Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. We focus on the face-to-face aspect of selling, how to build relationships, uncover problems, and supply the right solutions. We don’t teach tricky sales moves, as they have no place in today’s complex selling environment. Your sales professionals will feel good about themselves when using our Common Sense Selling® process.
Selling has changed, but unfortunately most salespeople haven’t. Today’s buyer is looking for a seller who is a problem solver. Instead, they get product pushers.
Research shows that, unfortunately, nearly 90% of sales professionals have failed to understand the changes in the marketplace and are conducting business as if nothing has happened. They continue to employ obsolete selling tactics that were developed years ago for a low value transactional sale. In short, they continue to talk too much, fail to adequately uncover and understand the prospect’s business challenges, make premature presentations, and fail to differentiate themselves from their competitors. Then they wonder why they don’t get the business.
The secret is in HOW you sell, not WHAT you sell.
Call us today at 858-627-0726 to get your sales team prepared for the growing challenges that lie ahead. Your top line and your company depend on their success.
Remember…if you don’t train ‘em, don’t blame ‘em!
Problem: Why is money so difficult to discuss? Salespeople frequently hear from prospects that budget is “no problem” at the beginning of the sales call. However, once things start to get close, the story sometimes changes. Read More
Common Sense Selling Two Day Boot Camp February 28 - March 1 2013 San Diego, CA
Testimonial: "Common Sense Selling has really improved my selling style and success rate. I'm running a 90% closed rate now vs 50% before. Some of that is cuting loose the bad leads; a lot of that is selling to need."
Don Bridges - Data Conversion Laboratory