The Incumbent Strikes Back

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

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All’s Well That Ends Well

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

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Common Sense Selling

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

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Your Price is NOT Too High

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

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No Secret Formula

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

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How To Improve Your Presentations

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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