Sales Stories and Articles
Professional articles, interviews and sales stories from the field, drawn from more than 35 years of training salespeople.
- Sales Coaching: On the Job TrainingA struggling salesman in Eilat, a forgotten past as a master closer, and one day of field coaching that brought him back to life.
- The Value of Professional One-on-One CoachingA top saleswoman at a kitchen company suddenly stopped closing deals. A single coaching session uncovered the surprising reason.
- A Sales Workshop Can Do Real DamageA bad sales course isn't just useless. It can wreck a good team, as these stories about 'consultants' and lightning-fast price quotes show.
- Yes. You Really Can Move Mountains!A bank gave me just two days to train a brand-new telemarketing team. The results stunned everyone, and that's exactly what bothers me.
- Diet and SalesWhat can half a ton of dieting teach you about selling? Habits, mindset, a coach who's been there, and the hard part: making the change stick.
- Interview: Sales Myths It's Time to BustIzhak Peled, founder of Talnir, explains why salespeople are made, not born, why believing in your product isn't a must, and what has really changed in sales.
- When You Say "No," What Do You Mean?Is the customer's objection real or just a smoke screen? Why the old trick of testing it backfires, and what professionals do instead.
- The Art of SellingGood selling stopped being a string of superlatives a long time ago. On understanding the customer, NLP, proper training, and how sales grew into a real profession.
- Hypnotic SellingWhat hypnotic, suggestive selling really is, why it works while the customer is wide awake, and why it's strictly for seasoned professionals.
- Open-and-Shut BusinessesWhy so many new businesses close almost as fast as they open, and how simple, inexpensive research up front can save you from betting the whole pot.
- Dealing with Sales BurnoutThirteen practical ways a sales manager can put the spark back into a burned-out salesperson, from new responsibilities to status perks and room to grow.
- The Art of SalesInside The Art of Sales workshop: moving customers from hesitation to decision, three core modules, closed-circuit TV practice and the Peled Technique.
- How Sales Should Be TaughtSalespeople aren't born, they're trained. How a workshop, field coaching, mystery shoppers and refresher sessions come together to build a professional sales team.
- Teaching SalesThe secret is in the teaching method: why lectures and memorized tips don't work, and what it really takes to turn sales know-how into habits in the field.
- Test YourselfA quick quiz for salespeople, negotiators, telemarketers and sales managers. How many of these questions can you honestly answer?
- Consumer and Buyer BehaviorWhy do customers sometimes make buying decisions that seem irrational? On buyers and end users, decision-making units, and four models of buying behavior.
Let's train your team.
Planning a conference, a training day or a fresh start for your sales team? Sales leaders, training and HR managers, event organizers and business owners: tell us what you need, whether it's a lecture, a workshop, one-on-one mentoring or consulting, and we'll get back to you soon. 054-4200891
Book a session