Problem:  Have you ever gone to a networking function and spent 60-90 minutes or more and left without one good, qualified lead?  If you’re like many salespeople who sell, you can undoubtedly relate to this type of lost opportunity.  Networking functions are a great way to meet people you can do business with, but typically we are disappointed with the results.

Diagnosis:  Think about how you spend your time at networking funct ...

Problem:  Although the attendees were a diverse group (some salespeople, a few financial advisors, several professional service providers, etc.), they agreed that they shared several things in common: 

• They all wanted to make more money
• Their ability to make more money was directly proportionate to their ability to attract new clients to their companies or their practices (a function commonly known as “selling,” although that ter ...

Problem:  Jeremy called the other day for some coaching on a very familiar problem.  He had just made a presentation to a prospect and received the same response he had heard so many times recently.  You’ve probably heard the same thing, or something similar.  “Thanks for the proposal.  Appreciate you coming in.  We’ll give it some consideration and let you know.”  The prospect seems bored by the whole interaction, and deep down you know that the chances of getting some business are pretty slim.  More time wasted.  Do you recognize this scenario? 

Problem:  Cal was a copier salesperson.  One day in sales training class he lamented about his inability to get a prospect to make a decision on the proposal he had given for the copier business.   He had provided some relatively attractive incentives for his prospect to accept the proposal, but there was no movement.  Upon questioning, it came out that the prospect’s current copier lease was not up for another 100 days.  Cal’s incentives were intended to raise the urgency of the situation so the prospect would make an early decision.

Diagnosis:  Clearly Cal’s timing was off.  He needed the sale this month to make his quota, but his prospect didn’t need to make a copier decision this month…he ...

I received an email the other day from someone who had attended our Recession Busting Boot Camp and I thought you could relate to this situation:

After talking to a referral, I was able to get a contact name at a company that I wanted to prospect.  I called on the buyer and was able to quote on two products they use on a consistent basis. 

I sent quotes that I knew would beat their current supplier.  I am sure they will only give me the business if I am cheaper and I know I can deliver on the ...

Problem:  Lisa was angry.  It had happened too many times.  She recalled the old movie, “Network,” where the veteran news anchor said, “I’m mad as hell and I won’t take it any more!”

After submitting yet another proposal, she determined that she was just one of several vendors who were being used to satisfy the prospect’s need to obtain competitive bids.  They had already selected a vendor (often the incumbent), and Lisa’s numbers were just needed to fill in column B or C.  That way the prospect could say that they had gotten several competitive bids.  So that ...

Problem:  Jason was extremely excited when he finally got an appointment with one of the top prospects in his territory.  The first meeting went extremely well.  So well, in fact, that he felt that he was a lock to get the business.  He saw this prospect as his ticket to making his quota for this year and the next.  Finally, he’d be getting out of his sales manager’s “dog house” and even having a chance to make his company’s “Heavy Hitter’s Club.”  He told everyone who would listen about his good luck.  He was, to put it mildly, very attached to this piece of business.  He just had to get it.  However, it began to unravel and a competitor won the account.  Sound fam ...

Problem:  Marketing departments have a love/hate relationship with salespeople.  They “hate” them (sometimes) because they feel their products and services would sell more if the salespeople knew what they were doing, but they love ‘em because they are great consumers of all the product literature, brochures, fliers, etc. that marketing departments tend to crank out.  Let’s face it, salespeople still have a tendency to send information to prospects every chance they get.  When a prospect says, “Send me some literature,” most salespeople interpret this request as sincere interest and are optimistic that they’ve got a “live one.”  But rarely does mailing literature result in a positive outcome.  Prospec ...

Problem:  “I’m afraid that I’m not going to get a decision when I make my presentation to the fitness store owners next Monday,” Kelly lamented.  “I’ve put together a great proposal.  I think I’ve covered all the bases and have given them three terrific options for advertising in our newspaper.  Surely one will work for them.  But something tells me they won’t make a decision, and I don’t know why.”  Kelly was on target about one thing.  She didn’t get a decision.  The fitness storeowners thanked her for the proposal and told her they needed some time to “think it over.”

Problem:  The CFO was worried.  For the past six months the company’s margins had been dropping and now they were at the point where something had to be done.  Finance had researched the situation thoroughly and the finger was pointing directly at sales. 

Diagnosis:  Ron, the new sales manager, was brought in from outside the company to build sales volume.  Aggressive and optimistic, he was determined to make ...