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Leslie Groene Website Homepage October 2016, Vol. 136

Groene Consulting is celebrating the start of it's 20th year this November! Some of you have been with me from the beginning!

I started the business as a sales consultant and it morphed into lots of other things. Two business women early on asked me to be their sales coach and that turned into my sales coaching practice along with my consulting. Then I developed the business devolvement training component which lead to writing my sales book-Picture Yourself & the Life You Want -- which lead me to do radio and TV interviews all over the country!

All along the way my sales coaching platform remains the center piece of my business. I love helping salespeople improve their 'game' and strategies market facing. Over the years, I have encountered many sales people with amazing innate skills and strengths that I am pleased to hone and when necessary, redirect. I meet some reps who have overcome many obstacles to become superb deal doers....and everyone in between.

Years ago I put together a list of qualities that I thought made up the consummate sales leader and they still hold up in today's competitive marketplace. Here are those qualities below for you to review to see how you measure up.

Thanks to all of you who have trusted me to be your sales coach and sales trainer!

1.     Desire

1.     You have to want it

2.     Passion for your industry

3.     Ambition to succeed

2.     Good Mentors

1.     People to emulate

2.     Successful leaders

3.     People to tell you the truth

4.     Surround yourself with winners

5.     Give back

3.     Skill to Adapt

1.     Learn from success

2.     Learn from failure

3.     Ability and desire to accept and deal with change

4.     Understand and Embrace your weaknesses

5.     Grow and mature in the process

4.     Team Player

1.     Care about the people that you work with

2.     Care about your clients

3.     Say Thank You! OFTEN!

4.     Be proud of your company

5.     Focused

1.     Stay focused on the goal ... your goals

2.     Get re-focused when hurdles come

3.     Keep a positive attitude

6.     Persistence

1.     Stay in the game

2.     Keep working on your prospects

3.     Keep prospecting

4.     Be persistence ...short term and long term

5.     Use positive things/people to get you to the next place

6.     Don't give up

7.     Believe in Yourself

1.     Fake it at first if you have to

2.     Celebrate wins

3.     Use your strengths

4.     No negative talk

8.     Desire is Imperative to Your Success!

1.     It all comes down to desire

2.     This can help us overcome all obstacles


We are now firmly in the solution selling paradigm. Old school transactional selling is fading by the wayside being replaced by comprehensive solution selling strategies; therefore, we need to understand HOW to help our clients and prospects meet their objectives.

At this meeting, we will discuss how you and your sales team can execute a client needs assessment to determine how we can fit into their business needs; ask better questions; use the right marketing tools; develop new sales cycles and more!

Key Takeaways:
1. How to understand your clients' objectives
2. Best practices for delivering an effective client needs assessment
3. Key components for case studies
4. How to offer solution based programs instead of print products
5. Learn to be skilled at understanding how to focus on ROI for clients and prospects

About our speaker:
Leslie Groene, President, Groene Consulting, is one of the coaching superstars in the world of corporate sales as well as a business consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She has been featured in many PIA affiliate markets and as a speaker and business development trainer including the upcoming Print Leadership Summit. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book Picture Yourself & the Life You Want and is a nationally-renowned motivational speaker. You can find her book and contact information here.

Reserve the date and register here. If you cannot attend, pass this invitation to an industry friend.

October 26, 2016, 11:30 am 1:00 pm
Coaching Center of Orange County
1231 E. Dyer Road, Suite 215, Santa Ana, CA 92705
Member s investment: $35. Nonmembers: $60.00
Lunch is provided

If you have any questions, contact Emily Holguin. You can download the flyer here.

Focus Point

65. To supplement your skills, hire the experts you need.

This focus point goes hand in hand with the previous one, because it can make your networking more effective. Naturally, none of us is good at everything. So we need to acknowledge our limitations and be willing to deal with them. We can "fill in the blanks" with outside consultants and services for areas such as finance, coaching, letterwriting, time management, organization, planning, physical conditioning and therapy.

Once you've brought experts onto your team, always treat them with respect and loyalty. Not only do they deserve it, they might become valuable members of your network.