tag:blogger.com,1999:blog-7020674975228001582.post8022120458466878167..comments2010-05-16T10:17:17.964+02:00Alan Roy Hockinghttp://www.blogger.com/profile/07291846556427791073noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-7020674975228001582.post-4168293506396655942010-05-16T09:18:01.077+02:002010-05-16T09:18:01.077+02:00The sales problem is simple. Most sales people and sales trainers are not aware of the different skill set required when making major sales. There is a huge difference between making that simple sale and making a sale that requires many interviews and meetings.<br />Most of the old training methods are no longer viable in today’s selling world. It is time all Sales Training people got to understand this. Research done in the late 1970’s have proven this, yet we still keep flogging the age old sales books with the old techniques.<br />Selling an aircraft has a different skill set than selling the gas to run it!Steve Hilliarhttp://www.makingmajorsales.comnoreply@blogger.com