have no systematic way of selling that allows us to remain
in control of a sales call and/or analyze the results.
are making lots of proposals and bids and not getting
prospects want to "check the competition" before
don't know how or when to close.
often hear "I'll think it over," and don't
know what to do next.
get a feeling of rejection when prospects say "No."
have difficulty dealing with objections about price.
We waste time with prospects
because we make presentations and then discover that:
are not in front of enough new prospects on a regular,
have difficulty picking up the phone to make cold (or
even warm) calls, because we fear the rejection.
don't know how to get past "gatekeepers" to
get to the real decision makers.
are uncomfortable in networking situations, especially
where we don't know others.
have to wear a dozen different hats to run our business
and have no time to motivate, coach or train our sales
Our sales people feel
that they need to be liked by their prospects and as
a result they:
sales people want to believe what their prospects tell
them about their chances of getting the business and,
as a result, our sales forecasts are often overly optimistic.
have to hire and fire a lot of people before we find
the few that can make it in our business. We know how
expensive this is, but we haven't found a better way
to do it.
train our sales people, but then they leave and become
or join competitors.
sales cycle is too long—the cost of making a sale
is too high for one or more of these reasons:
spent a fortune on sales seminars; after a month, everything
have no one to coach my salespeople through difficult
don't receive enough high-quality referrals.
don't know how to comfortably ask for and get referrals.
work with some clients for years, and never receive a
referral from them.
referral sources are very limited; we don't have a broad
network of contacts that can refer us business.
don't want to be perceived as "pushy salespeople."
salespeople are great, technically, but lack sufficient "people
lack the assertiveness and confidence necessary for success
have difficulty dealing with intimidating people.
let us know about other issues you are experiencing that
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