by Andy Cleary | Feb 7, 2012 | Training Your Sales People
How to Avoid Death by PowerPoint Who hasn’t suffered through a mind-deadening PowerPoint presentation at some point in their lives? Here are a few ways to avoid death by PowerPoint: Make Words Scanable – If the audience is made to read your PowerPoint they will...
by Andy Cleary | Jan 23, 2012 | Training Your Sales People
Is Your Elevator Speech Flat? How do you respond when someone asks: “What do you do?” It has been said that the problem with elevator speeches is that no one wants to hear an unsolicited speech and even if they did, the last place they would want to hear...
by Andy Cleary | Sep 26, 2011 | Training Your Sales People
When selling, your business must generate trust or the marketing game is over before it begins. Trust is defined as “a willingness to rely on an exchange partner in whom one has confidence”. Trust is the foundation of any sales situation whether it is “low touch” on...
by Andy Cleary | May 14, 2010 | Training Your Sales People
“Hey, it’s only sales.” It’s just our hyped up sales department over promising again. Brand this, brand that. Those jokers don’t know what real work is like. “Sales is everything!” If we don’t get more sales there are...
by Andy Cleary | May 14, 2010 | Training Your Sales People
Sales are down. What do we do? Let’s not overcomplicate this. Sales are made of two things. First, there is branding or what you sell. Second, there is outreach which is letting people know what you are selling. Here’s the problem. A lot of businesses are...
by Andy Cleary | May 14, 2010 | Training Your Sales People
Zig Zigler tells the story of two railroad workers. They both started at the same time. After over a decade, one is still laboriously laying track in the hot sun and the other has worked his way up to top management (in an air conditioned office). Zig points out that...
