Training Topic


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  • Sales
  • Will You Pass the Sales Flinch Test?

    After a lengthy buying process, the time has come to submit pricing. Proud of your accomplishment, you present the proposal to the buyer. Skipping the sections about your company and...

  • Sales
  • Auto Sales Training in the 21st Century

    Auto sales training is definitely not what it used to be. In the 70-s, you could walk onto an auto dealers showroom floor, ask for a job and be selling a car...

  • Sales
  • Are Sales Stars Made or Born?

    Last week I was chatting with John Asher of Asher Training. He has data, based upon personality and character testing, proving that about 50 percent of success in sales is...

  • Sales
  • How to Change Your Emotional State

    Your physiology is in a feedback loop with your emotions. For example, if you are depressed, your body will consistently slump and slouch, which will influence your body to become...

  • Sales
  • The Eight Deadly Sins in Customer Relationship Management

    In the rapidly evolving world of Customer Relationship Management and CRM technology and solutions, there are several pitfalls into which new and even experienced companies and managers commonly stumble. By Geoff...

  • Sales
  • ADP Hopes To See Deal with Centive Pay Off

    Payroll, benefits administration, and human-services services provider ADP Data Processing announced this week that it's teamed with Centive to offer the vendor's incentive compensation management (ICM) application to ADP's largest...

  • Sales
  • Qualifying Prospects

    The goal of qualifying is to give yourself a better than 50 percent chance of closing the sale. My qualification process focuses on getting the right information from the prospect...

  • Sales
  • How Come No One is Buying my Chocolate

    We recently had an email from a sales person who had a predicament. His company sells chocolates to retail stores. Not only standard chocolate mind you, but all shapes and...

  • Sales
  • Everyone Wants Different Results - But Few Want to Change

    When you're in the "change" business like we are at Caskey, we come across a lot of companies/people who say they want different results in the market: more money, more...

  • Sales
  • Self-Coaching

    Salespeople are often alone as they make sales calls. Many say they do not get coached. Most are hungry for good feedback and would benefit greatly from it. By Linda...

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