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How the Experts Earn Long-Term Accounts Featuring Leslie Groene of Groene Consulting Tuesday, February 12th 12:00 - 1:00pm $65.00 - Member $95.00 - Non Member Your customers are under more pressure than ever to control costs and to find smarter ways of getting things done. The status quo just isn’t good enough. That means they’re more likely than ever to meet with one of your competitors who promises a new and improved solution that saves money and time. Key Takeaways
How Time Flies!!! Today is the fifth day of February or the 36th day of 2013. Another way to look at it that 25 days of selling and relationship building have also passed and that converts into 200-225 hours of available selling time! Which means that more that 1/12 of the year is already behind us. In the webinar series that I offer to sales professionals, I stress(over and over again) to 'Take the bull by the horns' and do something, to take action and push your career ahead by planning and delivering sales activities(revenue generating activities) every day. How are you doing with the actual adjective of 'selling' as part of your daily action items within your chosen industry? Are you making the most of the 8-9 hours of available daily selling time or are you wasting those hours that we can't get back, on project management, procrastination, self doubt, excuses? Project/solution management is very important as we want to make sure we deliver what ever we are selling in a professional and through way but I have met many sales people who would rather 're-produce' the project than actually pick up the phone and talk to a new prospect or contact! The only 2 ways to manage attrition(the gradual reduction of the volume of a work force or revenue amount that occurs when loss through resignation is not replaced) and make sure your revenue doesn't shrink way to nothing: sell more solutions to existing clients or find; build relationships with; and close new clients! Focus Point 21. Never lie or misrepresent critical information. We've all heard of executives or other leaders who told a "little white lie" on their resumes or omitted a critical fact in a business transaction or setting. No one is above the reach and power of the truth. As a result, verify what you represent as fact to buyers and sellers and other key parties of high-ticket transactions. The reputation that you save just might be your own. Also, don't exaggerate or over-promise a client, because you will be the one who disappoints that client if you fail to deliver what you promised. In addition, this flaw can lead to your company failing to make a substantial profit if you give away the store to get the business. Be a team player and not a doormat in your client relationships! Webinar Series
Presented by PIASC  |
Learn more about Leslie  Click here to see video  Leslie named Leadership Excellence Top 100 Upcoming Events Click here to see event schedule Leslie's book  Click here to buy now Talk of the Town Click here to see Leslie's Interview Washington Post  Click here to read the article |
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