Does this sound familiar: you have an experienced sales manager and a solid sales team, plus a good marketing plan and a well established market share, but somehow this is all leading to flat or, worse still, declining lead generation and sales.
How can this be? What’s missing? It could simply be a lack of alignment or, put in simple terms, your sales management program and marketing plan are going in opposite directions, leading to confusion in the marketplace and missed sales opportunities. Here is what we often discover:
True story. One of our clients had a sales rep with poor sales techniques. In fact, he was getting blanked while other sales reps were racking up big numbers. The client asked Wolfgang Franke, President & Creative Director of Words at Work, to put on his sales training hat and provide an hour of one-on-one sales training. The very next day the sales rep scored a major sale. Another sales representative was stumped on how to make a sale with Asian couples who don’t (or won’t) speak English. Wolfgang offered a simple sales technique and the rep made a sale to an Asian couple the very next week.
Finally, a few words in support of all hard working sales reps. It is unfair – and unreasonable – to expect results when you don’t provide the support the sales representative needs to be successful selling your product or service. Too many companies give sales reps little or no training and then complain bitterly when the numbers don’t come in.
|Your trainer: Wolfgang Franke brings more than 25 years of marketing and sales experience to his work. Expect your session to be informative, interesting and more than a little fun.|
Giving your reps a handful of sales materials and a big, fat, glossy brochure is not sales support. It’s actually mostly a waste of money and tends to make the sales rep lazy because they rely on the printed materials to do all the selling. (Hint: Put your sales materials on your web site. It’s easier, faster and interactive). What your sales reps do need is effective sales training – and that’s where we can help.
We can also help individuals, such as real estate agents, sole proprietors and contractors. For example, the biggest problem for contractors is something we call “contractor fatigue”. We tell you what it is and how to win sales by being the instant cure for contractor fatigue.
In addition to offering rates for individuals and groups (contact us to request a quote), we are now offering The Quick Hit – an intense, 90-minute training session for individuals. Also includes a telephone interview prior to the sales training to identify needs and challenges – and another telephone consultation after you have had a chance to put your training to the test.
Contact us by phone (905-940-6610) or online to learn more or schedule a custom sales training program for your team or individual sales reps.