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At least twice a week, I get a call from someone trying to sell me on their sales training program. Most recently, the gentlemen who called me suggested that he could help me increase revenue by 25-50% if I sent all my sales people to his seminar. Sounds good to me I thought...maybe too good. When I asked how he could get these results from people after a two day seminar, he told me it was simple - he'll teach them state of the art negotiation techniques. I politely told him to call me in 6 months when he could show me a few case studies.
He pressed a little further and I explained that I am growing tired of people over complicating the sales process. You see, I firmly believe that 90% of the time success in sales is predicated by how well a sales person does with the basics. For example: Are they making enough cold calls? Are they logging activity in the CRM? Are they asking the right questions at the beginning of the sales process? Negotiation is a key part of the process; however, unless you get enough qualified prospects to that stage, you have nothing to negotiate.
