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Best of the Sales Training Connection

Fall 2013

If you are a subscriber who might have missed a popular post, or if you haven't had a chance to visit the Sales Training Connection, we thought we would bring to you the Best of the Sales Training Connection.

In this issue you will find our most popular blogs - about selling and sales training - posted during the Fall 2013.

We hope you find them interesting - feel free to share them with your colleagues.

Janet Spirer and Richard Ruff

Sales Training Connection

In this issue

Opening sales statements: start right - finish first

Don't lose sales you should win - connect the dots

Get sales coaching happening - target trigger events

Sales coaching - addressing the smartphone reflex

Sales presentations - don't lose at the very end

FREE white papers, ebook and mobile app you might have missed

Opening sales statements: start right - finish first

Opening sales statements - a popular topic of conversation especially with new sales people. We often have new sales reps asking, "How should I open?" "What should I say?" "How can I grab the buyer's attention?" "Can you give me a few good phrases that always work?" Continue

Don't lose sales you should win - connect the dots

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. The seller gets Step 1 right - they develop a good understanding of the customer's needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs. Continue

Get sales coaching happening - target trigger events

People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team. Continue

Sales coaching - addressing the smartphone reflex

Selling - technology definitely provides new opportunities for sales managers and sales reps. However, as relayed in the WSJ there are some pitfalls. Continue

Sales presentations - don't lose at the very end

Unless you have done a good job selling value throughout the buying process, it is unlikely that even a great sales presentation will turn the tide. However, even if you have done a superb job selling value, a bad presentation at the end might be enough to lose a deal you could of won. Continue

Free white papers, ebook, and mobile app you might have missed ...

Mastering Major Account Selling - Richard Ruff and Janet Spirer

A FREE ebook and mobile app

Getting Sales Strategy Right in Major Accounts - Richard Ruff and Janet Spirer

A FREE white paper highlighting 15 best practices for forumating and executing sales strategy in major accounts

Don't Let Your Next Product Launch Fail - Richard Ruff and Janet Spirer

A FREE white paper based on industry best practices to help your sales organization bring new products to market successfully.

Quick Links...

Sales Training Connection

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Contact Information

Email: jspirer@salesmomentum.com

Phone: 480.513.0900 (office) or 480.329.4182 (mobile)

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