Problem: 95% of salespeople are at the prospect’s mercy. That’s right, the prospect is in control because he’s got his rules, and he gets you to play by them. He’s like the all-powerful conductor of the Boston Philharmonic, and you’re playing the tune HIS way. And it’s costing you money, not to mention how it’s [&hellip
Problem: Recently I was speaking with Fred, a salesperson who told a story that I could well relate to. He was lamenting that on his last trip to New York to meet with some prospects for the first time, the airline lost his luggage. Now we all know what a pain that can be, but [&hellip
Problem: How many times have you run into a salesperson who pushes too hard, who epitomizes the pushy, aggressive stereotype that we’ve come to loathe? These folks can’t accept a “no” from a prospect and think their solution is the right thing for everybody. They generally appear desperate to make a sale and usually are. [&hellip
Problem: Jason was extremely excited when he finally got an appointment with one of the top prospects in his territory. The first meeting went extremely well. So well, in fact, that he felt that he was a lock to get the business. He saw this prospect as his ticket to making his quota for this [&hellip
Problem: “I’m afraid that I’m not going to get a decision when I make my presentation to the fitness store owners next Monday,” Kelly lamented. “I’ve put together a great proposal. I think I’ve covered all the bases and have given them three terrific options for advertising in our newspaper. Surely one will work for [&hellip
Problem: Lisa, an account manager for a temporary staffing company, just wasn’t hitting her numbers. Her industry was growing rapidly, demand for her services was clearly there, and the company was a leader in their market. She made lots of calls and, for the most part, her prospects welcomed her visits. She often brought small [&hellip
Problem: We often hear from our clients that when they finally get past the gatekeeper, the prospect requests literature prior to committing to see them…and after the literature has been sent, they can’t get the prospect back on the phone. Everyone who is selling anything has been through this experience many times. Salespeople typically have [&hellip
Problem: Marketing departments have a love/hate relationship with salespeople. They “hate” them (sometimes) because they feel their products and services would sell better if the salespeople knew what they were doing, but they love ‘em because they are great consumers of all the product literature, brochures, fliers, etc. that marketing departments tend to crank out. [&hellip
Problem: Objections are probably the most misunderstood area of selling and typically salespeople are not very good at dealing with them. Analysis: Experience tells us that objections are really not “buying signals” like the sales gurus of old have told us. In fact, objections could be deal breakers if we don’t handle them properly so [&hellip
Problem: One of the measures of a successful salesperson is the number of referrals they get from past customers and others. Many salespeople do not get enough referrals to keep them from having to make cold calls and do prospecting on a regular basis. Often salespeople do not get repeat referrals because they fail to [&hellip
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