It’s Seldom About Price

SQC smallProblem:  One of the most common objections salespeople get is about price: “That’s a bit more than we were thinking about paying.” “Your prices are kind of high.” “That just doesn’t fit our budget” are typical comments. Salespeople tend to be very aggressive in their attempts to overcome price objections and begin dropping their price to get the sale. And, more often than not, once the price issue has been “resolved,” another objection comes to the surface. Sometimes it seems to be a never-ending circle of objections from the prospect. read more

Eliminate Mutual Confusion

SQC smallProblem:  Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a luke-warm response such as, “I need to think it over. Call me in a few days.” Opportunities are squandered and the buyer seems to be in control. read more

Begin With the End in Mind

SQC smallProblem: The biggest challenge salespeople face is closing more business.  Typically, the problem is not the lack of closing skills per se, but rather the job they’ve done prior to the presentation and close.  Would anyone disagree that the better the prospect is qualified, the easier the close will be? read more

Let the Deceased Rest in Peace

SQC smallProblem:  I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.”  In fact, time management and follow-up skills are frequently cited as major challenges sales managers tell us their salespeople face.

Yet we find that salespeople often sabotage themselves when it comes to management of their time.  Salespeople are notorious for trying to keep a “prospect” alive when it’s obvious that the “deal” is dead.  They continue to try to “resurrect the dead.” read more

Wimping Out

SQC smallProblem:  As trainers, we see this scenario played out time and time again. Salespeople seem to have lost the ability to close!

Analysis:  Selling, from a technical/skill perspective, has gone through a major transition. Years ago, salespeople were taught what we might call the CHAOS System of Selling, the Close Hard And Often ystem. Pound away until you get the order, be extremely persistent, manipulate if necessary, and use one of the many canned closes that worked so well back in the 1950’s. (“If I could show you a way, would you buy it today?” is a typical example of an outmoded close.) read more

A Prospecting System that Guarantees Results!

SQC smallProblem: A large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a long selling cycle, inefficient time management, and ultimately, failure. read more

All-Pro or Product Peddler?

SQC smallProblem: Picture your last very important sales interview with Mr. Big — the one that potentially represented three months quota. You know the one we mean. Going into the meeting, on a scale of 1 to 10, where would you rate yourself on the following scale? 1 means your briefcase is full of literature to show him, and 10 means that you have planned the call well and have rehearsed the questions you will ask to help you understand the problem in a way that fits with Mr. Big’s behavioral style and frame of reference. If you scored less than an eight, your chances of a successful meeting are less than 50%. read more

Are Some Prospecting Calls Just a Waste of Time?

SQC smallProblem:  Jenny came to sales training class one morning and asked the class to assess what had gone wrong on a sales call that she had made the week before.  She was frustrated that she had spent 45 minutes on one call with no results.  She explained the call in detail and after a short, but very focused Q & A, it was determined that the “suspect” she had spent her time with was not a good prospect after all.  Jenny reluctantly agreed, but said that this happened more than she liked, and lamented that “some prospecting calls are just a waste of time.”  With that admission, she received much sympathy from some class members who agreed with her perspective on prospecting.  Jenny admitted that her prospecting activity had declined in recent months and that she was no longer the leading salesperson in her region. read more