News: Performance Management
Sales training: Children show effective deal-closing techniques
20 February 2009
Young people show a lot of the effective sales traits and strategies which form part of training in this area, an expert asserts.
Vince Poscente, author of the Age of Speed, tells Sales and Marketing the personal touch is effortlessly effective for children, suggesting this approach can easily close a sale.
Watching his daughter raise money for charity, he also noted the effectiveness of using humour as part of a pitch, as "people love to laugh and feel good".
By smiling and keeping talking, he says she managed to keep people engaged despite receiving a "no", a skill which could be developed through training.
In addition, Mr Poscente claims by moving briskly from house to house and keeping up momentum when people were out, more money was generated.
"Things in motion tend to stay in motion. When you attach urgency to your sales goals you can get further, faster. Set a timeline, deadline or target date," he advises.
Dave Stein, chief executive and founder of ES Research Group, recently told Sales and Marketing that management must take part in sales training sessions if these are to be as effective as possible.
