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
Problem: Tony was looking for advice on how to sell a high profile prospect who was constructing a large new distribution center in his territory. Tony’s company sold and installed voice and data cabling and new construction was its primary market. Tony said that the buyer insisted that the business would go to the vendor [&hellip
Problem: Peter asked a question that the entire training class felt was appropriate, given the time of the year. He wanted to know how he could make the most of his time between Thanksgiving and Christmas since business was traditionally slow over the holidays. He was wondering what administrative tasks he could focus on that [&hellip
Problem: You’re in that familiar, albeit uncomfortable, position of having to chase a prospect that told you they were “interested”. But, based on their failure to commit, it appears that they are not. Initially, they seemed very convincing regarding their interest in your product or service (as they nearly always are). Since then your tactic [&hellip
Problem: During a recent coaching session with a group of clients, one of the participants brought in a short article about a new book on selling, one that suggested that there are seven questions that a salesperson must be able to answer in order to close the sale. Of course, the article didn’t tell the [&hellip
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