Sales Q&A

“I do a lot of telephone prospecting and am quite successful in getting meetings, but one of the things I am not clear on is how much actual selling I should do on the phone. I sometimes find that the more I tell the prospect about our solutions, the less likely they are to book a meeting with me. Do others experience this or am I just imagining it?”

“Can you provide me with a way of distinguishing  a decision maker versus someone who is not. I find it frustrating that I meet prospects who tell me they are decision makers but in the end they don’t appear to be able to buy without consulting with others, typically people above them in their company.”

“I manage (I’m losing the term loosely!) a team of 6 Account Managers based in Auckland. I am challenged by the usual time pressures we are all under, including the constant meetings and interruptions that seem to chew so much of my time. Because of this I struggle to catch up with my team members regularly and adequately. I recently asked them all to give me some feedback on how things were going and 5 out of 6 of them told me that I am not available enough and that they need more time with me weekly. Any Ideas appreciated?”

I wonder if you can give me some tips on how to manage my diary better. Whilst I have reached my target for the year, I feel I should and could be doing better but I need to free up more time to prospect and be out there on sales calls.