Sales Professional

What’s blocking your ultimate sales productivity?

Too many sales people are “thrown to the wolves”… “Here are your cards, here’s your territory, now good luck and go for it.” As a result, too many sales people are forced into “on-the-job training” and end up winging it. There is a better way. I have been both a top sales producer and led sales forces numbering in the thousands. Why not learn from the best and be prepared to beat the competition?

Jack Daly, Sales & Business Growth Expert

Here are just a few of the challenges I hear from sales people… the very challenges I have wrestled down on numerous occasions:

PRICE:

“People seem to like me, as well as like my company. It seems to never fail that they are always turning me down because they want a lower price. What do I do?”

MY SALES PRODUCTION HAS PLATEAU-ED:

“I’m hitting solid numbers and the Company is happy. I feel I could do more, and the extra money would be nice. How do I break through this production ceiling?”

DIFFERENTIATE FROM COMPETITION:

“My Company and its products have been around for years. We look pretty much like everybody else, and that’s the problem. How do I challenge the competition on accounts they already service?”

NEW TO INDUSTRY OR NEW TO SALES:

“Where do I begin? How long should it be before I see some success? How important is product knowledge, and to what level of detail? What are the high-payoff activities to getting business?”

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“Just a point about touching base at least 7–9 times before things happen. I had a great call from a lawyer specialising in finance insolvency. His name was given to me some 6 months ago.

I called him introduced myself asked a few questions. Over the last 6 months I’ve sent 4 customers to him for help in cleaning their credit requesting they drop my name. I also know that quite a few colleagues have dropped my name as well.

We’d never met and have only spoken on the phone. Well, today I GOT THE CALL he wants me to do the finance brokering for his new corporate office. Price tag is $1.5 million. He has paperwork waiting for me. We’ll meet next week in person for the first time.

Jack, this guy will be a long term CLIENT. As you have said several times today… this #%$!* really works.”

Colin Dixon, Aussie Mortgage Advisor, Cert IV (F/MB) & Commercially Accredited