"High Performance Sales Culture" by Bob Frare

"I've worked over the past twenty years with some 400 different companies and one of the things I discovered is that sales training works better in some companies than others, and I began to wonder why. So I began to interview people to try to determine what constitutes a culture that keeps salespeople motivated, turned on and happy. And I came up with the twelve essentials of a high-performance sales culture."


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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Prepare For Successful Negotiation" by Julie Thomas

"In the sales cycle and the sales process, when push comes to shove, it will all boil down to some sort of a negotiation. Especially in today's world where many of us are calling on business-to-business, often what happens is the decision is made to do business with you. Now, it's thrown over to the purchasing department who is incented to make sure they're getting the best deal they can, and salespeople don't typically prepare for that."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The Skill Of Quality Questioning" by Dave Kahle

"There are several different ways to look at your job as a salesperson. One way is to be a communicator of features of your product. But a better way is to be a consultant to the customer. In other words, to uncover the customer's deeper needs and basic motivations, and then show the customer how what you have meets what they want. And that boils down to the ability to ask good sales questions."


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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.