Other Services
Common Problems Most SalesPeople Experience!
Do you have control over or a concern with...?
In Needs
Control Improvement
1. "Think It Overs" ... falsely accepting as possible future business _____ _____
2. No Contract ... no one really knows what will happen next _____ _____
3. Objections ... dealing with and handling effectively _____ _____
4. Liking People ... may be too empathetic _____ _____
5. Closing Skills ... afraid to ask for the order with persistence _____ _____
6. Being Assertive ... having difficulty taking control _____ _____
7. Fear of Rejection ... taking it personally and letting it affect performance _____ _____
8. Ineffective Cold Calls ... or simply just not making them _____ _____
9. Why Someone Would Buy ... can't diagnose people's needs _____ _____
10. Establishing What My Time is Worth ... getting paid for my value _____ _____
11. No Tracking Practices ... don't monitor behavior and activity _____ _____
12. Wasting Time ... trouble prioritizing activities _____ _____
13. Understanding People ... knowing what motivates buying decisions _____ _____
14. Drilled by Secretary ... can't get by the "gatekeeper" _____ _____
15. Selling Cycle is Too Long ... can't get prospects to make decisions _____ _____
16. Discussing Money ... waiting for it to become an objection _____ _____
17. Inconsistency ... failing to employ a consistent approach to selling _____ _____
18. Unsolved Sales Problems ... failing to get to the real issues _____ _____
19. Prospects Lying ... accepting everything prospects say w/o question _____ _____
20. Getting to Decision Makers ... rather deal on a less threatening level _____ _____
21. Risking a Decision ... gaining commitments can be too risky _____ _____
22. No System ... just winging it _____ _____
23. Bailing Out ... following the path of least resistance and most comfort _____ _____
24. Lack of Commitment ... coasting, not accepting responsibility _____ _____
25. Selling Myself Short ... while knowing my real potential _____ _____
26. Other: ____________________________________________ _____ _____
27. Other: ____________________________________________ _____ _____
I am very pleased to report a dramatic improvement in my sales effectiveness. My comfort level with customers is greatly enhanced now because I am much better able to read customers. Their verbal behavior and body language are much clearer to me. This new skill allows me to feel in control of the sales process, which I had never felt before. I am also much more confident now. Felling more comfortable and confident has allowed me to successfully raise prices on smaller bids. I have also learned to be less price sensitive in making their final choice of contractor.
Being better able to read my customers, feeling increased confidence and more in control of the sales process are all direct benefits of my work with Scott Sherwin. I am actually looking forward to continuing with my training to uncover new issues and challenges.
Larry Bushner, Owner, The Grout Doctor, Arlington,TX