| Ask the Sales Doctor: 14 recordings |
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Wearing Out Your Welcome |
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Is it OK to call my current customers over and over again to offer them new ideas and products? Sometimes I feel like I'm wearing out my wel... |
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How can I grow my business if I can't make new calls? |
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I want a new territory and my manager won’t give me one. All of my prospects have 'no soliciting' signs and only see people by appoint... |
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Your Price is Too High |
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What do you do when your product is priced 10-15% higher than your competition. My company has better service, we are more flexible on deliv... |
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A Brand New Idea |
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How do you start with a brand new idea in a brand new company to a brand new audience? I have a great opportunity I’m really excited a... |
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Lost Accounts |
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About a year ago, one of my major accounts decided to try another supplier for a small amount business. I guess I over-reacted, telling the ... |
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Approaching a New Prospect |
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What is the best sequence to use when approaching a new prospect? Should I mail a letter of introduction, send information on my company, ca... |
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How do I get my sales team to take me seriously? |
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I'm a sales manager who was trained like you, a good salesman promoted from within to sales manager with 'go-get-em' as my training. I am ha... |
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Competing with the Internet |
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The Internet is making my life miserable. In the past, I could sell my customers industrial products at 35-38% margins. Now my customers, bu... |
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Prioritizing Sales Accounts |
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Warren, I have inherited a client base of over 300 accounts in the medical field. I work for a large pharmaceutical company. I can really on... |
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Maximize Your Networking Skills |
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What do you recommend to do after you've attended a network party where you've met new potential customers? |
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Facing a Competitive Threat |
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I'm facing a serious competitive threat for the first time in my territory after being dominant for over ten years. My new competitor is ver... |
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What is the best way to close a sale? |
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What is the best way to close a sale? I get a lot of people interested and then the sales cycle just drags on. What is the best way to close... |
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Taking Over a New Territory |
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I'm brand new to selling and have taken over a territory that has been under-served for over a year. I have a few customers that will delive... |
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Prioritizing Prospects |
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How do I prioritize my prospects and accounts? I am new in sales. I have some accounts that have been assigned to me. How do I prioritize an... |
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| Idea of the Week: 9 recordings |
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Do Something |
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Do something... anything! |
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Accentuate the Positive |
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Go with your fastball; know what your strikeout pitch is; do those things that really play to your strengths. Another way of looking at that... |
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Just Go Do It! |
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The way to make it happen in business is to go out and make the calls. Take an idea and do something with it. |
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Working with One Key Objection |
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Identify a company where you know a particular objection is going to come up try to get the business knowing that you are going to face this... |
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One New Idea Every Day |
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The difference between those who succeed greatly and those who don't is the time that elapses between receiving a good idea and acting on it... |
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The Quadrant Theory |
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I talk in my seminars about the quadrant theory of products and customers. |
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The Elevator Speech |
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There are skills to networking. One of the first things you'll need to do is condense a description of yourself into a very, clear, concise ... |
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Obligating Questions |
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The best way to learn how to ask obligating questions is to think about the phrase "what's next?" |
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Sales Disease |
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If you train yourself to ask that phrase "what's next?" then you will have an obligating question appear in your mind. |
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