Problem: When Sam, the salesperson, heard the familiar question from the other end of the phone, a shiver went through him as if he had scraped his fingernails on one of those old green blackboards. He was taught that you had to push past the executive’s gatekeeper, giving little information because the person screening the [&hellip
Problem: The other day we were working with a new group of people who had just started our training program and we were astounded at how difficult these folks were making the process of selling. We reflected on how everyone says that consultative selling (asking questions versus pitching features and benefits) is the way to [&hellip
Problem: Every year in most major cities there is a road show consisting of prominent self-help gurus and other personalities who spend a day telling the audience how to feel good about themselves and improve their performance. Most of the audience is in sales. No surprise! Sales is a tough business, rejection is commonplace and [&hellip
Problem: Paul, an experienced salesperson, was convinced that his company’s products were overpriced. More and more he kept hearing price objections when he delivered his proposals. By his estimate at least two-thirds of his prospects complained about his prices. With this overwhelming evidence, he began to start discounting in order to close deals. Although he [&hellip
Problem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.” Diagnosis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each [&hellip
Problem: Kim, a ten-year sales veteran, never felt like she was in control of her sales calls. She felt like her prospects and customers were always one step ahead of her. She attended many training sessions and they all basically taught her the same thing: always ask for the order, use the same 2-3 foolproof [&hellip
Problem: The biggest challenge salespeople face is closing more business. Typically, the problem is not the lack of closing skills per se, but rather the job they’ve done prior to the presentation and close. Would anyone disagree that the better the prospect is qualified, the easier the close will be? Analysis: Old habits die hard. [&hellip
Problem: Jim and Howard were presenting their case for doing business with one of the largest grocery retailers in the U. S. Their company, Lincoln Inventory Services, sold inventory counting services to retailers. Associated Grocers represented an important sale for them. About halfway through their presentation Sam, Associated’s CFO, said, “Okay guys, you’ve said enough. [&hellip
Problem: Sarah told me her goal for the past year was to lose weight and get in better shape. Bill’s goal was to increase his sales. Natalie was going to reduce her credit card debt. Sarah, Bill and Natalie all had something in common. They all failed to achieve their goals. At the end of [&hellip
Problem: Another new year. Will it be more of the same for you? We recently met with a group of salespeople that we have trained for several years. We discussed their results for last year and what their revenue expectations for the New Year were. They explained that management was looking for a 15% sales [&hellip
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