Problem: Jason was new to the company and was trying to develop his territory. He didn’t lack enthusiasm and was making his objective of 100 cold phone calls a day. He felt pretty good about that since he saw others make far less. But still, he was not making nearly enough appointments to keep his pipeline filled and wondered how he was ever going to achieve his income goals if things didn’t change.
 
Diagnosis: Unfortunately, Jason was committing an error common to most salespeople. His cold calling approach sounded like every other salesperson. You know, something like this…“Ms. Smith, this is Jason Jones with ABC Company. We’re a leading provider of software solutions and I’d like to tell ...

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 of us is exposed to more than one thousand messages every day.  Add to this the complexity and pace of business, prospects have no real way to cope but to screen out much of what they hear and see.   Further, prospects buy for their own reasons and a ...

Problem: Bert, VP Sales for ABC Company, was explaining to the CEO why they were 50% short of goal. "Our prospects tell my salespeople our pricing is 25% higher than our closest competitor, business is terrific so why risk change, and they (the prospects) don't understand Web-based e-commerce yet."  Bert continued, "I can relate. We are pretty new. Maybe our goals are too ambitious."  Ms. CEO replied, "Those are all probably good reasons, but it's your job to make goal, so deal with it." (The CEO presented similar reasons to the Board of Directors for being off target.)  Bert accepted that these were serious issues that had to be dealt with and worked with his people to make more effective calls. H ...

Problem:  Tom heard that getting referrals was the easiest way to get new customers.   So he selected 20 of his best clients and called them.  He was pleased that almost all of his clients said they would be happy to help him.  The problem was that he didn't actually get any introductions.  What he did get was a very common response that sounded like this; "I can't think of anybody right now.  I'll have to get back to you.”

Diagnosis

Problem: Since closing rates are in the 15-20% range nationally, one of the biggest concerns that management and salespeople alike have is a desire to increase closing rates.  Although there are several reasons for this problem, one of the most overlooked is the tendency for salespeople to make proposals without knowing what will happen when the prospect gets the proposal.  This is like rolling the dice and hoping for the best.

Diagnosis: The traditional focus on closing has been to make sure we “ask for the business,” memorize a few good “closes,” or some other tactic.  We’ve been told that we must qualify, make a presentation, and then close.  We think th ...

Problem:   Stan always felt uncomfortable in those first few minutes when meeting a prospect for the first time.   He sensed that his prospects felt the same way when he met them.  He wondered how his anxiousness affected his prospects and what impact it had on his sales calls and his income.

Diagnosis:  You’ve heard this one a million times, but it’s true.  You have only 7-10 seconds when first meeting someone to make a favorable impression.  People will form an impression of you when you first meet and anything less than perfect starts you out with one foot in the hole making it difficult to regain rapport and credibility.  ...

By Jim Lobaito

The strange thing about value is that most of us could not say what value is, but we do know it when we see it.

My sons took judo lessons when they were younger.  They made it to the yellow belt level before other interests took over.  After high school they took the path that most of us do by joining one health club and quitting, joining another health club and quitting, etc.  They would join the club depending on what special was being offered.  Then, at age 19, my youngest son was diagnosed with type two diabetes.  You have heard about the import ...

By Jim Lobaito

In 1997, I was asked to go to Moscow, Russia.  Capitalism was just taking off and one of the first commercial radio stations was looking for some sales help.  I jumped at the chance to go to the heart of where communism started with Karl Marx’s grand experiment and work with a free enterprise business!  I worked with the sales team and tried to show our new free enterprise friends how capitalism worked.  In addition to working all day, I planned a few side trips.  Growing up watching the Soviets parade their weapons through Red Square, I had to see it.  I signed up for one of those packaged guided tours and, as fate would have it, I ran into a Moscow citizen who offered me a private tour.
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Problem:  Marcia was a successful life insurance agent, but she suffered from insomnia every time she made a sale.  When we asked why, she replied that about 40% of the time, when she closed a deal, the new “client” would call her the next day (but usually not during working hours) and leave a voice mail backing out of the deal.  Typically, they would say that they had had second thoughts and decided, after all, that they really didn’t need the policy.

Diagnosis

Problem: Darrell sold complicated software solutions to manufacturing companies. His was a complex sale in that several fact-finding meetings were typically required and the presentation often was to a group of 4-5 senior company executives. Trying to get a commitment with so many involved was difficult. He always felt like he missed presenting some important information.

Diagnosis: Selling to groups or committees is more challenging than selling to an individual ...