Very strong training, as outlined in Step Three in the Five Steps to Selling Services Success, is a vital catalyst, and is a mandatory start for changing selling behavior. Remember, though, for almost all of your sellers, this is a very big change, and training won’t do it alone. Behavior change takes time and support, so be prepared to [...]
Posts Tagged ‘Training’
Reinforce, Reinforce, Reinforce—Step Four in Seriously Selling
Wednesday, October 13th, 2010Tailor Your Training: Step Three in the 5 Steps to Selling Services Success
Tuesday, October 5th, 2010Step Three in the Five Steps to Seriously Selling Services involves training. But, not any run-of-the-mill sales training. To be successful you need to invest in quality, services-specific sales training tailored to the issues and uniqueness of your situation. Generic, off-the-shelf packages have their place. SPIN Selling, Professional Selling Skills, and Strategic Selling are all [...]
Leading and Managing Technical Talent: Turning Technical Experts into Trusted Advisors One-day Workshop
Thursday, August 26th, 2010Would you like to get more from your current resources?
Would you like to get higher billable hours from your technical talent?
Would you like to gain a distinct competitive advantage?
Join us for…
Leading and Managing Technical Talent:
Turning Technical Experts into Trusted Advisors
One-day Workshop
October 25, 2010
San Diego, CA
2010 Service Industry Summit
Technical experts [...]
Selling Services: Tools & Techniques Workshop
Wednesday, June 30th, 2010Would you like to stop giving away or discounting services? Would you like to increase your revenues of both services and products? Would you like to build trust-based relationships that create loyal, profitable customers?
Join Us for:
Selling Services: Tools and Techniques for Top Performance
A two-day, hands-on workshop for everyone tasked with selling services.
August 12-13, 2010
Denver, Colorado
You’ll learn how to [...]
