Which Sales Flow to You? You Decide

T h e C h i e f S a l e s O f f i c e r

A Unique Approach to Strategic Sales Planning

Which Sales Will Flow to You?
You Decide

Greetings!

Someone is going to control your relationships with your customers - it might as well be you.

Our minds process information in pictures and our memory stores information in pictures. The newest White Paper will give you some images you and your sales team can use to prioritize your current opportunities.

__________________________________________________

Which Sales Will Flow to You?

You Decide.

Capitalize on the way your mind processes information and improve internal sales communication at the same time

Unless you drive a convertible, somewhere on the inside roof of your car there is a light you can switch on. When you flip the switch, power from the battery under the hood flows through the switch you just flipped, through the bulb and then to ground. When this circuit is complete, the light illuminates.

Sales works the same way. "Power" is the money the customer has, "ground" is their reason for buying, the "light" is the sale. When the customer senses a valid reason for buying, the power flows and the sale is made.

As the CSO, you must decide which switch to flip. You have multiple options - which one is best?

Is "all of them" really a viable option?

In a down economy is "any of them!" a good choice?

What criteria do you use to make that decision? Once you make the decision, your sales professionals will begin executing the tactics and tasks necessary to make that particular sale happen.

Did you pick the best option?

The newest White Paper, "Sales Circuitry", explains this process in detail. I encourage you to take fifteen minutes and read it. At the end there are three case studies. See how you would respond to each opportunity. Then, have a DIY sales training session or a working lunch with your sales team and see how they would respond to each opportunity. I promise, this will enhance the communication between you and your sales professionals. They will appreciate your position better and you'll better understand their reasoning for choosing accounts.

Here's the link to the latest White Paper:

Sales Circuitry

____________________________________

Coming Next Issue:

Accountability Requires Visibility

Is accountability an issue for you? It is if you're hearing any of the following statements from your salespeople:

"We missed our number this month but we'll make it up next month"
"The customer has delayed the order unexpectedly"
"Our differentiation doesn't mean much to the customer"
"But I sold more units than anyone else - why am I not top salesperson?"
"I did everything you told me to do, the way you told me to do it"
"We have one superstar salesperson who outsells everyone else by a large margin"

Each of these statements - and many more like them - are actually requests from your sales professionals for ideas. They want to succeed. With the right insights, you can see the indicators sooner, coach your salespeople better and eliminate the need for explanations and excuses.

Accountability is impossible without visibility. Visibility is now so easily available that it is inevitable. So, your responsibility as CSO is to determine what level of accountability you need to implement in your organization.

What if you could see your near-real-time sales results anytime, from anywhere with just a click of the mouse? Learn how in the next issue.

_________________________________________

Help Is Available!

Give me a day with your sales team and I will help them kick the habit of discounting.

Give me two days with your people and they will begin reversing the damage done from their previous use of discounting. Give me more time and we may revolutionize selling in your industry.

If I'm not the right trainer for your team I will help you find the right one. Need help now? I have limited availability some months and may not be able to help you so I will lead you to someone else who can. Like a different approach? Let me help you find the right person for your situation.

Whatever you do, seek out the help your organization needs
and do it now.

1.800 MR. REAVES (800.677.3283)

Or email me by clicking on the link
at the bottom of this edition

(Chuck@ChuckReaves.com)

Or just click on the Reply button on your browser