Companies struggling to turn a profit in the recession have been advised to invest in sales training courses. Wendy Weiss, who calls herself the Queen of Cold Calling, said that consumers are much less willing to spend in the current economic climate, meaning that sales training is even more important to get quality performances from staff. Ms Weiss explained: "Knowing how to position your sale and pre-empt budget and pricing objections will go a long way toward closing more sales." She added that sales training is a way to improve this knowledge and will help employees speed up sales cycles, identify potential buyers and resist targeting unlikely ones. Two sales training experts recently warned that some staff development techniques will work for one group of employees, but not for others, according to TMC.net. Joanne G Sujansky and Jan Ferri-Reed, co-authors of Keeping the Millennials: Why Companies are Losing Billions in Turnover to this Generation and What to Do About It, said that companies looking to invest in sales training should offer different courses for varying staff age groups.
What are these?