10 Reasons Why Salespeople Fail
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In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what makes people a success in sales in today’s modern world. I thought it appropriate to [...]
Posted in Poor Selling | Tagged reasons for failure in sales, sales failure, why salespeople fail | Leave a comment3 Ways To Mess Up A Perfectly Good Sale
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I teach a lot of “Best Practices” here at MTD Sales Training. However, every once in a while, it’s time to explore some of those “Worst Practices.” You can do a few things at the end of the sales process that completely ruins everything. The prospecting process went perfect. One telephone call set the appointment [...]
Posted in MTD Water Cooler, Poor Examples, Poor Selling, Sales Presentations | Tagged closing techniques, How to lose the sale, how to recover after you mess up, lose a prospect, lose business, lose the sale | Leave a comment3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price
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You went through the entire sales interaction without much problem. However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails [...]
Posted in Objection Handling, Poor Selling, Sales Interactions | Tagged How to deal with price issues, price objection, price too high, price versus value | Leave a commentPosted on Have Your Say: Leave a comment?
During the past 2 weeks my wife and I have had about 6 different conservatory companies around our house giving us quotes. The standards of salesmanship have been appalling to be honest. The two biggest problems that they had was: (and please avoid these yourself!) 1. Not qualifying me up front One guy had DVD’s, [...]
Posted in Poor Selling | Tagged conservatory sales lessons, qualify upfront, salesmanship | Leave a commentDon't Under Promise And Over Deliver
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If you’re a subscriber to the “under promise and over deliver” philosophy then you’ll probably not survive in sales for too long. I’ve read so many books that say you must under promise and then over deliver and I just shake my head at every single one! Here’s why: 1. If you under promise you’ll [...]
Posted in Poor Selling | Tagged over deliver, under promise, under promise and over deliver | 4 Comments
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