| Many in sales training are of the opinion and I am | | | | Teams” who were very much into direct |
| too; that good sales training starts with the | | | | personal selling, cold calling on the phone, out of |
| fundamentals. Such as verifying that the prospect | | | | the blue sales visits and giving demos of our |
| is truly interested, understands what your product | | | | services. We always taught them the |
| or service can do and is qualified and able to buy | | | | fundamentals, no sense in having new sales people |
| the product and services in the first place. And | | | | out their burn good territories or turning off good |
| making sure the sales person can be engaging, | | | | prospects by using bad sales techniques. |
| listens, has customer service skills and can handle | | | | We always took the philosophy that; “Sales |
| objects and either problem solve or explain | | | | Training Starts with Fundamentals” and |
| without aggravating the potential customer or | | | | although I am not a sales training guru like many |
| prospect. | | | | of the popular authors and cassette tape experts |
| Sales people must be able to understand the | | | | in the field my advice comes from real life |
| fundamentals of selling and those are not the only | | | | experience and let me tell you we always out sold |
| ones of course. Simply what came to mind as I | | | | our competitors and I would have it no other |
| was considering the fundamentals we use to | | | | way. Consider all this in 2006. |
| teach our “Bonzai and Blitz Marketing | | | | |