Buying is an emotional decision. People buy emotionally and then justify their decision intellectually. For proof of this look at the advertising business. Michelin Tire Company became the number one tire company in the world when they put that baby in the tire. People who buy Michelins are not buying four-ply vulcanized rubber. They are […]
Continue readingNorth American Companies spend about two billion dollars each year on sales training hoping for an improvement in their bottom line. Most of the time they don’t get it. In 1998, according to the American Society for Training and Development, only nineteen (19%) of people who took a training course received any kind of sustained […]
Continue readingMany of the world’s best sales forces are the best because they have developed and use a systematic sales process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes and shortens new hire ramp-up time. However, what […]
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