- Helping Salespeople Do the Impossible. We awaken and develop your self-reliant hero.
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Are you getting enough first sales meetings? Learn practical techniques to open more doors, including: Bold vision, bold behavior Special, practical techniques which generate a response Addressing prospect risk aversion. We need special approaches since typically no more than 5-20% of prospects in most markets are in search mode – looking for a […]
The magic moment of access is: when meet the client’s need, the client confirms they are happy and have no other needs. This is the magic moment of access, when we might just “break the pigeon-hole”. To learn more, please click here.
Your clients love you. You need a new product offering. Urgency Based Selling complements your current practice. Learn how to deliver Urgency Based Selling.
For a read-only power point on 7 sales accelerators, please click here:
Pulling Up the Failing Salesperson – on Sales POP! There are 4 phases to sales management evolution: 1) Chaos – no management 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. […]
When a salesperson is failing – the entrepreneurial sales manager’s job There are 4 phases to sales management evolution: Chaos – no management Primitive management – some reporting, some standards, often optional. There is Gallup poll management, every salesperson is unique, cater to the salesperson; no one is fired. Take all […]
Why do customers buy product A, but not service B? Why do they pigeon hole us? We need a breakthrough move – bold vision, bold behavior and proving to the skeptic. To read the essay, please click here. For an example, please click below: To see the result, please click here.
Most business systems are geared to generate incremental change – continuous improvement – necessitated by the replicability built into corporate DNA. At times, incremental change isn’t enough. How do we know when it’s time for a sales paradigm shift? Look for anomalies. In particular, not enough 1st sales meetings. We have become too civilized, as […]
For a taste of Urgency Based Selling, please call us at 201 415 3447. Tailored to your needs, a 2-3 hour interactive seminar, which includes coaching sales team members to: Recognize the growth crisis – not enough new first meetings Embrace the leadership/ownership mindset, a “do or die” perspective. The Power of Bold Vision, […]
dual nature of business developer Salespeople have a dual nature – both as entrepreneur and as employee. How do you manage this paradox? To learn more, please click here.