Customer Takeaways

Are you struggling to hit your sales quota in this environment?

 

• Learn how to increase your sales at least 25% with our simple methodology & skill enhancement!
• Deepen your relationships & establish trust as a core competency with existing customers and execute the first rule of growth . . . keep that which you already have!
• Boost your share-of-wallet with existing customers, your highest probability of real growth.
• Improve your meeting rate with hard to reach people.

 

Are you and your sales team equipped with the "know-how" to maximize your sales efforts? 

In his book Achieve Sales Excellence, Howard Stevens reveals some astounding research findings based on HR Chally's 14-year study of over 80,000 business-to-business customers.  Notably:

 

1. Customers reveal the most influential factor in business-to-business (i.e. supplier selection) is the sales professional.
2. 66% of college graduates enter the sales profession. 0.8% of US colleges and universities offer a sales curriculum. Perhaps safe to say that the academic world has not prepared sales professionals.
3. Less than tree-tenths of one percent fo the 7,200 sales forces received a World-Class status review by the 80,000 customers.

 

The customer is telling us that they will award their business to the organization that takes personal responsibility for their desired results (outsourcing) & the salesperson that demonstrates a thorough understanding of their business (and therefore their customer).

Do you and sales team have a consistent method, the know-how, for the understanding the customer's business and demonstrating personal responsibility for their desired results?

At the Program on Persuasion we teach sales professionals a simple, proven method to engage customers in a natural conversation designed to build trust and understanding.  A process that positions the salesperson as the trusted adviser, the person the customer will choose to outsource their non-core competencies to.

Do you need to replace Anxiety and Worry with Confidence & Positive Energy?

• Growing tired of being at the mercy of the "Hail Mary" big-deal coming through for you in order to meet your commitments. Learn to delay gratification, yet sustain a positive demeanor by focusing on the system, the process, rather than pushing for instant agreements.
• Build momentum at each sales-milestone with the knowing that the customer must reach each stage in succession before he can arrive at the final agreement.
• Understand where you are in the process & it seems as if everyone else is running in slow-motion (reducing your tension and enhancing your emotional intelligence), rendering you more effective.

Do you ever feel like you and the customer are just not moving forward?

• Learn by the most common approach to selling actually repels customers.
• Imagine the boost in confidence you will generate when you understand what really makes customers take action & how you can discover the customer's emotional reasons for acting.
• Create urgency without being pushy; develop appetites for solutions before advocating any solutions.