Sales Questions

How to Qualify A Sales Opportunity

It’s impossible to qualify a sales opportunity if you don’t know what it actually means to do so. For too many salespeople, a qualified sales lead is someone who checks all or many of the boxes next to the criteria you’ve identified for a promising prospect. Or, a qualified sales lead is someone who was identified by your marketing department and vetted by a member of your sales force. In order to truly qualify a sales opportunity, you need to do more than review your checklist of criteria for a lead you think is qualified and dig deeper than your Read More…

Never Ask These Two Questions To Disrupt Your Competitor Vendor Relationship

When someone tells you they’re happy with their current vendor, how do you respond? If you’re like many salespeople, you’re tempted to one of these two questions:   1.“What is it that you like about your vendor?” 2.“What is it that you don’t like about your vendor?” While it may seem natural to ask those questions, they’re actually very dangerous. Why? Because there’s a good chance your prospect’s response to the first query is only going to reinforce their positive feelings for their vendor and their commitment to stay with the supplier. When you ask a prospect what they don’t Read More…

Getting Employees to Meet Deadlines without Nagging

Help employees meet deadlines. Stop missed deadlines from the start. Create a game plan. Get past lame excuses. Ask proactive questions to get employees to take ownership for their projects, and learn to follow through. Employees and sales reps not meeting deadlines is a major factor in low sales team performance. As a leadership coach, exasperated supervisors and sales managers often plead with me to supply effective methods to improve employee time and goal management skills. Take a look at this scenario with Heidi and Rodney Heidi is the team leader. Rodney is a project coordinator on her team. Rodney is called into Heidi’s office. He could tell immediately by the look Read More…

Value Selling: Getting Customers to Buy at a Higher Price

Through value selling, sales pros need to demonstrate to customers that sometimes the higher price is actually a better solution. – a higher value! I know a long-married couple, Sam and Sarah, who have very different takes on value. Growing up wealthy, Sarah could afford to buy expensive, well-made shoes that would last for years. Growing up poor, Sam had only been able to buy the cheapest shoes he could afford – and keep on buying them, since they kept on falling apart within a few months. It’s easy for people like Sam to confuse price with value, where the lower-priced item Read More…

Distributor Opportunities – Improving Dealer Relationships

improving dealer relationships

Dear Paul, I need help with improving dealer relationships? My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products. They all usually seem gung-ho when we first meet, but many of them seem to fade away after a few months. I am willing to spend time and energy motivating them to sell more of my products, but I am not sure how I would go about that. It isn’t like I am their manager or even a member of their team. Read More…