Here are a number of prototypical problems Sales Reps have, along with our solutions which we've incorporated into our Sales Training programs.

They're awkward and ineffective at presenting their company's selling points, thus failing to effect buy-in up front.

We can help by teaching them how to tell a concise and compelling Company Story.

They don't do a good job of concisely communicating the value of their company's products and services.

We can help by training them to use a simple put powerful formula for delivering powerful Feature - Function - Benefit Statements.

They shoot from the hip; go on "gut" alone; discount the importance of preparation.

We can help by instilling in them the importance of research, analysis, and pre-call planning. (Read about our Strategic Account Planning Workshop.)

We can help by presenting and explaining checklists and procedures for researching the prospect before the call.

They fail to understand and address what's important to their prospects.

We can help by teaching them how to recognize and address the Dominant Buying Needs of their prospects.

By failing to take into account the frames of reference of their contacts, they pitch solutions that miss the mark.

We can help by teaching them how to identify and address each of the three primary Buying Viewpoints.

Many cold-calls fail to result in appointments; they never get their feet in the door.

We can help by providing a structured procedure and powerful set of guidelines for calling for an appointment.

They're not adept at controlling sales meetings to achieve their desired outcomes.

We can help by teaching them how to open and structure sales meetings; that is, how to make meetings work!

In the face of objections, they get flustered by some of the objections they hear from their prospects and are not comfortable in overcoming them effectively.

We can help by teaching the objection-handling process and teaching guidelines and techniques for addressing objections.

They engage in "solutioning": that is, they fail to elicit important information about customer applications.

We can help by training them in effective questioning techniques and strategies.

They are not able to get their prospects to follow through and make commitments.

We can help by teaching proven closing techniques.

After they've been through training, they don't use what they learned.

We can help with observations and feedback in our comprehensive Field Ride-Along Coaching program.

We can help by offering Follow-Through Coaching. (Read about our partnership with co-authors Steve Levinson and Pete Greider here.)

They don't effectively differentiate themselves from the competition and establish themselves as consultants.

We can help by producing individual Website bios that highlight their experience and customer-service orientation.

They lack the motivation and confidence to effectively apply all of what they have learned.

We can help by providing Leadership Training for their Sales Managers.