| A good sales manager and Sales Trainer must teach | | | | If the salespeople have developed a proper |
| each and every salesperson of the sales force for | | | | relationship with the buyer or purchaser or with the |
| their company the importance of relationship building. | | | | potential customer then this prospect is more apt to |
| Consider if you will the very competitive marketplace | | | | tell them what is really going on and give them a |
| where your company and the competition compete | | | | chance to match the competitors bid, special offer or |
| head to head. Your competition offers specials, | | | | special terms. |
| bundling of services and products and even special | | | | Even with super intelligence in the marketplace of |
| terms for payment. | | | | what your competitors are doing it still behooves |
| Often it is hard to keep track of what your | | | | each salesperson to be on a strong relationship basis |
| competition is doing and therefore your salespeople | | | | with every prospect they are offering or attempting |
| may lose sales because the competition is willing to | | | | to sell your products and services to. |
| do something at the last minute in order to make the | | | | Sure, the responsibility is with the salesperson |
| sale that your salesperson has no idea of. Instead | | | | however, in the real world it is the sales managers |
| your salesperson gets an excuse or another round of | | | | duty and responsibility to the company to know |
| objections, which have no bearing on reality of the | | | | what is going on and the psychology behind what the |
| prospects interests, desires or problems with the | | | | salesperson is doing. Please consider this in 2006. |
| sale. | | | | |