Problem: Tom knew that getting referrals was the easiest way to get new customers. So he selected 20 of his best clients and called them. He was pleased that almost all of his clients said they would be happy to help him. The problem was that he didn’t actually get any introductions. What he did [&hellip
Problem: Although the attendees were a diverse group (some salespeople, a few financial advisors, several professional service providers, etc.), they agreed that they shared several things in common: they all wanted to make more money their ability to make more money was directly proportionate to their ability to attract new clients to their companies or [&hellip
Problem: Despite years of experience, attendance at numerous training programs, and coaching from sales managers, many salespeople still fail to elevate their performance above mediocre levels. Analysis: Numerous factors can influence performance, but the most overlooked is attitude – how we feel about ourselves. Unfortunately, our attitude about ourselves, our self-image (self-confidence or self-perception) is [&hellip
Problem: As trainers, we see this scenario played out time and time again. Salespeople seem to have lost the ability to close! Diagnosis: Selling, from a technical/skill perspective, has gone through a major transition. Years ago, salespeople were taught what we might call the CHAOS System of Selling, the Close Hard And Often System. Pound [&hellip
Problem: Bob was at a meeting with the president, sales manager, and the office manager of a prospective client. Prior to the meeting, Bob had figured out that the president would make the decision as long as the sales manager was positive. But he wasn’t quite sure why the office manager was at the meeting. [&hellip
Problem: One of the most common requests we get is for time management training. It seems there just aren’t enough hours in the day for most salespeople. Companies spend big bucks for smart phones and other electronic devices so salespeople can stay in touch and on customer relations management programs to make them more efficient. [&hellip
Problem: The best sales techniques in the world will not guarantee success in the selling profession without the proper attitude. Unless you feel good about yourself, you’ll struggle to achieve your true potential. You must feel like you’re a “10” if you’re going to perform like one. And generally people don’t feel like a “10” [&hellip
Problem: Jason, a home remodeling salesperson, was frustrated by his prospect’s unwillingness to make a decision. He had qualified extensively and had made exactly the presentation that the prospect wanted. The prospect had stated several times that he really needed to get the remodel done quickly. He really felt that this one was “in the [&hellip
Problem: Recently I was reading an article in written by one of the best-known sales trainers in the country. He shall remain nameless, since we disagree with his approach. His contention was that every sales “pro” should follow this time tested process for selling if he or she was to achieve personal success in sales. [&hellip
Problem: One of the most frequent complaints we hear from business owners, sales managers and salespeople alike is the following: “Price is the primary focus of the sale these days — everybody wants the lowest price.” It starts out innocently enough. Buyers lead with questions and comments like these: “How much is it? Can you [&hellip
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