Managers need to be comfortable wearing many hats. One of these hats is that of recruiter. With the economy picking up and unemployment falling, it’s not surprising that managers are reporting that people are now more willing to change jobs. This may mean that you may lose some vital members of your team. The knee…
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About: Spearhead Training
Recent Posts by Spearhead Training
Self Motivation for Superior Sales Results
In selling the results of your efforts are highly visible and your performance, whether superior or just average, easily measured. Sales managers know their sales people need to be highly motivated to achieve superior sales results. But sales people face many set-backs every day – the cancelled meeting, the smaller than expected order, a lost…
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Why Journey Planning Is So Important
Despite the rise of the internet and improvements in mobile technology, there is still a need for sales people to visit their existing and prospective customers. This means that most sales people spend a large amount of their time “on the road”. Without effective journey planning a significant amount of “selling time” is lost. (more…)
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Managers Need To Stay Receptive to New Ideas
In order to stay successful all businesses continually need a steady stream of new ideas for techniques and product applications. As a manager it is important that you are receptive to all new ideas and suggestions as you never know when or where the next great business idea will come from. The people around you…
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Making Customer Service Training Stick
With customers becoming more knowledgeable and companies fighting to retain and grow market share it is no wonder that providing customer service skills training to all employees is top of the list for many training departments. Much effort goes in to arranging a series of customer skills workshops, yet all too often these do not…
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Phrases to Avoid When Selling
Some sales people have fallen into bad habits, or have not been adequately trained, and so unconsciously use expressions when talking with their customers that have the effect of reducing the customer's receptivity to their sales presentation rather than building it. (more…)
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Improving Personal Efficiency When Working From Home
With flexible working becoming very much the norm and the ease with which technology allows us to work remotely, more and more of us are working - at least some of the time - from our homes. But maintaining your personal efficiency when working from home can be an issue. It can be easy to…
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Better Persuasion: The Five Sentence Method
If you are making a presentation to persuade others (be they your customers or your colleagues) then you should make use of the “Five-Sentence Method” to present your case. The basis of the five sentence method is that the lead-in, the arguments you use to persuade your audience, the contradictory assertions you make and the…
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“How Much?” – Tips For Quoting The Price
Many sales people are very competent at presenting their product to a potential customer but are not so good at the stage in the sales discussion when it comes to presenting the price. This is particularly true where the price of the product they are trying to sell is relatively high. (more…)
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What Are your Customers Really Buying?
If you sell products rather than services then the answer to the question “What do your customers buy from you?” would, at first sight, have a very simply answer: the product. But if we look at this question more carefully it quickly becomes apparent that this simplistic answer is, in fact, wrong. (more…)
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