Dave Crane en Entrepreneurs, Marketing, Business 15/9/2017 · 1 min de lectura · +100

Sales Training with Dave Crane - Why Your Sales Team Fails?

Sales Training with Dave Crane - Why Your Sales Team Fails?I train sales people.

Speakers are all sales people.

Anyone who even looks at a customer is a sales person.

YOU are a sales person too.

I had an amazing session with a client who explained the sales funnel process that her consultancy company went through to get clients.

Their clients are usually legal firms.

  • They connect with the firm and invite them out for drinks.
  • They network and get to know them socially then follow up with a sales meeting where they show ask for business.
  • Once given a current client/case to work on they go away and create a presentation.
  • Then they present it to the law firm.
  • Then (hopefully) the law firm introduces them to the real client.
  • Then they get a chance to pitch the real client to work as a consultant on their case.
  • Then hopefully they will get the business.
  • Then hopefully the client will pay as agreed.


We all have a finite amount of life on planet Earth.

Don’t waste anyone’s time especially your own.

Here’s what you do…

  • ONLY talk to the key decision maker NO ONE ELSE.
  • Ignore any other business card where they may have to take your proposal to someone else — you have just wasted your time if you don’t.
  • Tell them what you do and offer to fix their headaches 100%.
  • Let them talk.
  • Ask a ton of questions proving you know what they need by sharing examples of past successes.
  • Close their commitment to move forward together.
  • Arrange payment terms.
  • Leave.

That’s it.

You are a consultant and a business professional.


Remember this…

  • The top person in any firm will make a call to their personal assistant and get in the key person from the department where you want to do business.
  • Then the boss will tell their employee (HR Director, Marketing Manager, Head of Procurement etc) exactly what they want them to do for you.
  • They will then do everything they are told and help you make a lasting long term partnership.

Unless of course, you mess up the delivery, customer service and after sales.

Yes, you’re welcome.


Needless to say, there is more to this process, but you will have to hire me directly to train your team and get the full monty.

I will be waiting for your call…