Browse Tag

buying process

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

It’s Always About Timing

Problem:  Cal was a machine tool sales engineer.  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 their new parts project.  He had provided some relatively attractive incentives to encourage his prospect to accept the proposal now, but couldn’t get the prospect to move.  I told him, “Go back and dig a little deeper as to when they would need the new machines for this new parts project.”  Upon further questioning, it came out that yes; it was true that they needed new machines to manufacture the parts.  However, the order from their customer had not been finalized yet and even if they did get the order today the first production run would not be due for five months! read more

Qualifying Proficiency Determines Closing Efficiency

SQC smallProblem:  Salespeople spend far too much time preparing proposals and close far too few.  Of course, closing rates vary but closing only 15-20% of the proposals is not uncommon.  This is obviously very inefficient and causes time management problems as well as feelings of rejection, futility and despondence.  Furthermore, it results in reduced sales and lower commissions. read more

Increase Your Sales 15% Without Working Harder

SQC smallProblem: Mike, an experienced machine tool sales engineer, prided himself on being a results-oriented, take-charge guy who was able to close effectively and get his customers to make decisions quickly.  He felt his strength was to show prospects how his product would help them improve efficiencies and reach their business goals.  He liked to get right down to business and disliked discussing the technical aspects of his product, both from a specification as well as an application point of view. read more