January, 2008 Vol 2, Issue 1
  A Step Ahead
Skip Miller
Get to the Decision Makers in 2008
Welcome to 2008. It is time to stop making New Year's Resolutions and get serious about your business.

Today's business solutions are more complex and have far more impact on the future than ever before. Senior level executives are more often, than not, involved in evaluating and assessing the issues and the options available. What are you currently doing to meet the executive decision makers?

Finding and connecting to the decision makers is a common problem for sales people. Some of the best solutions are often watered down and weakened if and when they make it to the executive decision maker, (Russian or Greek). The key is to connect to the executive's critical business issue.
Strong contacts are made in organizations and salespeople develop a sense of security with their company contacts, (Spaniards), that relay their solution to the decision makers. Salespeople can no longer depend on a single contact to transmit their message to the decision maker, they must create conversations with the decision makers by translating value. Familiarity with your customer can create a false sense of security and allow you to understand less about your customer than your competitor.
When working with your customer's organization, it is natural that you would interact at all levels, Spanish, Russian and Greek, to understand the impact your solution will have on the organization. Build the relationships at every level but make sure you know who makes the final decision.
When working with executives (Greeks) and senior managers (Russians), solutions must relate to revenue. They want to ensure the business's stability and growth. They care about market size and market share. In order to understand the issues at the executive (Greek) level, you must engage the executives early in the decision making process. Connect the business drivers at all levels of influence and decision.
Executives are concerned about growth and return on investment. Executives want to work with companies that understand their business and their business challenges. When meeting with executives it is important to speak to the needs of the company and provide solutions that offer value at the executive level.


Anybody can call high. The trick, when you are calling high, is knowing what to say. What do you say to create value and not be sent down to the lower levels of the organization? The job of the executive is to steer the ship into the biggest pond, make sure there are no other big ships around, stake out territory, and grow an empire. That's why they are captains!


Good Luck!



3 Languages
3-Languages: How to speak the right language on every     

                        sales call and appeal to everyone's interest.


The First Level of Language - Spanish:

Includes the people you call on day-to-day. They want to know more about what you do. Typically, first-line managers will be using your product or service, or they will be in charge of its use. They want to talk about:

  • Features and benefits
  • Size, shape, color and weight
  • How you compare to the competition
  • Quality
  • Service and support
  • Delivery
  • Ease of use

The Second Level of Language - Russian:

This level is where conversations always revolve around money. That's all this level cares about. Features and benefits? That 44-slide PowerPoint presentation? The brochure, the demo, free sample, free trial? Not at this level. At this level it is all about making money.


The Third Level of Language - Greek:

Third level people are at the top of the organizational chart. These senior managers ensure the business's stability and growth. They care about market size and market share, that is it. If they are in a growing market and continue to increase market share, they will be seen as visionaries.


Speak the right language to the right person. When meeting with multiple people, always speak the most important person's language, they are the most important person for a reason.


How do you acquire the ability to speak with Russians and Greeks?


1.      Hang out with Russians - just listen, don't try to be part of the conversation.


2.      Call only Russians during PowerHour.


3.      Read what Russians read - The Wall Street Journal and The Economist.


4.      Informational Interviews - Ask some Russians you know - current customers - Ask them Russian and Greek questions and just listen.


5.      Invite Russians to meet other Russians - Hold a luncheon or go to a conference where Russians will be in attendance.


6.      Leverage a partner's Russians - Go on joint sales calls with your partners.


FYI, Spaninsh, Russian and Greek are METAPHORS!  Pls do not take it to heart!  thx - skip

In This Issue
The Management School Series
M3 Learning Links
Join our mailing list, logon to:
ProActive Sales Tools

Sales success starts with ProActive Selling , the runaway best-selling book by Skip Miller. ProActive Selling will help you:

  Call high & stay high

  Double the number of prospect calls returned

  Position yourself confidently with senior executives

  Set performance targets for every sales call

  Eliminate the maybes in your sales funnel

  Handle customers who won't commit

  And much, much more!

ProActive Selling: Control the Process - Win the Sale by William Miller, AMACOM

A great hands-on book on learning how to take charge of the sale, ProActive Selling teaches salespeople to add value for customers by leading them through the buying process and educating them about the value the product or service may bring. Among the lessons for salespeople: how to initiate interest, how to educate consumers and move beyond PowerPoint presentations followed by question-and-answer sessions, and what questions to ask in the final, qualifying stages of the sale. Salespeople benefit when the focus is on how people buy-not on how they themselves sell. This book offers high-level strategies in a step-by-step format.

For more information go to Skip Miller Books.
The Management School Series 2008
Management School April 7-8, 2008
Beginning Management Techniques including:
  • Turn A players into A+ players
  • How to tackle the BIG issues
  • Compensation questions and answers
  • What does the market place hold for the future
  • New Management Tools for the Toolbox


Management School September 8-9, 2008
Advanced Management Techniques including:
  • ProActive Sales Management Best Practices
  • Forecasting
  • Coaching
  • Motivation
  • Leadership
  • Self-Correction Process
  • Future-Vision
  • Metrics
  • Case studies

The management series will be held in the San Jose area. Don't delay and register today.

Contact Peggy Bilbruck at 714-812-0913 or email at pbilbruck@m3learning.com.
Limited space available.
To register, go to Public Seminars


The Advanced Sales School

This highly interactive seminar, designed for individuals, is the best sales and communication school on the planet. Top salespeople from a wide range of company types, sizes and industries come together for three days of intensive training on high-level sales skills.

The Advanced Sales School includes key topics such as :

  • The Sales Cycle
  • Customer Communication Skills
  • Presentation Skills
  • Personal Growth
Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. Attendees are challenged with an intense high ropes course focusing on team building and Tai Chi class that helps connect the mind body and spirit. Overcome prospecting and calling high fears.  Join other sales people in working the tools in a fast paced enviroment.

Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

Don't hesitate, sign up for the Advanced Sales School today!


March 10-12, 2008

June 9-11, 2008

August 18-20, 2008

November 3-5, 2008


Limited space available.

To register, go to The Advanced Sales School or contact Peggy Bilbruck at 714-812-0913 or pbilbruck@m3learning.com

M3 Learning Wins Top Honors
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Each year since 2004, Training Industry, Inc. has assessed the leading companies in the Training Industry to determine those best suited for world-class training engagements. They contacted over 225 companies to assess their expertise, experience, and capabilities.  The evaluation criteria included:


         Experience in Sales Training

         Geographic Reach for Training Delivery

         Revenue Generated from Sales Training

         Analytics and Evaluation Criteria Applied to Sales Training

         Talent of Corporate Management & Staff

         Impact on Sales Training Practices & Programs

         Strength of Clients

         Strategic Alignment of Sales Training

         Breadth of Services

         Industry Recognition as Sales Training Leader

         Potential for Growth in Sales Training

         Commitment to Sales Training

         Success in Implementing Sales Training 


We want to thnk all our customers.  Without you, this could not be possible.  Use the tools!

Don't waste time setting another New Year's Resolution. Start now and make a difference in 2008. Q1 is almost done.  Whatvare you going to do right now to get a jump on Q2?  That's where your head should be right now. Make solid decisions and put the tools to use... and get results.
Best Regards,
Skip Miller
M3 Learning
Save 15%
Don't miss the first Advanced Sales School of 2008. As a subscriber to the M3 Newsletter, use the promo code TASS0108 and receive 15% off registration. The coupon can be applied to any employee of your company. C
all Peggy Bilbruck at 714-812-0913 or 866-Goals-M3 or e-mail at pbilbruck@m3learning.com. Don't Delay, Register Today!
Offer Expires: February 15, 2008