Our work and deliverables are grounded in our beliefs and philosophies…
Think Like a Customer
- Focus on what the customer thinks and believes (Mindset)
- Change the dynamic of the sales conversation
- Choose different words
- Ask more thought-provoking questions
Business Relationships are Critical
- Business Relationship are not the same as friendships
- Business is at heart of relationship
- Customers listen differently based on the depth of the relationship
Criticality of Sales Managers
- Coaching selling is uniquely different and more difficult than selling
- Sales Managers are responsible for:
- Driving representatives’ skill development
- Driving sales results
Words Matter
- Choice of words makes an impact
- Difference between enthusiastic involvement and disinterest
- Small changes to verbiage can have dramatic effect
KMR: Foundation of Sales Excellence
- Knowledge: you can’t sell what you don’t know
- Messaging: how you say what you say
- Relationships: the type of connections you build with customers
Power of Continual Learning
- Beliefs drive behavior
- Seek to improve. Change is inevitable
- Build upon successes; Learn from mistakes
