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By admin

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?

So far, I have posted lots of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still, you got a “MAY BE” as an answer.

Most people subconsciously avoid decision making after the first conversation. Every sales guru knows and advice that one needs to guide the conversation to make the prospect to come to a decision.

But this is a tricky thing some time while guiding a conversation, salespeople become very pushy. So, the big question is, how do we guide the conversation while still making the prospect feel like they’re in control?

There is a very simple solution for this, set up an agenda before the meeting. It will align you and your prospect on a plan for the meeting and make sure you’re working on the same team to get one of three decisions about a next step:

  1. Yes
  2. No
  3. Future meeting date & agenda (figuring out the next steps)

By following the above process, you are avoiding the “MAY BE” or “I WILL THINK ABOUT IT”. The main advantage of this process is that you are saving valuable time on the lead follow-ups.

This can feel awkward at first but if you practice it in your next meetings and make it your own, I promise you will start to see such positive results that you’ll want to use again and again.

If you have any specific questions or suggestions about the implementation of this process then ask me I am waiting for your comments.

By admin

What happens to a prospect when they go dark and getting to the real objection.

When I first started selling, I had experience this scenario all the time.

I’d have a meeting thinking I totally nailed it, only for the prospect to go dark after my attempts to follow up.

What the heck was I doing wrong? Well there were a few things, I’d made a classic error: I’d failed to uncover the secret objection my prospect still had at the end of our conversation.

Unless you directly ask, it’s easy for a prospect not to reveal their actual objections to buying. Not only is it to hard for a prospect to pin down the objection on their own, but there’s a stigma associated with rejection, and they don’t want to feel like a bad person by doing it to you.

Also, although the prospect realized both a pain and solution, they were still stuck with an existing process and habit – which is hard to break.

On my side, there was still a lot of work to do if I wanted to consistently move these deals forward. The way you can motivate someone to make a change is to continue to play investigator. A few questions I like to use:

  • Do you want to change this? (sounds simple, but no one asks this)
  • Where would making a change like this sit on your priority list? (get specific, are you in their top three or bottom three? you can learn a lot here. maybe you can solve other priorities and they don’t know it yet)
  • How committed are you to changing this in the next ______? (this gives you a sense of timeline to close/implement assuming you’re on their priority list)

These questions sound basic, but surprisingly very few have a habit of explicitly asking them.

Let me know what is your strategy to face this situation?

By admin

Have you faced this situation in a sales call? Let’s see how to fix!


Have you faced this situation in a sales call? Let’s see how to fix!


Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experienced this scenario every other day.

Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in details, but if it happens, here’s a quick fix. Let’s say you’re selling an amazing product to a prospect over the phone:

PROSPECT: “We need a new system and are evaluating options. Can you show me a demo?”

YOU: “Happy to do a demo. I want to make sure I show you the right parts of our system so do you mind if I ask you a few questions first so we can make the best use of our time?”

PROSPECT: “Sure.” (Most of the time)

Instead of getting straight into the demo, frame your first questions in a way that shows you’re trying to help them get the most for their time (which you will be) and they’ll appreciate it. Also make sure to note down every response and write down corresponding product solution points with your prospect’s responses.

I call the process this whole process of getting to the pain first “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair with this to close deals faster and more consistently.

Have you or someone on your team started selling the solution before you’ve ‘earned the right to pitch’? Click here and tell me about it.

By admin

The #1 mistake you make in sales

The #1 mistake you make in sales




A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as it is in my budget.

As I got on the call, within a while I found myself led through a demo. When the demo finished, I’d gotten off the phone thinking the product wasn’t for us and I should keep looking.

WHAT JUST HAPPENED? We started the call with “YES” and some how ended up at “MAY BE”.

The sales person committed the #1 sales mistake: He pitched their solution without knowing exactly what my needs are, without showing me the value of the solution he was proposing.

Before you pitch your solution, benefits and features – you must figure out the exact problem you’re solving for in the first place. You need to ask for your clients’ pain points first and what are their expectations with your product.

There are two benefit of this;

  • It will give an edge to present a solution which exactly matches their needs and you can hide the features that are irrelevant for them.
  • It gives you an idea how important this is for them; this will help you sell the product at good cost.

Have you ever faced such situation where you start selling without knowing what customers want?

Have you ever been in a demo where some one started selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?


By admin

Fantastic Pharma Consultative Selling

A Fantastic Pharma Consultative Selling Training Day

Growth strategies are achieved by competitive edge and the Sales Team’s efforts.

Kettaneh pharma is investing in its most important resource, its Sales Force to address the market, with the latest Consultative Selling Techniques, in order to significantly increase its market Share.

Kettaneh Sales Team is, Energetic, Motivated , Forward thinking under the leadership of a committed and driven Manager.


By admin

WIN Sales & Marketing Programs Working Hard With BML Bank

WIN Sales & Marketing Programs Working Hard With BML Bank

At a recent training in Lebanon, WIN Sales & Marketing Programs worked with BML Bank delivering classroom training.  Look at the engagement we had – everyone was working so hard to learn their skills and do the exercises!

Exercises are a group event…

By admin

With A Little Help From Friends…

With A Little Help From Friends…

It’s funny how our minds make connections. Over the Holidays, I couldn’t get the phrase, ‘with a little help from my friends’ out of my head. No matter where I went, that phrase kept popping into my head.

During the Christmas vacation I visited Leyland, UK. In the 1870’s Leyland was known as the “Garden of Lancashire.”  Hewitson writes in 1872 that Leyland has a “genial, rural appearance…surrounded on all hands by a unique picture of pastoral beauty – by flowers and fruitful flocks, by blooming orchards… by grand old trees and fertile lands…you can breathe freely in the place.” The growth of the light engineering rubber and motor vehicle industries in the latter part of the 19th century changed Leyland in particular.

One local success story is that of The Leyland Steam Motor Company, founded in 1901 by James Sumner and the Spurrier brothers.  This was a significant and successful partnership and the company evolved into the world renowned Leyland Motors.  Now known as Leyland Trucks (part of Paccar), the company celebrated its 110th anniversary in 2006. “With a little help from (its) friends”, Leyland Trucks made it to the 110th anniversary of its founding and is still going strong!

Later as I walked the grounds of Worden Park, a destroyed Manor Hall, I was fortunate to pass by a Georgian walled garden which has been restored to show the wonderful working gardens that would have served the Hall. In this garden I discovered a Cedar of Lebanon “Cedrus Libani”. This tree, like the Leyland Steam Motor Company, has seen over hundred years and been buffeted by the winds of time and change. It too has been supported by the same people that supported Leyland Steam Motor Co. – the people of Leyland! No entity whether a business or a tree can stand that long without “a little help from its friends”…

So then, if your company or your garden is to last one-hundred years and more like those in Leyland, what will be needed to ensure success? Employees will retire and new ones will need to be hired. Those new employees will need to be trained and over the course of time, taught new skills to meet the new demands of the marketplace. Just like Leyland Steam Motors, your company will need ‘a little help from friends’. When the time comes, WIN Programs would be happy to lend a hand…


Sign ‘Cedar of Lebanon’, Worden Park, U.K.                                       The Tree Itself, With ‘Support’ From Friends


Photo Credits: L. Loizidou


By admin

Follow 5 rules to avoid hiring sales people that won’t perform

Follow Five Rules to Avoid Hiring Sales People That Will Not Perform

When clients are feeling the urgency to hire a sales people they are expecting too many candidates from ads posting or head-hunters and in most of the cases they overlooked that quality of candidates will make or break their business.

In this case, “more” would mean more like the ones they already have instead of more like the stronger ones they said they wanted to hire…
Change the way you select new candidate have a huge impact on the business and it becomes crucial to set up the rules that will lead you to Hire Stronger yet stars sales people, sales supervisors, sales managers and also senior business developer for corporate market.

There are many possible reasons why a large percentage of sales people candidates that you will assess or meet are not being a good fit to your business, you will not discover that before you engaged them. To avoid a very expensive bill, you have to evaluate your Sales Ghost before including in your offering the following crucial elements that will attract the best sales people.


Here are some to consider:


Clients expect at least half of the candidates to be recommended and are frustrated to have very few that are worth hiring in their pipeline. Few choices mean constraints.


Clients often set the difficulty level of the job really high, hoping to get an extremely strong salesperson. But they fail to change the compensation, keeping it the same as what they were paying mediocre salespeople. The result is that only mediocre salespeople apply for the position.


Criteria that only a strong, experienced sales people could possibly possess is included in the job posting. But so is compensation consistent with a mediocre salesperson. Result? A reduction in the overall number of candidates because the pool of candidates who meet both the criteria AND can live with the limited compensation is very small.

From the same Industry?

Organizations often demands to hire sales people from their industry. For some reason, the very people who feel that way tend to be from the industries that have the worst salespeople. Nobody gets recommended!

Sales people Profiling

Organizations create an image of the salesperson that makes it sound like profiling. They require someone dynamic, motivated, with a degree, minimum years’ of experience, well-dressed, professional, and trustworthy. What does all that have to do with selling effectiveness? They forget the sales centric and predictive criteria’s that are the elements of a successful sales person selection.


If you want better salespeople, you need to do the work to make sure you attract better salespeople and use a Sales Hiring Mistake Calculator.


Hiring like you always did and begin using very specific assessment tool from the sales industry and not IQ or profile assessment but select the best ones that are sales centric assessments.

By admin

Why Sales Performers are Hard to Find?

Discover the latest Sales Hiring Tools that organization need nowadays to stop selecting weak sales performers

Register for Our February 26th Webinar


“What Percentage of Sales Candidates are Worthy of Being Hired?”


Dave Kurlan, Founder and CEO of Objective Management Group. Dave will lead you through a 45-minute session that walks existing OMG clients through our Candidate Analyzer – a web tool for sorting and filtering their candidates that have already been assessed.

This LIVE webinar will be held on February 26, 2014, 11:00am-12:00pm USA Eastern Standard Time (GMT-5).

Please fill in your contact information below, and we will email you instructions for joining the webinar. Thank you!

By admin

Professional Sales Training to Keep Up With the Middle east New Market Trends

Professional sales training can provide the insight, knowledge and momentum that a company needs to reach out to a bigger segment of the market, optimize the overall profits and eliminate weaker factors that hinder growth.

The sales and marketing industry has undergone a tremendous transformation over the years. With newer trends raging the middle east market and customers becoming more and more tech savvy, the sales department of any organization needs a brush up on their skills and management.

From team leads to customer support personnel, firm hold over the industry trends, resource planning, performance management and market assessment is imperative for boosting overall growth and performance of the company.

Wondering why more and more organizations around the globe now opt for professional sales training certifications for their management and sales force? Keep reading to find out:


Team Management

One of the core advantages of professional sales training is that it guides sales personnel to perform up to their full potential and opens doors to creative learning and performance tracking on an organizational level.

Sales training enables teams to think and perform on the same level which reduces the performance gap between the upper management and the sales employees. Professional sales training brings out leadership qualities in an individual and this added exercise and experience results in a positive impact on the company’s sales performance.


Personal Growth

Nurturing of interpersonal skills and inner motivation goes a long way in boost sales performance like never before. Professional sales training helps an individual identify their hidden team management and leadership skills and this individual growth leads to catapulted sales and profits for the entire organization.


Knowledge of Leading Selling Skills

The industry trends are converging towards a techier and web oriented approach for marketing, advertising and sales leads generation. Knowledge of these latest selling trends leads to more sales and ultimately results in loyal and happy customers for the brand.


Time and Resource Management

Professional sales training is all about gaining an insight about available resources, highlights of the company services and the pros and cons of operating in the current market. This detailed handle over company information and resources enables sales professionals to manage their time and resources with an edge and this brings greater returns and profits for the company.


Planning Skills

The fact that makes professionally trained sales individuals rise up to higher ranks and managerial positions in the company is that sales coaching enables them to plan proactively and confidently and reach out towards greater sales prospects and targets quickly and effectively.


Focused Approach

Identifying the needs, requirements, mindset and expectations of the target market is essential for gauging optimized sales and bring in more business for the organization. Assessing the market situation and then winning over clients by getting inside their shoes is the main factor that translates to long term loyal customers for the company. Professional sales training arms you with all the concepts you need to nail market trends and identify customer psyche.


Broader Perspective

Professional sales training enables you to think outside the box and implement your creative strategies, skills, experience and knowledge for conceptualized growth in the market. Whether you are looking for local success or want to expand your reach to the global markets, professional sales training arms you with all the tools and skills you need to make an impact in the market and win over clients.


This performance-emphasized growth is the key reason that makes professional sales training a vital ingredient for success and makes a professionally trained individual a valuable asset for the company.

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Do you get lots of “may be”, “let me think” or “I will think about it” after your first call with prospects?
What happens to a prospect when they go dark and getting to the real objection.
Fantastic Pharma Consultative Selling
WIN Sales & Marketing Programs Working Hard With BML Bank
With A Little Help From Friends…
Follow 5 rules to avoid hiring sales people that won’t perform
Why Sales Performers are Hard to Find?
Professional Sales Training to Keep Up With the Middle east New Market Trends