As a trainer working for Training Providers my view of the World was that I provided the best trainer I could and the Training Provider would look after the process of selling to clients.
My world view has changed and I started to get interested in the Sales Process because:
- I wanted to be sure I was helping to generate repeat business
- I increasingly find myself accompanying Sales staff to meetings with Clients to help turn training needs into courses and other activities
So I felt I needed to understand the process better. As I have been working on re-building my business I have realised that this understanding is essential.
So via ITUNES I found the Advanced Selling Podcast by Bill Caskey and Brian Neale. While the intended audience is sales people, I think any contractor will find value in their problem solving approach. The podcast is based around listener submitted questions.
Your thoughts please
Steven Knight, IT Trainer