A new reader asks, "What refresher resources are available to keep your skills sharp?" It's a question I'm frequently asked privately by sales and marketing professionals from all levels of experience.
I usually respond, "That depends" because two very important points are omitted. These points help you choose the right training materials for you or your staff, those materials that create specific results in your business.
The first point is, "What do you feel you (or your staff) needs to work on?" Perceived weaknesses in sales people are just as dangerous as real weaknesses. If you have an area that you feel needs to be improved, choose refresher materials that go over the basics.
The second point is, "What particular challenges do you face, that provide value to overcome?" Answering this question frames your objective, helping you focus your learning efforts. It also provides clues for application, because learning itself creates no value without action.
In my own efforts I'll periodically go back to basics (even into timeless sales and marketing classics), making sure I have my foundational points straight before I address any major challenge my organization faces. Retesting what I teach clients in my own activities always helps take my own results to the next level.
If you want refresher resources that help you create and keep profitable customers, then I offer a number of resources in my catalog, available on-line or by writing to JCO CATALOG, DEPT C0219A, PMB 6618, 2711 Centerville Rd., Ste 120, Wilmington, DE 19808
No matter whose resources you choose, focus on areas that maximize results and have clear objectives upfront. You'll get more from your learning and create better results in your personal bottom-line.
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