I Remain a Fan of Wilson Learning - Sales Training

http://www.wilsonlearning.com/wlw/sales/s-challenges

A friend of mine worked at Digital Equipment Corp. in the early 1980s and gave me a set of cassette tapes when I asked about getting a job in sales. These tapes were recordings of Larry Wilson in a sales seminar. So practical, so fun and no short-cuts.

Effective selling is a process of preparation & research; listening skills; and thorough follow-up.

Selling is much less about price-cutting, golf courses and half-true statements.

Step 1 is to identify qualified prospects for qualified products and services. If you have time in the car, more likely via a webinar, take a look at this approach.

//cp