I attended Jeffrey Gitomer’s Sales Training today sponsored by ActionCoach. ActionCoach was offering a lunch and further training right after the Gitomer 4-hour session. However, it wasn’t a check box on the order page for Gitomer. It wasn’t an add-on sale during that ticketing process. There wasn’t a follow email that said, “Hey, want to add some more training and lunch?”

When we checked in at Gitomer’s training, no one asked if we wanted to go to the Action section. Gitomer made a statement about how he likes ActionCoach CEO Brad Sugar, but no upsell there either.

When you have that many touch points in a sales process, you need to take advantage. Want to see a company that does it well? Go buy a domain name.

Keith Rosen is an executive sales coach and author of a bunch of books including the Coaching Salespeople into Sales Champions, which was named Sales Leadership Book of the Year!
Keith also received a Stevie Award for The Sales Education Leader of the Year.

Keith has released a prospecting checklist for you to use to schedule more appointments with key decision makers. (Notice the term “key decision makers” – that’s called a qualifier).

Another gift from Keith is his new 100-page e-book, Leadership Mojo. To receive your free copy, simply send an email to mojo at profitbuilders.com with the words “Leadership Mojo” in the subject line and within minutes, you’ll receive your special download! Now go sell seomething!

From the blog bearonbusiness, guest blogger Teresa tells the tale of a pretty bad sales person. The lesson as she sums it up:

“Most sales people walk into a customer meeting with a “me me me us us us”
pitch. Little time is spent with probing questions like “What are your team goals for the year? How can we help you accomplish those goals? What are your biggest concerns/issues you are facing with vendors today?” It’s not a novel idea-but it’s one easily forgotten.”