Problem: Mark was a high tech salesperson, selling complex hardware and software solutions to distribution companies. Relatively new to the job, his ability to close was frustratingly poor. But he was in good company, as the other salespeople in the company suffered from the same problem. Diagnosis: Bernie was Mark’s sales manager, and was “old [&hellip
Problem: It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day. “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total [&hellip
Problem: Mitch’s company sold data storage solutions. A five-year veteran of selling, he called the other day for some coaching. He said that he had just completed a one-hour meeting with one of his top prospects, a large retailer who was a key prospect for his company. He explained that he had experienced difficulty getting [&hellip
Problem: Most salespeople hate cold calls and aren’t very good at making them. As a result, cold calling activity is limited and they never seem to improve. We all get cold calls on a regular basis and most result in failure. See if you can relate to any of the following. Diagnosis: The first 10 [&hellip
Problem: One of the biggest challenges that salespeople face is getting appointments. People are constantly bombarded by marketing messages via the media enticing them to purchase. Prospects receive daily calls from salespeople who want to see them, so it’s no wonder that they treat most requests for meetings with skepticism and suspicion. This unfortunate fact [&hellip
Problem: Companies invest many thousands of dollars attending trade shows annually. Often the results are disappointing. When asked why they continue to attend, we hear things like, “if we don’t attend our customers will think we’re in trouble” and “our competitors are there, so we need to be.” Hardly an offensive strategy, wouldn’t you agree? [&hellip
Problem: Mike’s company had developed a new product line and, for the moment, his primary responsibility was cold calling to develop a list of prospects for it. Mike’s last serious cold calling activity was a few years ago and he remembered the frustration involved with trying to get past the gatekeepers. Today it seemed even [&hellip
Problem: The deal was consummated and Troy had finally displaced his number one competitor at an important account. Having received a promise that the initial order would be sent the following week, he departed, congratulating himself on his good fortune and ability to land the tough ones. Then, several days later, he received a voice [&hellip
Problem: David got trapped by the prospect; maybe “squeezed” is a better term. Here’s what happened. His prospect was playing him off against the incumbent. It’s a familiar ploy and it goes like this. The prospect holds out the carrot by suggesting that the incumbent vendor is doing an “okay” job, but suggests that having [&hellip
Problem: Radio stations typically get “freebies” from local merchants in partial exchange for advertising time. These freebies are used for a variety of promotions and are an important way for radio stations to create interest in their stations. It seems KZAP had a few sets of tickets for a Shakespearean play at a local theater [&hellip
The Monday Morning Sales Coach is a free weekly email newsletter that condenses powerful sales technique tips and information into one brief charge to start each new week. We know your time is valuable, so we keep it short, actionable and simple.
We are so confident that your sales results will improve after taking our sales training program that we are giving you a 100% satisfaction guarantee. Let us know within 30 days that you want a refund, and we will happily send it back to you with one click. We promise that you will find value in the program and you will be able to put it to use immediately. After this training you’ll have a process to follow that will help you close more business without discounting, get out of dead deals sooner, and give you the confidence you might be lacking…and selling will be a lot more fun!
Contact Info
Sales Trainers Located in San Diego, offering onsite and online sales training.