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Newest Articles Date Posted

The sale starts with the receptionist - will it start it well?

We occasionally run training programs to bring receptionists into the sales process. We usually have a class that has 80-90% of attendees with no idea of how sales works or how the receptionist role can positively impact sales results.
 

12/11/2014

Phones skills are old school... or are they?

 
So we've talked about how the current reality of the highly informed internet shopper has required salespeople to change their daily work plan.

14/07/2014

Building value for the highly informed shopper - Part 4

We have been talking a lot lately about this highly researched shopper - that a typical prospect is now spending 11+ hours of online research before we ever see or hear from them.

21/05/2014

Building value for the highly informed shopper - Part 3

We have talked about how our typical shopper is now spending 11+ hours of online research before we ever see or hear from them.

10/04/2014

Are you on the phone - Why not?

Even after 20 years of training and consulting in the auto industry we are still surprised by some of the salesperson behaviors that are so counterproductive yet resistant to change. The ineffective use of the telephone is one.

16/08/2012