sales training increases income
How to be a Professional Salesperson.©
Free Video Series

Sales Training - Improve your hearing.
Don't forget - Onsite training too!  A tailored, one-day workshop.
This includes all per diem and materials for up to 10 sales reps and/or sales managers.
Click here for details and jumpstart your sales with this year's award-winning training.


I had a sales rep whose pipeline always had more potential deals in it than anyone else in the group.  The problem was that he also had the lowest number of closed deals.  For a while I thought this was because he was attempting to show how much positive activity he had going on.  However, after several meetings with this sales rep, I discovered the sad truth; the customer was telling him one thing and was hearing what he wanted to hear.  Note; this was not done to try to fool me.  He actually believed what he was telling me through his pipeline until I started drilling down on each deal.  I asked questions like:

·         Are you speaking with the decision maker?

·         Are you speaking with the person who can sign the order?

·         Do they have budget or can they get it?

·         When do they want to implement our solution?

·         Have we delivered a proof of concept?


After hearing the answers to these questions, I realized he was somehow convincing himself he had a good prospect.  He had made the leap from hearing “I’m part of a team that’s evaluating solutions” to “I’m the decision maker.”

As a sales rep you have to be realistic.  Good news or bad news, you have to hear…and face…the facts.  Nothing will get you into more trouble with your sales managers or disappoint you more, than inflating your pipeline based on what you imagined you heard.  Again, I am not suggesting this is intentional on your part, but it is extremely self-destructive nonetheless.

Sales Homework
– If you even think you have this issue:

1.  Record your sales calls.

2.  Listen to them as you put your notes into your CRM system.  This should help keep the facts straight and realistic.

Sales Managers
– If your sales reps’ pipelines seem out of whack in comparison to their sales, use the questions above to drill down to find out why.



sales training

Read this complete lesson, and the other 261 money-making
sales training lessons, by clicking here sales training workshop

                      Click here to go back to the complete list of sales training videos.



Contact Mr. Bernstein for speaking, training and consulting engagements by clicking

twitter for sales training    Facebook - sales training courses    LinkedIn for sales training

Sales Getters Home Page

© 2012 Louie Bernstein . Copyrighted material.  All rights reserved.

Protected by Copyscape Online Infringement Checker