One of the things we continue to impress upon our coaching clients is how to qualify prospects. More succinctly; how do you know when to fire a prospect? Undoubtedly, this is our most difficult decision. When do you walk away from a prospect? Here are some tell-tale signs that will help you make that decision…. Read more »

Too often I am on a call with a salesperson who is convinced the customer wants to hear everything he knows about his product or service. Nelly bar the door! He is going to cover every point! Shortly after pleasantries are exchanged our sales pro starts into his features and benefits. The really inexperienced don’t… Read more »

At some point during sales training sessions, or one on one coaching we hear from a veteran salesperson “I knew that!” Our follow up question is something along the lines of “I’m sure you did, the question is; are doing it?” Eyes go down and there is stillness in the room. Most often this occurs… Read more »

As we travel around with salespeople coaching them on all things related to sales we see too many sales calls that are just plain painful to witness. Delivering a really solid presentation is a mixture of art and science. Think about it. Sales and marketing have put a lot of effort into getting you in… Read more »

Over the past few years we have facilitated hundreds of sales meetings. At that point when we ask salespeople to explain the quotes in their pipeline, we hear some great excuses. It is hard to not interrupt with “wait that’s excuse number 6. I know it well.” That often produces hand wringing, loss of eye… Read more »

We keep hearing about this hybrid sales rep referred to as a “hunter/farmer”. Let me begin by saying that when helping clients find a new sales rep we come across few true “hunters”. In fact, we estimate fewer than 15% of the reps we evaluate are hunters. Think about it for a minute. How many… Read more »

It’s coming to that time of year when things begin to slow down. Current prospects become unavailable. More time is spent finding Christmas presents and decorations. Generally, many people begin slipping out of high gear. By the time we reach the week between Christmas and New Year’s we are almost in “PARK”. So, wrap up… Read more »

At the beginning of the budget season, the sales manager often asks members of the sales team to choose target accounts they will sell in the upcoming year. This is often a haphazard process. Not everyone is a prospect for your product or service. Believe it or not, some prospects will not or cannot buy… Read more »

While helping clients select new salespeople, we like to say “Tell me about the last time you lost an order and why you lost it.” We hear a variety of answers: “Price.” “The customer wasn’t interested in our value-add.” “It was all politics.” The answer we look for and seldom hear is “Honestly, I was… Read more »

A while ago, we wrote about how some salespeople tend to over-talk (“The Yadda-Yadda-Yadda Syndrome,” July 2009). A related problem is the salesperson who talks too fast in an effort to cover all the points and “get to the close.” You’ve seen this in movies as the stereotypical used-car salesman. But the belief that you… Read more »