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Home Page  William Truax |
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Bill is a sales trainer and consultant based in Cleveland, OH. He has written 3 books and recorded 2 CD's, conducts seminars and workshops on Prospecting and Making Cold Calls. He has been in the training business since 1978.
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Remember, it is Only the Behaviors That Count!©All the training in the world is irrelevant if it doesn't lead to new behaviors. So that is what the sales manager should focus on - behaviors. Is the Organization Managed or Led?©There is a lot of confusion in management circles these days about leadership. Most managers assume they are also leaders. However, that is definitely not the true. Here is why knowing the difference is critical for every organization. Sales People are Cowards!©Prospecting is the single most important selling skill since it is the only skill that puts a sales professional in a position to use all their other selling skills. Most sales people are never taught how to prospect, so they avoid it at all costs. That leads to problems, here is the solution. The Paradox of Sales Training©Companies spend a lot of time and money in providing sales skills training. However, they skip the most important sales skill - Prospecting. The only skill that puts a sales person in a position to use all their other sales skills. Yet Prospecting training is easy, inexpensive, and requires very little time. The best ROI for your sales training dollar!!! 3 Secrets to Successful Prospecting©Prospecting is really simple once you get a system. Prospecting is seldom taught, but always required. It is also the least used selling skill, but one of the most important since prospecting is the only skill that will get you into a situation where you can use all your other selling skills. Here is how to do it. The Miraculous Way to Achieve Anything, Goal Setting©We have heard it for years. As silly as it sounds goal setting really works if you actually do it. Here is a simple yet effective way to achive virtually anything. Sales Prospecting is the Most Important Skill©All sales skills are important. The most important is the one you do the poorest. For most of us that is Prospecting. Here is a simple way to overcome that. Sales Prospecting Tools©It is easy to add a complete prospecting system to our daily routine. It may be the single most important thing we do for our careers. Here are the simple steps. Prospecting and Making Cold Calls©We all hate to prospect, but know we must. Here is a simple system for getting all the Prospects you need for the rest of your career. Prospecting - Why Do I Push Face-to-face Prospecting?Face to Face Prospecting is much more logical for the field sales professionals since they are in the field any way. Also, voice mail has pretty well killed tele prospecting. There are lots of benefits to actually \"stopping in.\"
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