Do you share these thoughts about business development Issues?
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We have no systematic way of selling that allows us to remain in control of a sales call and/or analyze the results.
We are making lots of proposals and bids and not getting the business.
Our prospects want to “check the competition” before deciding.
We don't know how or when to close.
We often hear “I'll think it over”, and don't know what to do next.
We get a feeling of rejection when prospects say “No.”
We have difficulty dealing with objections about price.
We waste time with prospects because we make presentations then discover that:
They lied about their reasons for seeing me.
There is no problem I can fix, or the prospect has no compelling reason to want to fix a problem.
There is no money or there isn't enough money.
There is a hidden decision maker.
We have no one to coach us through difficult sales situations.
We are not in front of enough new prospects on a regular, consistent basis
We have difficulty picking up the phone to make cold (or even warm) calls, because we fear the rejection.
We don't know how to get past “gatekeepers” to get to the real decision makers.
We are uncomfortable in networking situations, especially where we don't know others.
We have to wear a dozen different hats to run our business and have no time to motivate, coach or train our sales staff.
Our sales people feel that they need to be liked by their prospects and as a result they:
Do too much unpaid consulting.
“Bail Out” when they feel pressure and lower their prices (and our profits).
They accept it when someone says, “I'll think it over.”
Our sales people want to believe what their prospects tell them about their chances of getting the business and, as a result, our sales forecasts are often overly optimistic.
We have to hire and fire a lot of people before we find the few that can make it in our business. We know how expensive this is, but we haven't found a better way to do it.
We train our sales people, but then they leave and become or join our competitors .
Our sales cycle is too long – the cost of making a sale is too high for one or more of these reasons:
Our sales people spend too much time doing proposals and not enough getting the business.
Our sales people spend too much time in front of people who have no money.
Our sales people spend too much time in front of people who aren't decision makers.
We've spent a fortune on sales seminars; after a month, everything is forgotten.
I have no one to coach my salespeople through difficult sales situations.
We don't receive enough high-quality referrals.
We don't know how to comfortably ask for and get referrals.
We work with some clients for years, and never receive a referral from them.
Our referral sources are very limited; we don't have a broad network of contacts that can refer us business.
We don't want to be perceived as “pushy salespeople.”
Our salespeople are great, technically, but lack sufficient “people skills.”
We lack the assertiveness and confidence necessary for success in sales.
We have difficulty dealing with intimidating people.
How much are these problems costing you per year?