Business Skills Training

do your sales staff… • prefer to spend time with friendly clients rather than look for new business • maintain a list of prospects “padded out” to keep you happy … or do they maintain a high quality pipeline? • wait for prospects to develop their own requirements • give up when the prospect claims to have no money … or do they create the need and develop the business case? • fail to sell to the senior decision makers • only sell to one “friend” within an account … or do they sell “high and wide”? • allow sales to drift without gaining commitment from the client • allow the client or even the competition to lead the sale … or do they take control? • respond only to the prospect’s requirements • let the competition make the running … or do they take “thought leadership”? in a difficult business environment, when opportunities are less plentiful, it is vital that your sales team is focused on those sales that they can win; selling at the right level and leading the sale ahead of the compe