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Clear Sales Language or Confusing Sales Code?

Posted by Frank Belzer on Fri, Mar 01, 2013 @ 03:42 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
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For centuries, people have developed unique forms of communication other than speech or the written word.  The oldest and most primitive forms involved smoke and drums.  In later centuries, we saw the creation of new methods like semaphore and Morse code.  The military has always been quick to utilize signals and codes because it offered a way to communicate and direct without the opponent understanding what was being said.

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The Cart, the Horse and Effective Sales Training

Posted by Frank Belzer on Wed, Feb 17, 2010 @ 01:42 PM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.

We had an interesting discussion today in our office related to how we could better help one of our clients.  For a long time we have emphasized the fact that we are not a "sales training" company - we have a much broader focus that involves looking at every aspect of a sales organization.  Sometimes, usually in fact, that involves training sales people to overcome weaknesses and implement better skills and techniques.  BUT - that is not always a step that happens immediately or as early in the process as some clients might like.

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Sell like a Sniper

Posted by Frank Belzer on Tue, May 12, 2009 @ 11:59 AM
  
  
  
Frank Belzer is the Sales Archaeologist and Author of Sales Shift.
 

Stalingrad 1942 - one of the bloodiest battles in modern history began as the Russian forces in that city fought back against the German onslaught. The siege soon turned to street fighting and as the harsh Russian winter approached and the depleted Russian troops felt they were losing ground a new form of fighting emerged - the Russians turned to the sniper. The role of the snipers in the battle for Stalingrad is legendary - in fact movies like "enemies at the gates" depicted the crucial role they played in holding off the German advance until reinforcements could arrive.

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