High Gear Training Systems

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Posts Tagged ‘Selling’

  • “I don’t need your services.”

    Recently I was asked to coach up someone who had encountered the following sales situation: Joe Smith is a sales representative¬† with a firm that specializes in consulting services for the telecommunications industry. Barbara Brown is the Director of Operations for ABCom, an international telecom company.¬† Barbara is new in her role. Joe has been […]

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  • Selling Scared

    Earlier today I met with three sales managers to discuss possible sales training. I asked the following question: “How would you chararacterize the attitude/morale of your salesforce?” After nervously looking at one another, one manager answered: “They’re scared.” I had to ask, “What does selling scared look like?” They all went on to describe scared […]

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Suggested Readings

These are books we recommend highly. Most are also available on CD, so if you prefer, turn your car into a rolling university.