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The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which...

Sales training is not going to disappear – in fact as the market becomes more complex and competition more virulent salespeople will need more, not less training. Salespeople will also have less time to be trained due to increased costs, less sales people...

Have you looked around lately … e.g. Television, advertising while surfing the Internet, brochures, bill boards, shopping malls etc.?
All you ever see is “On Sale” – (nearly) everywhere.
Then all of those advertising where many larger retailer constantly tell you “if you find the same product cheaper in other...

Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training.
Of course, larger businesses can afford to invest in the development of their sales teams and appear...