Building your Sales Team 

Do you know how long it takes to get a customer to remember you above all other choices for you product or service?  Do you know why some sale groups sell twice as much per sales person as their  competition? What do you think are the rules for hiring people that will fit into your organization - instead of conflicting with half the people? What is the difference between the high energy sales people and the people that produce results every week? 

You don't have to sell if you ask good questions. Questions turn on the prospect or they turn them off.  How do you ask good questions?

The Tyranny of Selling

Selling like farming is a relentless pursuit, that is to say, if you miss  planting ideas or seeds you get no crop. If you let weeds grow in the fields, of your customers, you crowd out the potential.  If you allow a few plants to dominate your production, you risk being dependent on them, if they turn against you failure will follow. 

Our sales team selling training is designed to make every member of your sales team work in an integrated way that reduces turnover, increases sales and has higher customer satisfaction. I start by asking you to work on a Business Plan for the purpose of creating a baseline on which to build a dynamic sales team.  

• Business or Sales Plan 
• How the plan makes a difference in production …the 20% factor
• Choices come from small details - learn to analyze them
• Delays

Then we work on the key elements that a business owner or new sales manager can know to guide and coach your team to greatness. The following basic elements are often the source of much frustration and poor reporting in a company, because they are not reviewed, just as business plans are left in a drawer to gather dust. 

What is in a sales call?

• Is there an interest?

2.     Customer

3.     Qualified

4.     Needs

5.     Wants

• Should we solve it?
• Is there a desire to exchange money…soon?
• Is there potential for growth by the customer and our company…finding the ideal customer.

The Sales Campaign

• How often?
• What is the purpose?

Great customer service comes from feedback by sales people but is mostly ignored.

• What works what doesn’t work.
• What have you done for me lately.
• What do you say when you have nothing new to say.

Patience creates growth

• First year plan.
• Second year growth.
• Third year boom.
• Start again.

The goal

• Never stop training.
• Find the bottlenecks.
• Keep improving and sharing the process.

Rules for Sales managers Implementation vs. Innovation 

Most mangers have great ideas, but it is implementation which holds back too many people.  

•   don’t count... analyze.
• Use reports and reviews to find choke points…involve managers

You, the business owner, can do this or you can manage your sales manager to do it, with a scheduled coaching program with me.

This list of topics is our table of contents for training a sales team. 

The purpose of training is to modify behavior. 

Our average customer invests a car payment per month.

The information on the Internet wants to be free, but we all know that there is no free lunch. If you knew the answer – you would already be doing what is missing.  That is why a coach is valuable in your life…to show you what you don’t know you don’t know.

Managers with people they want to grow, hire a coach when they don't have enough time to mentor their best people.

If a salesman and business owner can work on the phone, in Hawaii, and increase his sales by $5,000,000 using my training, what would happen if we worked on your sales plan for a year?

Read some of the Testimonials written by people that have benefited from working with me. Testimonials.pdf  You will need Acrobat reader to view these letters.

To get more information call Brad Sandy @ 800sell-717 (800-735-5717) or E-Mail