SALES EVALUATOR: OWNERS/ MANAGERS

Do you share these thoughts about business development issues?
In order for us to more effectively address your needs, please check any statements listed below that you find yourself or your staff saying.

Selling Process

We have no systematic way of selling that allows us to remain in control of a sales call and/or analyze the results.

We are making lots of proposals and bids and not getting the business.

Our prospects want to "check the competition" before deciding.

We don't know how or when to close.

We often hear "I'll think it over," and don't know what to do next.

We get a feeling of rejection when prospects say "No."

We have difficulty dealing with objections about price.

We waste time with prospects because we make presentations and then discover that:

			They lied about their reasons for seeing me.

			There is no problem I can fix, or the prospect has no compelling reason to want to fix a problem.

			There is no money, or there isn't enough money.

			There is a hidden decision maker.

Prospecting

We are not in front of enough new prospects on a regular, consistent basis.

We have difficulty picking up the phone to make cold (or even warm) calls, because we fear the rejection.

We don't know how to get past "gatekeepers" to get to the real decision makers.

We are uncomfortable in networking situations, especially where we don't know others.

Sales Management

We have to wear a dozen different hats to run our business and have no time to motivate, coach or train our sales staff.

Our Salespeople feel that they need to be liked by their prospects and as a result they:

			Do too much unpaid consulting.

			"Bail out" when they feel pressure and lower their prices (and our profits).

			They accept it when someone says "I'll think it over."

Our Salespeople want to believe what their prospects tell them about their chances of getting the business and, as a result, our sales forecasts are often overly optimistic.

We have to hire and fire a lot of people before we find the few that can make it in our business. We know how expensive this is, but we haven't found a better way to do it.

We train our Salespeople, but then they leave and become or join competitors.

Our sales cycle is too long -- the cost of making a sale is too high for one or more of these reasons:

			Our Salespeople spend too much time doing proposals and not enough getting the business.

			Our Salespeople spend too much time in front of people who have no money.

			Our Salespeople spend too much time in front of people who aren't decision makers.

We've spent a fortune on sales seminars; after a month, everything is forgotten.

I have no one to coach my salespeople through difficult sales situations.

Referral Generation

We don't receive enough high-quality referrals.

We don't know how to comfortably ask for and get referrals.

We work with some clients for years, and never receive a referral from them.

Our referral sources are very limited; we don't have a broad network of contacts that can refer us business.

Communications Skills

We don't want to be perceived as "pushy salespeople."

Our salespeople are great, technically, but lack sufficient "people skills."

We lack the assertiveness and confidence necessary for success in sales.

We have difficulty dealing with intimidating people.

Other Issues

Please let us know about other issues you are experiencing that need addressing:

Please provide as much information as possible. Thank you.

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