Problem: We blew it. The prospect said “no.” We worked like crazy to put together a great presentation and our hopes to get a commitment to buy were high, but it just didn’t happen. The result was a no…failure, and worse, now we don’t know where to go. Do we just pack it up and [&hellip
Problem: Qualifying is an area where salespeople often do a poor job. As a result, when the time comes for the presentation, salespeople have normally failed to discover the real issues or get any kind of serious commitment from the prospect about what will happen if he can fix the problems. Diagnosis: Salespeople have had [&hellip
Problem: Salespeople are so predictable! They use the “pull” approach, constantly trying to convince and persuade their prospects to buy from them. Of course, their prospects are on to these tactics and are doing their best to “push” the salesperson away. Often, even good prospects feel trapped and push the salesperson away because they don’t [&hellip
Problem: Most salespeople certainly don’t get enough referrals and often the referrals they do receive go nowhere. How many times have you called a referral, failed to get through the gatekeeper, and left a message that never gets returned? Perhaps you’ve even gotten through to the referral, only to be met with a cool response? [&hellip
Problem: Kelly’s company had developed a training program for their customers (and prospects) that was designed to position them as a leader in their industry, enable their customers to use their technology more effectively and reduce emergency calls to the tech support department. Kelly was having difficulty determining why one of his largest customers was [&hellip
Problem: Roger was in a bind. Every month his five sales people reported the “pipeline” of business that they thought would convert into sales for the next month. He then summarized the report for the president of the company. At the last meeting the president told him that his report was “bloated with deals that [&hellip
Problem: Technology companies place a great deal of reliance on demos to showcase their products and services. While a demo is a great way to show off your product, often it is not being properly utilized to close business. Salespeople arrive, anxious to show how their product will improve the prospect’s situation. They demo every [&hellip
Problem: This was Phil’s one-year anniversary, although it was an anniversary most people would just as soon forget. Phil was a business consultant who was proud of maintaining long-term business relationships with his clients. Exactly one year ago to the day Phil had experienced the culmination of the worst month of his business career. That [&hellip
Problem: In the parking lot on the way out of the sales meeting, Sid shook his head and said to himself, “If I would have only asked a couple more questions about the level of service from their supplier and dug down a little deeper, and the call might have had a different outcome. All [&hellip
Problem: A few months ago, one of our clients complained that they were not achieving their quarterly sales goals. They had lots of proposals on the street, and sales forecasts seemed to be bloated with deals that showed up month after month, but never seemed to close. Analysis: In the case of this sales team, [&hellip
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