1. You fail to secure an appointment with the

key decision maker

2. Beyond price, you can’t uncover the client’s real buying motive

3. You lost control of the sales meeting

4. Poor follow-up after initial

meeting or sales meeting

A recent survey by the National Sales Executive Association suggested that only 2% of all sales are

made during the first or initial contact.

They also found that 48% of all sales people never follow-up with a prospect.

Tweet that stat?

5. Presenting to low-level decision

makers causing a long sales cycle

6. Client is not returning your calls

80% of sales require 5 follow-up phone calls after the meeting.

44% of salespeople give up after one. Source: The Marketing Donut

7. Your sales training is no longer relevant

8. You’re speaking and not listening

9. You’re not keeping your pipeline full at all times

10. You lack the ability to close

70% of a typical sales staff have weak closing skills — and sometimes won’t even ask for the order.

Source: Businessbrief.com

11. You just don’t care anymore

Getting Over The Wall

When there is no convenient door to success,

you’ll have to find another way…

Be Prepared

Know the client before you meet.

Prepare for the unexpected.

Prepare in terms of them, not just you.

Don’t go into a meeting blind.

Listen and Ask (repeat) You will have a higher chance of selling if you spend more time listening and asking great questions to your prospect

than selling to them.

Understand their ‘pain’, the impact it has on them

and find a mutually agreed solution.

Run the Sales Meeting Your Way This unique engagement process is focussed on 4 areas:

1. Build rapport and reduce tension

2. Create tension – make them uncomfortable with current situation

3. Co-Create a solution so they have buy-in

4. Have some sort of completion/outcome (next meeting, purchase order, next phase)

Time

Tension

Take Responsibility

There must be a reason

your client isn’t returning

your calls - find out why.

Reach Out Leverage your sales skills

to follow-up

with the prospect.

Keep in touch.

Listen.

Take Control

Create definitive next steps with the client.

Get agreement on follow-up method of communication and timing.

Stay Hungry

ABP- Always Be Prospecting

Get Trained, properly

Learn how to be the best you can be!

Rediscover your passion for sales.

Seek up to date sales content by people who have been trained and

can substantiate their services.

Visit www.sgpartners.com.au for more information on how to climb over the wall to

YOUR SALES SUCCESS!

SG Partners – Performance Training

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