Dear Sales Doctor, Since the recession, I’m finding the majority of my prospects negotiating on my price and I am getting the feeling unless I concede and reduce my costs, I will stop winning any new business. Any ideas? You … Readmore

Dear Sales Doctor,  I like sales, once you’ve built up a decent relationship with your clients, but I can’t stand cold calling. I dread it every time I have to do it, and I think sometimes the fact I don’t … Readmore

Dear Sales Doctor, I sell investment property in the UK and find it very difficult to really understand what the investor is looking to achieve out of their investment. I ask the question “what are you looking to achieve from … Readmore

Dear Sales Doctor, I sell IT software and I have been working on this prospective customer for about 4 months and they raised an objection about whether our software can do a certain function; I visited them again and took … Readmore

Dear Sales Doctor, We are a relatively new company selling corporate merchandise and have only been around for just under a year. Many prospective customers are saying they are uncomfortable using us, because the fear of the unknown. Any ideas … Readmore

Dear Sales Doctor, my team and I are very good at closing business but we keep getting stuck on the same objection. “I can’t advertise now because I’m working at full capacity and I can’t take on anymore business” – … Readmore

Whoever answers the phone first in your company wins or loses the business for you. As we try to come out of one of the worst recessions our economy has ever experienced, it is more important than ever to provide … Readmore

Dear Sales Doctor, When cold calling, would you recommend leaving voice mails? That’s a great question and I would definitely recommend you leave a voice mail, as long as its the right message. Many sales people I train leave the … Readmore

Dear Sales Doctor, I have recently joined an email marketing company as a new business sales executive and I have been receiving very bad feedback about how my company has dealt with people in the past. I really don’t know … Readmore

Dear Sales Doctor, I get many web enquiries from influencers or PA’s who have to report back to the ultimate decision maker. How do I handle that without being rude and asking to speak to their boss? This is a … Readmore