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Sean McPheat's Articles in Business

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  • Top 5 Tips of the Most Successful Sales People
    Learning from others experiences and mistakes is always a good idea. And for a sales person what better way to learn than from some of the most successful sales people. Some sales training and sales coaching classes bring in successful people to give a talk to the new batch of sales people. But, if you haven’t got a chance to hear these people talk then, not to worry here are the 5 tips from the most successful sales people.
  • Differences between Management and Leadership
    ‘Management and leadership’, usually these words are generally heard together. Are they interconnected? Are there any differences between them? This is a discussion that has been going on for some time and will be around for some time to come. It is a common topic for discussion in various management training programs and management training courses. The fact is that you cannot escape this topic if you are attending any type of management training program.
  • A great Manager is a Great Communicator
    Who is a great manager? Well, this question can have many answers but anyone running a management training program or management training course will tell you that – A great manager is a great communicator. This does not mean however, that all the other skills that a manager possesses are redundant. That is not what it means. But, unless you are a good communicator you cannot be a good manager.
  • How to run a Staff Appraisal?
    One of the most difficult tasks a manager’s has to perform is that of staff appraisal. Many management training programs and manager training courses conduct separate classes on this. Staff appraisal is like skating on thin ice. The result of a staff appraisal rarely satisfies the staff and the management.
  • How to move the sale forward
    I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and closed. Only use open questions when xyz and only use closed questions when abc"
  • The Key Skills of a Top Manager
    Management training programs and management training courses are meant to hone the managerial skills of a person. Sometimes, it is through these management training programs that an individual discovers he or she has a particular skill. So, what are the key skills of a top manager?
  • What is Consultative Selling?
    Consultative selling sales training courses are becoming increasingly popular. Even other sales training classes and sales coaching classes are offering consultative selling as a part of the curriculum. So, what is consultative selling? As any of these sales training courses will tell you consultative selling is a type of selling in which the selling is based on customer needs rather. It is a non-manipulative process.
  • How to manage your Time more effectively
    It is always a surprise as to how a simple homemaker is able to manage a myriad of different activities without any formal training whereas a manager is not able to do it even with all his/her fancy degrees. How do they do it? The homemaker knows a simple technique – time management. Managers can manage people, budgets, etc but when it comes to time they are not very good at managing it. Management training programs and management training courses can help you learn the skill of time management.
  • What is Leadership really about?
    If you have attended any kind of management training, be it management training courses or management training programs you might have noticed that all of them focus on leadership. Management training courses and management training programs may even give out materials like pamphlets or booklets on the subject. And, you take it all promising to read it but of course forget about it completely the moment you are out of the room. What is leadership really about?
  • How to get action with your staff reviews
    "My 1 to 1 sessions seem to just fizzle out at the end of each one, usually because we run out of time and need to get back to the work place. How can I overcome this?"
  • How to coach a perfect 10!
    The other day I was delivering some coaching skills training for a company when a delegate asked me how she should coach the person who is an introvert and has little to say
  • How To Overcome Objections
    Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind.
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