Marshall W. Northcott

• Lack of or insufficient skill level with qualifying, probing, fact finding, needs assessment or needs development abilities.
• Low level, non existence or poor application/implementation and consciousness of various questioning skills, types of questions and essential communication concepts and techniques.
• Poor or unacceptable degree and balance of interactive and...

Here is a list that may apply to one individual, several staff or an entire sales team:

• Insufficient degree of assertiveness or focus on objectives necessary to move business forward or close sales opportunities.
• Raising the consciousness of sales representatives who fail to follow through in sales interactions by asking for customer commitment in a straightforward manner with the application of an appropriate closing...

Here is a list that may apply to one individual, several staff or an entire sales team:

• Inexperienced, junior or undisciplined staff with issues or concerns regarding balancing of activities and responsibilities in order to manage corporate expectations maintain existing account base and meet sales goals and growth objectives.
• Those who have a need and lack clear understanding or direction of how to set reasonable priorities that are in line with...

Here is a list that may apply to one individual, several staff or an entire sales team:

• Cultural shifting within the organization that is placing higher demands and expectations upon the sales force including the need to prepare and present a strategic business plan for territory and account development , achievement of overall goals and objectives, a plan of execution and S.W.O.T. (strengths, weaknesses, opportunities, threats) analysis to identify or...

Here is a list that may apply to one individual, several staff or an entire sales team:

• For those who need to learn methods for objection prevention in order to minimize or eliminate many of the objections that they encounter.
• Objections that can be overcome but due to a lack of skills or understanding they either stall or stop a sales opportunity.
• Junior, inexperienced, untrained staff or order takers who create unnecessary objections or...

Here is a list that may apply to one individual, several staff or an entire sales team:

• Those who have weak or lack necessary finesse skills that enable them to maintain acceptable margins, maximize revenue generation/profitability and minimize concessions when negotiating.
• Sales staff who are intimidated, nervous or lack necessary skills and insight into negotiation that cause them to misjudge timing and make serious and costly...