We Solve Sales Problems!

I get paid to Solve Sales Problems…

We Solve Sales Problems... That's the reason most people contact us… they recognize the need for help with sales... they know they are capable of better results than they've been getting... they’ve been putting up with not having what they know they should have long enough... they've done everything they know to do and they know it's time for help… they need some outside eyes on the situation... some of them resist right up to the last minute… their egos keeps telling them "we don't need any help"... we can do this on our own... all we need is one more book... one more CD or better yet DVD... then for some reason they see that putting it off is no longer an option...  they have been putting it off long enough... it's time to do something about it... so they reach out for the help… The lucky ones do it before they are broke; the rest do it about $37.00 before they’re broke.

I'm not suggesting that you need help... I don’t know your situation. What I am suggesting is that “we don't know what we don't know" and that that is the reason our problems persist... any problem, not just sales problems. When we can’t see what we could or should be doing differently, we are stuck where we are… until we can know to do something new, what we have stuck with is to continue doing what we know… over… and… over… hoping for better results.

The inability to spot sales problems costs everyone involved big money and the problem is that because you write a check for it, it continues to cost sales people as well as businesses a ton of money every year... every quarter... every month… every week… every day.

There are ways to solve the problems… There are answers….

Solving Sales Problems starts with knowing what’s going on during a sales call.  When I listen to sales calls, the sales problems start to rise to the surface almost immediately.  I consistently hear the sales people that spend too much time talking… and too little time listening... too much time telling, not enough time asking. I hear salespeople that are on autopilot interrupting the person that's trying to buy... or finishing the buyer's sentence.

I hear sales managers that think their sales people can’t close and when we listen closer, the problem isn’t that they can’t close the deal… the problem is that the salesperson never had the deal open in the first place, when the real problem is that the salesperson can’t OPEN a deal,  trying to close deals before they have built any kind of a relationship. This is not just a problem for new sales people, when you listen there are a lot of veteran salespeople that do the same thing.

I get paid to solve sales problems...  in fact I get paid pretty well to help people solve sales problems...  I've been doing it for a long time now... It's easy to help some salespeople... it’s more difficult to help others.

There is a price for everything. Getting ordinary results when you could be getting extraordinary results is very expensive.  At the end of the year there is a big difference... the money you didn't make is the price you pay for a good year  when you could have had a great year! Another benefit of having great sales people in addition to having a more profitable organization is that you get to spend less time working and more time living... enjoying your life.

Where do you start?

Most sales organizations get 80% of their production from 20% of their sales force... in my experience, you will get a much higher rate of return on your training dollars if you focus on developing a few more 20 "percenters” and yet that's not what we do in most companies. Most companies spend their training dollars on turning struggling sales people into average sales people... that's not the best place to invest your sales training dollars... the place to get the most rapid return on your training dollars is getting the people that are good and want to be great.

People need to invest in their future… Sales people that have been with you longer than 12 to 18 months should be making some of the investment with you... they need some skin in the game.  

Look around your sales organization and see if you have any sales problems that need solving? If things are upside down in your sales department or in some other way not the way you want them to be...
Let's Talk,
 Bill

PS “People will never get paid more than they ask for... and...  you will never ask for more than they think they are worth.” To have a top performing sales team, it’s key to have sales people that see themselves as valuable… it may be part of our job to help them do that.  When people see themselves as strong they have more resilience, they are more confidant, and they are able to make a bigger difference in their life and as part of your sales team.

William C Knoche
Corporate Plumber and CEO
WeSolveSalesProblems.com
Office: 716-648-2625
Direct Line: 716-870-0690