How It Works

I can help you increase your sales. That’s my promise. Here’s how we will do it.

When you call, the first thing I will do is listen. What are your biggest challenges right now? What are you trying to accomplish? What has been holding you back? Where do you think the new opportunities lie, and what have you done so far to pursue them? Who has been involved in the effort, and how have they done so far?

The answers to these questions will lead us to some conclusions. We will start to explore possible solutions. Where we go from there is up to the two of us; we’ll figure it out together.

My goal with every assignment is to successfully satisfy the immediate requirement, then “work myself out of a job,” by working together to create a repeatable, scalable success system that will continue to help you increase your revenues.

Here are some of the things I have done for other CEOs and entrepreneurs:

  • Closing/Conversion Coaching – or, as we call it, “closingologist” services Could your salespeople be closing more sales? I provide individual closing coaching. I interview the salespeople who need to improve their closing rate, then listen to their recorded calls, usually about 7 – 10 representative calls. I can identify:
    • What your salespeople are doing right – and when they are actually preventing the sale from moving to completion.
    • The behaviors or habits that cause the customers to take their business elsewhere
    • The way customer questions should be answered and how the salesperson is answering them
    • What customers want from the call and how salespeople are providing it – or not
    • More efficient ways of answering customer questions
    • The precise moment when the customer “disengaged” from the conversation

    I listen to these calls with the salesperson and we agree on the behaviors that are hindering rather than helping the sale. Using the techniques and tools I have developed over 39 years of selling, and as a sales consultant – a “closingologist,” we come up with two or three things that the salesperson can do that will lead to a significant improvement in their closing rate. I then follow up with the salesperson over time, until we are sure that the new behaviors are firmly in place. I can provide this service for telephone, email, and in-person calls. As one of the leading experts on the customer’s buying process, and how you can “make it easy for the customer to buy,” I can change a salesperson’s approach so it is more in sync with how your customers want to buy.

  • Customer, prospect, competitive, and market research. In-depth telephone interviews reveal the perceptions and needs that are driving your customers’ buying decisions. We can determine: the trends in your market; the needs that remain unmet (market opportunities); the mistakes your salespeople have made while selling; the messages that would actually compel your customers to buy; the problems customers have had while trying to navigate your website and buy from you; the key changes you would make that would change your customers’ perceptions of your company for the better; what your customers think of competitors, and more. Results are thoroughly analyzed, categorized, and summarized, creating a document that managers can use to make market-positive decisions.
  • Marketing strategy and campaigns. Product and company positioning and branding, messaging (websites, search engine marketing and optimization, email, blogs, e-commerce, PR, online and offline advertising, direct mail, point of purchase, white papers, etc.), pricing, media mix decisions, marketing strategy and planning, budget allocation, marketing accountability.
  • Marketing and Selling Systems: Evaluation of current systems and best-case requirements, including technology, processes, and personnel. System improvement plan and project management, including analysis of possible technical solutions, recommendations, architecture, vendor selection and management, training of personnel, system implementation.
  • Sales: Sales training, sales support systems, successful selling methods—for all types of selling situations. I often come up with techniques that will work in specific situations, such as those where you need to convince several decision-makers during the course of a sale. I am especially adept at helping build a sales support structure that will make it easy for your customers to buy—and easy for your salespeople to sell.
  • Management: Recruiting and screening, employee motivation and management, processes and support systems, company infrastructure design. I have helped find, screen, and train new employees, and helped current employees work more effectively. I can train individual employees or conduct workshops.

For more information, please feel free to read detailed service descriptions