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In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement. There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day. There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job. Four percent of the sales people in the U.S. sell 94 percent of the goods and services, according to two meta studies—one by Harvard University and one from the Gallup Organization. 1 | ||
