Problem: We blew it.  The prospect said “no.”  We worked like crazy to put together a great presentation and our hopes for their commitment to buy were high, but it just didn’t happen.  The result was a no…failure, and worse, now we don’t know where to go.  Do we just pack it up and leave?  There’s got to be a better exit strategy than that.

Diagnosis: We have to look back to the qualifying steps of the call.  We probably failed to accurately diagnose the prospect’s pain and as a result our prescription (or proposal) was off target.  But it’s too late now.  We need a strategy to get us back in the game.  Here ...

Problem:  Mark was a high tech salesperson, selling complex hardware and software solutions to distribution companies.  Relatively new to the job, his ability to close was frustratingly poor.  But he was in good company, as the other salespeople in the company suffered from the same problem.

Diagnosis:  Bernie was Mark’s sales manager, and was “old school.”  He was a disciple of J. Douglas Edwards who, along with Dale ...

Problem:  Salespeople have difficulty “breaking out” of their comfort zones.  Despite increased activity (usually in frantic spurts), trying new techniques and approaches, and resolving that things will be better next month, things somehow manage to stay pretty much the same, and results show little or no improvement.

Diagnosis:  What you see as “reality" is defined by your comfort zone.  Envisioning success beyond the bou ...

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 call couldn’t buy from you, only get rid of you.  His typical response would be,“ My company is Powerful Services, Inc. and I would like to talk to Mr. Bigg about some concepts that will pay huge returns.”  He was usually put on hold for a second and then told that Mr. Bigg was in a meeting, followed by “Could I take a message or put you into his voicemail?”

Diagn ...

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

Problem:  You spent the better part of a day putting together a proposal and preparing for a big presentation.  You’re ready for your scheduled meeting and finally get your chance.  Everything goes great and you are at that point waiting for the buyer to say, “Yes.”  The prospect warmly smiles and says, “That was one of the best presentations that I have had.  Your product really solves our problem nicely…”  You want to relax, but anticipate one last objection.  The prospect continues with the warm smile and states, “But your prices are more than we had anticipated spending.”  You are ready and say “I really want to get your business so I will take off 10% if we can complete it today ...

Problem:  Recently I was reading an article written by one of the best-known sales trainers in the world.  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.  His three steps were 1.) Prospecting, 2.) Presenting and 3.) Closing. 

In the presentation step, salespeople were encouraged to master the features and benefits of their products or services and pitch them convincingly to their prospects (a group, no doubt, that consisted of anyone that would give them an ...

Problem:  Another new year.  Will it be more of the same for you?  We recently met with a group of salespeople that we have trained for several years.  We discussed their results for last year and what their revenue expectations for the New Year were.  They explained that management was looking for a 15% sales increase, but that, considering the economy, just breaking even would be a real win.  Barriers to success were discussed and, unfortunately, became the main focus of the conversation.

Diagnosis

Problem:  Sarah told me her goal for the past year was to lose weight and get in better shape.   Bill’s goal was to increase his sales.  Nadine was going to reduce her credit card debt.  Sarah, Bill and Nadine all had something in common.  They all failed to achieve their goals.  At the end of the year, in fact, none had even come close.  And all were frustrated.

Diagnosis:  People s ...

Problem:  Gerry was fortunate.  His company’s new marketing program resulted in a great deal of incoming calls.  Daily he received at least 2-3 calls from interested prospects who wanted to see him.  It was a salesperson’s dream.  No more cold calls and lots of appointments.  But at the end of the quarter, his sales had not increased.  In fact, his closing rate had declined to 15%.  What happened?

Diagnosis