SALES PHILOSOPHY

With more than two decades in sales and sales team management, I have expertise, experience and education that inspires confidence. My sales philosophy is based on the idea that every client that you encounter is different in needs, communication style, and their objections. A salesperson should be able to listen to the client, understand how they would be best communicated with, and be able to use a body of knowledge to connect with that client to close the sale. Training gives knowledge, knowledge inspires confidence, and confidence gives a sales person the advantage in the sales process. No matter what you're selling, this holds true! I love teaching sales teams how to use that philosophy to grow their sales and be more efficient at getting their clients into the right product or service with the least effort. I am available for contracts, coaching or full sales team management. 

Some Well-Known Sales Techniques

• SPIN Selling - Situational Questions to understand, Problem Questions to discover issues, Implication Questions to highlight urgency, and Need Questions to confirm the need. 
• SNAP Selling - with Accessibility, Desires to change, and Resource selection. 
• FAB Selling - Feature, Advantage, and Benefit. An oldie, but always effective. 
• Challenger Sales - Of all salespeople, challenger-types are by far the most successful. Salespeople can adopt this model by using a three-part sales model: teach, tailor, and take control. 
• Sandler Sales Technique - Convince them that they're convincing you to sell it. 
• Consultative Sales - Long-term relationship-building. Build relationships to curate life-long customers. ​
• CCE Shift Sales - Closers, Consultants, Experts - Code shifting for success. 
  

If you've been in the industry as long as I have, I'm sure you've all heard all the acronyms over the years, ABC, FAB, FUD, LAIR, blah blah, blah. I've worked in systems that employ all, some, or none of these techniques. It's understanding all of them at a deep level that allows a sales team to succeed. One size does not fit every client, but knowing all of the techniques makes me a better team leader, as I can code-switch between techniques depending on situations and clients' needs. It used to be true that the highest profile buyers couldn't be marketed to in traditional ways - they don't look for coupons, they're not interested in watching TV with commercials. Well, hey, that's still true. What's interesting is that all buyers, even lower demographic-level buyers, are able to avoid our traditional marketing tricks. You have to innovate to be able to reach them, and innovation is something I can help with. Below are a few types of sales I've had experience with, and I can use that knowledge to help to lead your sales teams to success. 

• Social Media Marketing
• Person-to-Person sales
• B2B sales
• Online and Email Sales
• Phone and Chat Sales

• Sales technique Training
• Lead Followup Techniques
• SME Knowledgeable Sales Team
• Hiring & Training High-Performing Sales Teams 

• Personal Connection Sales
• Online Marketing - from CPC to PPC to CPL and CTR - I can help with your online presence for sales.