socialmedian: Do your Sales People Prepare for Smarter Selling?

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Do your Sales People Prepare for Smarter Selling?

Submitted by Vecta from blog

Sep 14, 2009

Summary

Do your Sales People Prepare for Smarter Selling?

80% of our Sales People work hard, but the successful ones work SMART.

How do you ensure that all of your sales people work smart? To be honest, it has never been easy to get all of our sales people doing the same things. In most cases you will have one or two exceptional sales people, several average ones and a couple of poor ones.

It just seems to be the way.

Do we find out what our best sales people are doing and share it as best practice?

In most cases we probably do, but the trouble is most smart sales people don’t really like sharing the whole truth to their success because they like to stay one step ahead.

You have probably heard the story of the salesman who was the best in his industry and sold more shatterproof glass than any other sales person in the land. When he was asked what his secret was at an annual conference he reluctantly revealed that he would smash the glass with a hammer and then ask; how much glass would you like to order sir?

Every sales person in the company thereafter was given a hammer as ...Read the full article

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