More Business With Better Clients
The slogan of any sales training should be "More business with better clients". More business is not necessarily good business. You've probably heard it before.
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When sales people desperately want to succeed they tend to welcome any client into their sales funnel. Consequently, the pipeline is filled with an excess of bad business.
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When I was a young boy, I asked my father why he kept cutting down the different trees in our garden. In my mind, a big tree was a good tree. My father explained to me how a trimmed tree always lives longer and remains much more productive or fruitful. The same goes for sales and business!
Sales training is about getting back to basic. It's about focus. If training doesn't help you find which clients you want and HOW to do it, then training will only make you more busy doing what doesn't lead to profitable customers. Believe me, more business with poor clients, is not want you want.
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