAINING 101 – Role Playing

Paul Wagenaar

Like so many skills, selling ability is a learned skill. Even someone with “natural selling skills” can be better. Perhaps the most effective training method is also the one that most people feel the most uncomfortable with: role-playing. The primary focus of this post is teaching selling skills; however, role-playing can help in virtually any training situation.

SALES TRAINING 101

Paul Wagenaar

All organizations should develop, empower, and foster accountability with their sales associates, unfortunately, many do not. No one disputes the need for guidelines and policies; however, your rules should help facilitate business not drive customers to your competition. Be careful that rules for 1% of your customers don’t negatively affect the other 99%.