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Dave Richardson

Sales Truth: Sales Training Falls Flat Without Follow-Up




Sales Truths: Sales Training Frequently Falls Flat Without Follow-Up


Published in the May 2014 issue.

SALES TRUTH: The cellphone is a wonderful technology … but is it really? Now you can make or receive a telephone call virtually anywhere, anytime, to or from anyone. Almost everyone has a cellphone — but how do you react when a cellphone call interrupts your sales presentation? Your actions could mean the difference between closing or losing the sale.

At the conclusion of the training session, ask each person to write on a postcard what he learned, and what he will do differently. Take the postcards and mail them to them two weeks after the session. People will hang onto a postcard as a reminder to themselves about what they learned and think of that meeting every time they look at.



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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