We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients.
Let's be clear, it's not a selling event, its about expectations, but how?
Learn tips and tactics to retain and grow relationships.
Successful sales organizations need to develop more effective methods designed to secure and retain top sales talent.
Are you suffering from Blind Spots in your business?
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Your company, typically, is pretty good at selling your stuff. And when the business was smaller, and life was less complex, that was enough. But then, as things grew, the
Coaching: This makes up about 35% of the management function and is focused on identifying the person’s individual needs and the corresponding performance improvement steps.
Do you have a process?
Remember: It’s not where you fell, but where you slipped that counts.
Many negotiating problems are really weaknesses in the sales
I was promoted to a new position in the company where I work. I was to become the one and only salesperson for our company, and, although, I had run my own business for 20 years, this type of sales was something I have never done before in my life. The company was in jeopardy of losing its largest client, so it was my job to secure a new client that could absorb the loss we might sustain. No stress here right? I blinked back tears every time a prospect hung up on me. I saw myself as the plaid clad car guy or the pesky sales person that would chase me around my business. One day, my employer saw a workshop opportunity in an email from the chamber and asked if I would be interested in attending. Eric told me I was welcome to join the free workshop, but I would need to contribute my stories. After the first workshop, I was invited to attend a second and that was the "Ah-Ha" moment that I needed. I asked my employer to sign me up. Eric worked tireless with me teaching me how important it is to be confident and strong to make the dreaded cold call. Once the deer-in-headlights finally crossed the proverbial street, Eric then started teaching me the psychology of sales. I would have never thought about mirroring a prospect, walking into a meeting with no material, asking for a referral, looking at a sales encounter from the perspective of a buyer or suggesting that maybe my company wouldn't be a good fit for the prospect! The sales process is amazing when you know the Sandler way! Eric and Jim never coddled me or told me that "everything was going to be fine". They told me that sales; true and effective sales, is hard and takes time. They never ceased to challenge my "beliefs" and showed me how destructive "head trash" can be. I enjoyed my class time, and continue to enjoy the times when I get invited back for a refresher session. I would stack the Sandler training that I received from Jim and Eric against any other sales training product out there, and I would strongly recommend their instruction to anyone new to the sales industry. The difference in my confidence and effectiveness is amazing! I still cannot believe that in one year's time, I have brought on 43 new business partners to our company. It seemed so simple! Renee Neenah, WI
Renee Brey Revenue cycle enhancement and business partner Credit Systems of the Fox Valley, Inc