AXIOM SFD Sales Training & Development

At AXIOM Sales Force Development, we have created the industry's most scientific, comprehensive process for selling and managing sales - period. Developed around clear logic and proven fundamentals - not the passing fads or trends of the day. AXIOM's powe

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Site Owner: edmcadoo
URL: http://www.axiomsfd.com
Google� PageRank�: 4
Category: Sales
Member Since: 2011-07-21
Country: United States

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Latest posts 'AXIOM SFD Sales Training & Development'

Selling Techniques: Forget, at least for while, what you sell“To a man with an ax,” says an old African proverb, “everything looks like a tree.” A corollary observation might be: “If you’ve got an ax in your hand, all you notice is trees.” That’s fine if your customer’s problem is trees that need chopping. If it’s something else—anything else—approaching him with an ax might not be your best strategy. There is a tendency for salespeople investigating an opportunity to focus first, and often exc...

Posted on 04-04-2012

The Granddaddy of all Closes Continued…Our March 7th post about closing techniques prompted an interesting and thought provoking response from a reader. We thought many of you would enjoy the exchange. Reader: “Okay - so this guy is on track but it could be done better. Asking ‘Have I proven to you that we have what you want to buy’ is a yes or no question. I want a yes, or ‘...

Posted on 02-04-2012

Sales Training vs Product TrainingI started this morning just like any other: with cup of coffee in hand I begin reading my emails. The first email I came across began with the statement “Product training is the most important aspect of sales training.” While I wasn’t interested in the free webinar the email was offering, the statement evoked a thought: Is product training more important than sales training? Many organizations invest money, time and effort teaching sales people all about the products and services they sell. Perhaps as a direct result of this effort, we often find sales people spending the bulk of their time attempting to pitch their products and services to prospective customers. So what&rsquo...

Posted on 21-03-2012

5 Axioms for Successful Sales Training ProgramsI came across an interesting, yet not surprising statistic the other day. According to a 2011 report by ES Research Group, 90% of all sales training programs have no long-term impact beyond 120 days. Which means that 10% of programs do, which is typically a solid return for sales training investments. But what if you could get well beyond that statistic? An already strong ROI for sales training would only get stronger. Currently $5 billion is spent on sales training. A wise investment especially when you consider th...

Posted on 19-03-2012

Why do you sell?If you’ve followed our blogs, read articles we’ve written, or picked up a copy of our book, ‘The Journey to Sales Transformation,’ you know how we feel about the sales profession. We have a tremendous amount of respect for those who do it well and for the right reasons. You know we believe that salespeople who chase deals, commission checks or quota attainment are chasing the wrong things. You know we believe the amount of money we make is dependent on the amount of impact we have on other people’s lives. Turns out, we are not alone in believing that the purpose f...

Posted on 14-03-2012

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