Arthur Ashe, Muhammed Ali, Elvis Presley and Free Booze
It was 1966. A group of West Point cadets was taking a PE class, volleying tennis balls on the courts in the south east corner of The Plain, opposite the old stone library. A skinny, black second lieutenant moved among them offering words of encouragement…Continue
Added by Pete Grimm on November 11, 2011 at 2:34pm — No Comments
Qualification and the Needs Analysis
Here is another excerpt from a course I teach to beginning salespeople. I think some sales managers out there might find it useful.
The second step of the sale combines Qualification and Needs Analysis. Taken separately, Needs Analysis assumes a…Continue
I started some advice for Nancy Simmons in another section and it grew into a story I think some of you might find interesting.
Nancy is developing tailored CRM software for a client. I had the opportunity to do the same thing for my own dealership twenty years ago. Here's my advice and story to her:
At the point at which a prospect is willing to identify themselves to a dealership as a prospect they become HOT prospects, all of them. They may be saying I'm not currently in the…Continue
I am posting some parts of a course I teach to beginning salespeople in the hopes some members will find it useful. I meant to put up this post last week, but the launch of my novel, Old Scores distracted me. For any of you who might wish to read my novel, you can find it on Amazon as an eBook here or through my blog here.
Here is a post from a course I teach to prospective salespeople. Properly grounding newbies is important to starting them on the path to success. You may find parts of this useful when you begin to train new salespeople.
Why Become a Salesperson – Part Two
Here are some sales duties and responsibilities common to most organizations. Starting your new salespeople out with an understanding of these will help.
A. Deportment and Timeliness: You must be on time, all…Continue
Here is a post from a course I teach to prospective salespeople. It never ceases to surprise me how little most people understand about the profession of selling. Properly grounding newbies in their purpose is part of starting them on the path to success. You may find parts of this introduction useful when you begin to train new salespeople.
Why Become a Salesperson – Part One
Selling, salesman, sales clerk,…Continue