“Booking meetings with prospects is easy, but not enough of them are buying”

When clients tell me that they need to grow their business, I find the best place to start is with the diagram on the right.

Whatever’s blocking growth can always be cleared by focusing on just one of these 3 sections at a time.

So, if you hear your sales team say things like;

“Booking meetings with prospects is easy, but not enough of them are buying

then their problem sits in the AGREEMENTS section.

I meet many business owners and sales directors who send their salespeople out to pre-booked, pre-qualified meetings – but then have to sit through sales meeting after sales meeting, while the sales team tell them that…

“The people we’re meeting – just don’t want to buy what we’ve got – for the prices that we’re charging”.

Actually – to be fair – some of those prospects genuinely might not be your customers.

There’s every chance that a percentage of their appointments were booked with people who weren’t right or were never going to buy. 

But I bet there was a larger number of those prospects that didn’t buy because the sales presentation didn’t resonate with them –  it wasn’t clear how you could solve their actual, day-to-day problems – and an equally large number who were genuinely considering becoming paying customers, but were put off by the way the sales person dealt with them.

So, if your sales team are making statements that point you towards the AGREEMENTS section of that diagram, then they need to work on improving their FOUNDATION SALES SKILLS – and they will achieve that with a deeper understanding of the four-steps found in every single business transaction;

Earn the Right; Ask the Appropriate Questions; Solve the Problem; Execute the Solution.

Your team need to understand how your prospects are actually making their buying decisions, while mastering the art of consultative questioning, put together a strategy to overcome all regularly occurring objections and recognise when and how to best close a sale.

Action Points for Your Next Team Meeting

Help your team to;

  • Understand how customers make their buying decisions
  • Set Best and Tolerable outcome targets for each call 
  • Build a series of exceptional consultative questions to uncover real needs
  • Use real life examples and case studies to sell concepts and solutions
  • Effectively overcome all regularly occurring objections
  • Understand the process and importance of closing a sale

And then ensure they leave with a thorough understanding of how your business helps its existing customers – and a deep set belief that there are others out there who would benefit from exactly the same solution.

Resources that you may find useful

How to Close Every Genuine Sales Opportunity

How to Overcome Price Objections

How to Actually Sell Something at a Trade Show

The Most Effective Response to Every Single Sales Objections



Next UK Sales Training Workshops


(click on preferred city for full details)

This one-day workshop was designed to provide delegates with a comprehensive introduction to the Selling with EASE process and to show how a thorough understanding of the four major steps – Earn the Right, Ask the Appropriate Questions, Solve the Problem and Execute the Solution – can help them to succeed in all genuine sales situations.

This interactive workshop is perfect for any salespeople who need to hit the ground running or anyone requiring a comprehensive sales “refresher”

In short – If your job remit requires you to convert sales meetings into profitable business relationships – then this workshop is the one for you.

At the end of this workshop delegates will be able to:

  • Explain why customers make the buying decisions and how they choose suppliers
  • Understand why your current pitch isn’t the solution to your prospects problem
  • Explain why setting yourself two different outcome targets to each call can lead to success every time
  • Demonstrate a high level of consultative questioning techniques
  • Use real life examples and case studies to sell concepts and solutions
  • Effectively overcome all genuine objections
  • Understand – and execute – the process of closing every sale opportunity

Interested in finding out more?


(click on preferred city name for full details)