课程: Sales Coaching

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How to deal with stalled sales processes

How to deal with stalled sales processes

课程: Sales Coaching

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How to deal with stalled sales processes

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- We've all seen that rep who just can't close. It's a common problem, especially with less experienced reps. The good news is, it's a solvable problem. If your rep is having trouble closing, rather than telling them, "You need to be a stronger closer," look upstream. The problem is likely what happened before the close. First off, help your rep figure out if the buyer is a serious customer or not. Ask questions, like, "Is this customer similar to our other existing customers? Are you talking to someone who has the authority to make a decision or are you stuck in purchasing or maybe with a middleman?" If your rep isn't connecting to the right person, you can share techniques to help them get to a true buyer. Encourage your rep to say things like, "I think having a conversation with your boss or the end buyer will ensure that we're making a plan that will meet his or her goals." If your rep is calling on the right person…

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