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Posts Tagged ‘sales

There is an awful lot of nonsense written about whether good sales people are born or made. Anyone, yes I mean anyone, can be taught how to be a good self promoter, to follow a process, to negotiate and close like a well seasoned sales person.

Are good sales people born or made? This age old question is being pondered by many business owners and managers as they strive to increase their turnover and profitability.

So your sales aren’t going too well. Your forecast isn’t looking too rosy and your prospects are delaying making a decision. Your boss is on your case, wanting to know what your forecast business is for this month, next month and the next quarter.

27 Jul, 2010

Mark Lane writes: A Guide to Making an Effective Sales Pitch

Posted by: The Coaching Academy In: Coaching Articles

Mark Lane seeks advice on selling your goods and services to potential customers with help from Chamber members. As a junior journalist working on trade magazine more than a decade ago, I was once asked to accompany one of the advertising sales team -let’s call him Jeremy – on a ‘pitch’ to a prospective client – who we shall call Mr X.

12 Apr, 2009

Case Study in Sales Team Coaching

Posted by: The Coaching Academy In: Coaching Articles

Coaching constitutes a powerful replacement for traditional ‘tell and sell’ training strategies. It took seven long days of preparation, writing material, rehearsing and working with my coach but finally I was ready to provide a sales training programme for a client. In meetings with the company’s Managing Director, we scoped the goals and requirements – [...]


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