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May 18, 2018

How to Succeed in Sales – Part 6– Closing (Apr 7, 2017)

We are now at the final section of our process.  Remember,  the process is the glue, which makes each and every sale consistent and more likely to close.  You can modify as you see fit,  but above all you need to follow the same process for each sale.  This will optimize your efficiency and make you more productive.  This is not only for yourself,  but also for the organiz...

May 20, 2017

How to Succeed in Sales - Part 7 - The Epilogue  (Apr 10, 2017)

I am hopeful that you found a few bites of information in the six serial posts on “How to Succeed in Sales”.  You may have heard of many sales training seminars, books, and videos.  This information is comprised from many of these experiences which I’ve had over the last decades, plus on the ground successes, of being an engineer and sales professional....

April 21, 2017

How to Succeed in Sales – Part 5– Packaging It Up  (Apr 4, 2017)

We are now to our 5th segment on How to Succeed in Sales.   This has established a process, which we can follow and repeat for an efficient workflow.  We have started at the beginning,  got potential clients which meet our target criteria,  done some research,  gotten time to meet and define what the customer needs and wants with consideration to what we have in o...

March 25, 2017

How to Succeed in Sales – Part 4 – Listening (Mar 25, 2017)

This is the fourth in our series.  Some might term this as the probe step.  However,  in my experience,  the term probe seems to be more about us and the real issue is about the customer.  Therefore,  listening is a more appropriate term.  The listening phase builds on what we have been talking about in parts 1 -3.  It takes all that we have learned and allowed us to a...

March 19, 2017

How to Succeed in Sales – Part 3 – Relationship Building  (Apr 5, 2016)

This is the third part of our series.  Remember in the Forward session we stated,  People buy from People.  This is the beginning process for building a relationship.  One that builds trust and empathy for what the customer has to accomplish.  It will be the first time the customer hears from you and first impressions are everything; So let’s go....

March 18, 2017

Post II of Sales Training Ouline

March 16, 2017

How to Succeed in Sales – Part 1 –  (Mar 3, 2016)

This is the first article in the process.  Remember,  your process does not need to be exactly the same as mine.  The importance of process is so that you do the same things over and over again.  Then if an adjustment needs to be made,  you can track and evaluate the results.  You then delete that which doesn’t work and keep what does until you get a working model ,which wo...

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