professional sales training: The Biggest False Assumption in Sales - 08/04/10 12:00 AM
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. …both you and the prospect understand how your solution will help him/her reach his/her desired outcome. …the prospect has not voiced an objection. …the prospect has not yet decided … (0 comments)
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professional sales training: Real estate sales training... seek first to understand then to be understood. - 04/18/10 01:51 AM
The topic of real estate sales training comes up quite often during discussions among real estate agents especially when the discussions center around personal selling skills. The discussions about real estate sales training more times than not boil down to which (professional sales training) program is best and/or which (personal selling skills) methods are best.It makes sense that proactive real estate agents would be on the lookout for any sales practice which could help them better achieve their desired outcomes in personal selling. However, what doesn't make sense is how in many cases the questions are asked without context and how … (0 comments)
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professional sales training: How to shorten the sales cycle in real estate. - 12/02/09 04:59 PM
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. ...both you and the prospect understand how your solution will help him/her reach his/her desired outcome. ...the prospect has not voiced an objection. ...the prospect has not yet decided to move forward with the sale. Given those assumptions what can you do that is in your control to shorten the sales cycle?
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