Problem: The deal was consummated and Troy had finally displaced his number one competitor at an important account. Having received a promise that the initial order would be sent the following week, he departed, congratulating himself on his good fortune and ability to land the tough ones. Then, several days later, he received a voice [&hellip
Problem: David got trapped by the prospect; maybe “squeezed” is a better term. Here’s what happened. His prospect was playing him off against the incumbent. It’s a familiar ploy and it goes like this. The prospect holds out the carrot by suggesting that the incumbent vendor is doing an “okay” job, but suggests that having [&hellip
Problem: Radio stations typically get “freebies” from local merchants in partial exchange for advertising time. These freebies are used for a variety of promotions and are an important way for radio stations to create interest in their stations. It seems KZAP had a few sets of tickets for a Shakespearean play at a local theater [&hellip
Problem: When Sam, the salesperson, heard the familiar question from the other end of the phone, a shiver went through him as if he had scraped his fingernails on one of those old green blackboards. He was taught that you had to push past the executive’s gatekeeper, giving little information because the person screening the [&hellip
Problem: The other day we were working with a new group of people who had just started our training program and we were astounded at how difficult these folks were making the process of selling. We reflected on how everyone says that consultative selling (asking questions versus pitching features and benefits) is the way to [&hellip
Problem: Every year in most major cities there is a road show consisting of prominent self-help gurus and other personalities who spend a day telling the audience how to feel good about themselves and improve their performance. Most of the audience is in sales. No surprise! Sales is a tough business, rejection is commonplace and [&hellip
Problem: Paul, an experienced salesperson, was convinced that his company’s products were overpriced. More and more he kept hearing price objections when he delivered his proposals. By his estimate at least two-thirds of his prospects complained about his prices. With this overwhelming evidence, he began to start discounting in order to close deals. Although he [&hellip
Problem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.” Diagnosis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each [&hellip
Problem: Kim, a ten-year sales veteran, never felt like she was in control of her sales calls. She felt like her prospects and customers were always one step ahead of her. She attended many training sessions and they all basically taught her the same thing: always ask for the order, use the same 2-3 foolproof [&hellip
So we’re pleased to introduce Diane West, President and co-founder of 2Connect. Her company’s expertise is helping sales executives like you make compelling presentations. Diane and her team work with companies like Johnson & Johnson, KPMG, St. Jude Medical, and The Food Network, and her concepts on presenting are impactful, practical, and easy to implement. [&hellip
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Sales Trainers Located in San Diego, offering onsite and online sales training.