Myth #35: Change Is Difficult - Increase Your Sales By 70% for Free

Eliminating Sales Myths

Myth #35: Change Is Difficult

Truth: Increase Your Sales by 70% - and it's free and easy

Increase Your Sales Up To 70%

When a checklist program was reintroduced for operating rooms in major hospitals, post-operative complications went down an average of 70%.

The FAA has found that in three-fourths of general aviation crashes, the fault was pilot error and would have been corrected if the pre-flight checklist had been followed.

Emergency room doctors have found that nearly 70% of chain saw accidents happen to people who are using the tool for the third or fourth year and are failing to follow the manufacturer's basic guidelines.

Do you see a trend here?

You can significantly increase your sales in 2012 by going back to the basics - especially pre-call planning. Why do I mention pre-call planning at least twice an hour in my sales training? Because I know it is that important. Vistage members last year reported that simply restoring the pre-call planning process had a major impact on their sales.

Where's the Checklist?

If you do not have a current checklist, use P.L.U.S.H. Selling. Find that handout from our training and begin walking through it. Make sure you thoroughly complete the P before moving to the L. (If you cannot find your handout, I may have an electronic copy I can send - just ask.)

Or, sit down with your sales team and develop your own based on what is happening in your market (customers) and industry (competitors, technology, processes, etc.). The Kaizen for Sales process will accomplish that for you.

Real-world, Recent Example

A long term client had a salesperson antagonize their third-largest customer. The customer was so peeved that he encouraged another vendor to get into my client's business - which they did. Using inferior products and processes they developed - surprisingly - an inferior product with, of course, a lower price. But now the customer felt obligated to buy from the low-price provider because they had encouraged them to go into the business. With little pre-call planning, my client's
new salesperson called on their customer trying to win back the business. The results were predictable: their customer came out of the woodwork with some demands that simply could not be met.

What would you do? Capitulate on price in order to keep the business and hope to restore the price point later? Give up?

My client called together the best minds and conducted more than twenty man-hours of pre-call planning to prepare for a single telephone call; not a face-to-face call, preparing for a phone call. What was the result? First of all, tons of new information emerged. By the end of the call their customer agreed to go to bat for my client with the owners of the company and try to become an exception to the new rules they had established. Pre-call planning moved the customer contact from antagonist to advocate in one thirty-minute call.

Two Steps to Increase Your Sales by 70%

Develop a pre-call checklist
Use it

How Can I Help?

You are not alone in trying to find the right resources for your sales team. It's tough. Why not begin by contacting me - it's free and easy. I refer many of my inquiries to others so if I'm not the right person for you I mayb know who is.

How Can I Help?

Speaking - Need a speaker for your conference? More than 3500 speaking Chuck folded engagements have taught me how to structure a presentation that will meet your objectives. As a member of the Speaker Hall of Fame (my name appears right after Ronald Reagan), you can be sure your presentation will be solid.

Training - When you need sales training, let me know. From half-day to multi-day to ongoing sessions, you and I can develop and deliver to your sales team the specific training they need. Also, I incorporate the latest concepts, processes and technologies in my training and support materials.

Automation - Have you considered using online sales training for you and for your channel partners? It is a great way to keep your salespeople and the others who represent you in the marketplace on the same page. Also, we can develop tools, like calculators and profiles that will make it faster and easier to convince prospects to buy from you - even with your higher price points.

Consulting - I can help you with sales consulting for revamping your organization, developing effective compensation and incentive programs, developing your salespeople and sales leaders and other aspects of sales. I even function as the interim Chief Sales Officer for some clients. When you need a broader approach, to include operations, finance and marketing, bring in the Rising Tide Group. We work together seamlessly and you receive the same type of in-depth, and coordinated consulting you would expect from one of the larger firms. The differences in using Rising Tide include the fact that you will have a street-seasoned, real world team (no cookie-cutter approaches) and we expect to be paid when you succeed.

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Who Uses SaleSSuiteS?

A multi-national Fortune 100 company in the transportation sector needed advanced value-based sales training to supplement their technical and product training. They chose SaleSSuiteS over some of the top providers. Their reasons: 1) Content quality 2) Sophistication 3) Ease of integration

4) Customer service from SaleSSuiteS

A mid-stage software company had consumed the low-hanging fruit and were staring at an empty calendar and a dry funnel. SaleSSuiteS "put the things we needed to do in the right order." They were five-for-five on their next calls. And the funnel?"You should see my accounts now!"

18% of SaleSSuiteS users are outside of the United States. They're learning to "sell the American way" and include salespeople in China and other countries who have traditionally sold on price.

Shouldn't you be using SaleSSuiteS to increase your sales sucess?

Expand Your Sales Knowledge Now

Excellent DIY Sales Tool

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Here is a quick, fun read that will bring you up to speed on some of the latest and most important changes in sales. Included:

Chief Sales Officer (your future?)
Supply Chain Selling (change the way you talk to your customers)
Kaizen for Sales (sell better, faster and reduce your sales costs)
Real Sales Automation (work less, sell more)

Click on the book to pick up copies for you, your team and your clients. Perfect for DIY training. Help your customers sell more and they will buy more from you. (Great client gift!)

The smartest $12.99 you'll invest this year.