2012 November C20 Meeting- Why Salespeople Fail to Deliver

Tired of the sales team not delivering?  Are they order takers who can’t prospect?.   Do they lack skills such as acquiring new customers through research, strategy, cold calling, and networking?  Other issues are-

  • Cross Selling and Up-Selling are also underdeveloped skill sets.
  • Features are rarely matched with corresponding benefits.  Application of the benefit and evidence to support sales person claims are not articulated
  • Questioning skills are usually replaced with simple “telling” about the product or service spec.
  • Closing and asking for the order is lacking, instead meetings end with no next step and no clear outcome.

At the November CEO Luncheon we welcome Dr. Greg Story. He has been in Japan running and training sales teams for 20 years.  Greg is currently running Dale Carnegie Training Japan and in fact owns the company.  He will lead a discussion to uncover the reality of sales in Japan today and what companies can do to improve results.
Friday, 9 November 2012
Roppongi Hills Club (Reservation under Soo)
51 fl. Roppongi Hills Mori Tower,
6-10-1 Roppongi, Minato-ku,
Tokyo, 106-6151 Japan