As a salesperson, you work incredibly hard to prospect, set appointments, build relationships and propose great solutions for your prospects Too many times however, the incumbent salesperson will find a way to "get back in there", match your proposed solution and pricing, and keep the business.
My business is helping sales people prevent the incumbent seller from getting that "last look" opportunity; we call the process The Wedge. www.thewedge.net
In addition to that, we've found that many salespeople have invested a lot in building their existing client relationships, but for many reasons are hesitant to consistently leverage those relationships for introductions into who they want to meet. There is a process that goes beyond the traditional referral scripts we've been taught that were originated in the life insurance business, "Who do you know that could benefit from our services?" It's called How to Get Red Hot Introductions from your Coolest Customers.
On a macro level, we help corporations integrate training with sales meeting disciplines that convert great training into great results for years to come.
It's my belief that the Sales Management role is one of the most challenging roles in a corporation. As a result, we've bundled our sales training, sales management training, differentiation development and supporting CRM tools into one integrated package we call iWin951 Sales Culture Development System. It's all designed to help Sales Coaches empower and develop their salespeople to prospect, win new business and grow at record setting paces.
Specialties: Specialites:
Insurance Sales Training
Insurance Agency Consulting
Insurance Sales Process Development
Insurance CRM
Insurance Workshops
Insurance Keynote Speaker