Industrial Selling Skills Training the Salesforce
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A selling situation in the field is as likely to be a three to twelve minute opportunity standing in a production planner’s cubicle, a hallway, or a parking lot, as it is to be a formally scheduled thirty minute Powerpoint presentation in a conference room.  INDUSTRIAL SELLING SKILLS workshops are based on real field sales experience developed by people in the field. 

The “Match Up” approach which is one of the fundamental tools used in the Sales 260 Program and the Product Management Program was actually conceived after a meeting with the mine superintendent of one of the largest coal producers in the country.  It was an exercise in what we now affectionately refer to as “Delayed Intelligence” – what we could have done better. 

Over the years a number of these exercises have resulted in tools that help the sales and marketing practitioner that works in industrial markets. 

We take great pride in the fact that effort and a desire to improve will lead to a consistent supply of humility and a healthy regimen of continuous improvement. 

“What works well, what works sometimes, and what tends not to work at all, can only be confirmed as effective in the field by making sales calls”. 


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