What's Your Client's Style?
by Susan Foster

When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company’s products and services – and you’ve learned the fundamental aspects of the sales cycle.

But have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do the same thing?

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson. They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the process.

So how do you build this rapport? MORE

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Training Your People in Uncertain Times. 
By Len D'Innocenzo

All of our lives changed on September 11, 2001. Much of what we do was put into perspective with the events of this day. We all watched with disbelief as this horrific day unfolded. For many of us – it is still unfolding. Productivity on the job naturally suffered because people were focused on world events. Business took a back seat to what was happening. New heroes emerged in the form of firefighters and volunteer rescue workers. 

And yet through all of this, people still have many training requirements. How about your people? How can you deliver them the training they require in these uncertain times when budgets are being cut and people are reluctant to travel? 

We believe the Internet can offer part of the solution to the problem. MORE

An Approach to a Blended Learning Architecture. 
By Paul Pinkman

Everyone wants their move to blended learning to be a success. Planning the effective use of elearning, as part of a broader learning strategy, can make the difference between success and failure. The best way to ensure that success is to start with a clearly defined model. MORE

Make a Point. 
By Len D'Innocenzo and Jack Cullen

In order to stay competitive and profitable, many companies are unable to offer customers a price that’s significantly lower than their competition or value that’s significantly higher. Often only its salespeople can make a company stand out from a multitude of other businesses that offer similar products as similar prices. To set your company apart from its competitors, follow these guidelines for polishing your selling skills from communication to closing. MORE

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