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
Problem: Have you ever run into a prospect that just doesn’t “get it”? You’ve done your job well. They’ve convinced you they have a problem that they really want to fix, you’ve determined that you’re in front of the person who can make the decision, and you found out that they have the financial resources [&hellip
Problem: Cal was a copier salesperson. One day in sales training class he lamented about his inability to get a prospect to make a decision on the proposal he had given for their copier business. He had provided some relatively attractive incentives to encourage his prospect to accept the proposal now, but couldn’t get the [&hellip
Problem: Being a good qualifier is the most important skill for a salesperson to possess in a relationship based sale. Yet despite hours of training, most salespeople are mediocre qualifiers at best. Digging down to uncover the real problems, openly discussing money issues and getting in front of the real decision makers are very challenging [&hellip
Change seems to be the watchword of the day. If we’re going to succeed is today’s highly competitive, fast-changing sales environment, we can’t keep doing the same old stuff we’ve been doing for years. (Seems like I’ve been preaching this forever, but the vast majority of companies and their individual salespeople, still aren’t getting the [&hellip
Problem: Have you ever heard the term “sales profession”? How about “medical profession”? Which one do you think has the most credibility? Of course, we’re biased. We are one of those “professional” salespeople we spoke of a moment ago. But which would the general public, the people who are our prospective buyers, give the most [&hellip
Watching a video recently of the Blue Angels, the Navy’s extraordinary flight demonstration team, reminded me of what it takes to be successful in selling, what it takes to be the best. Their preparation, attention to detail, dedication, and following procedures are amazing. Salespeople can learn a lot from these incredible professionals. Let’s look at [&hellip
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