I am taking a Sandler Training class on Wed. called Systematic Selling. Here are the topics that might be discussed:

• Winning business without competing on price.
• Dealing with stalls, objections and “think-it-over’s.”
• Sales cycle too long – can’t get prospects to make decisions.
• Poor closing skills – afraid to ask for the order.
• Increasing sales with fewer proposals.
• Ineffective cold calls (or, lack of any cold calls).
• Everyone’s busy, but sales results not keeping pace.
• Getting you out of your “comfort zones.”
• Asking questions & getting information.
• Getting past the gatekeeper to the Decision-Maker.
• Fear of rejection & taking it personally.
• How to stop unpaid consulting.

Much of it comes down to running your Sales Process. To do that you have to have open ended questions, confidence in yourself and your services (confident that you are helping your prospects), and a Value Proposition. Without those things, you will flounder around asking to bid, being a quote machine, and end up an order taker.

If any of those problems above affect you, take a class, get a coach, read a book on sales, or get a video or tape on selling.