Sales Training

Power-Probing Techniques for Discovering Customer Commitment

If you love ice cream, you’re probably familiar with the Cold Stone Creamery premium ice cream chain. Customers have a choice among three serving sizes: “Like It!” is the smallest, “Love It!” is medium-sized, and “Gotta Have It!” is the largest portion. Similarly, your business prospects have three levels of commitment. Asking them the right questions will tell you whether your prospect is in the “SHOULD” stage, the“WANT TO” stage, or the“HAVE TO” stage. Lock-on questions are a big help here, maintaining your conversation’s natural flow, while subtly steering it in directions that’ll lead you toward better understanding of your Read More…

#3 Qualifying the Right Opportunities – Disrupting Entrenched Competitors

New web-based program Welcome back to our latest segment on How to Disrupt Entrenched Competitors and Win The Business You Deserve! One of the more difficult challenges in disrupting or upsetting an entrenched competitor is qualifying the right opportunities. Too often you hit a brick wall. You present your prospect with an awesome solution, at a terrific price — but they won’t budge. Instead, the prospect replies with comments like: “We are happy with our current supplier.” “We’re too busy.” “We have other priorities.” “I must run your solution by my boss.” or a thousand-and-one other excuses. You’re left hanging while Read More…

#2 Infiltrating Key Accounts — Disrupting Entrenched Competitors

Entrenched Competitors Welcome back to our series on How to Disrupt Entrenched Competitors and Win The Business You Deserve! One big challenge we face when it comes to disrupting an entrenched competitor — and infiltrating key accounts — is calling on the wrong people. Too often, we end up trying to cultivate relationships with prospects that don’t have the foresight, the vision, or the receptivity to embrace our ideas. So what’s the answer?  Call on the right people. Often, these are corporate-level executives (the C-Suite), people who control the budgets, have the final say, understand the big-picture needs, and are Read More…

#1 Program Overview — How to Disrupt Entrenched Competitors and Win the Business You Deserve!

How often does this frustration occur? You initiate a new sales opportunity and the prospect says, “We’re happy with our existing supplier.” Why is this? Your offer is better – even superior – to what they’re using. If only you could get the prospect to listen. Most prospects claim they’re “satisfied” with their current suppliers. In reality, many are not. It’s a lot easier to dismiss you. Prospects want to stick with what’s comfortable — believing what they’re using now is working fine. Watch the program overview — How to Disrupt Entrenched Competitors So, should we let them wallow in Read More…