Potential Sales & Consulting Group
Volume 17, Issue 1
January 2017
Executive Sales Leadership Workshop II
We Fix Sales Problems: Should your sales be growing at a faster pace? Is your current Sales culture causing you to miss business (ROI)? Can your salespeople demonstrate value and sell at higher prices? How do you plan to KEEP the new sales person motivated after the honeymoon is over?
Inside this issue:
Potential Sales & Consulting Group announces the Second in Series of Sales Leadership Workshops for Executives and business owners. 'Handling Objections and Creating Surgical Strike Questions'. When: Thursday, January 25, 2017 8:00 a.m. - 10:00 a.m. (B2B Networking 30 minutes prior to the session.) The action packed event conducted by serial entrepreneur, Victor Arocho, will be conducted as a workshop allowing an interactive 'handson' approach to give you practical take-away tips that
Ask the “Sales” Neurosurgeons
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How Much Are Your Sales Team’s Mistakes Costing Your Business?
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About Potential Sales & Consulting Group
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Looking for Sales Development Solutions to Enhance Your Sales?
3
Now Hiring
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Potential Sales & Consulting Group Values
can be applied to your business immediately.
Click Here to register for the workshop.
You will also learn:
How to resonate your sales team as an expert within 60 seconds.
Teach your team not to show up and throw up
How to handle objections
Definition of surgical
Where:
strike questions that define the right fit for your company to do business with other companies and grow sales exponentially and more!
Gallery of Amazing Things 481 South Federal Highway Dania Beach, FL Call 954.6334.2886 for further information.
Are You Hiring Sales Super Stars? Here are some interesting statistics and questions to ask yourself about hiring: 90% of all hiring decisions are made from the interview Do you make good sales hiring decisions from your interviews
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Do you have a turnover rate of less than 20%
For those that have less than Do you have a systematic 20%, we have bad news…you sales hiring routine that should fire weeds out sales imyour worst posters? If not, you Click salesperson are in luck. Our sysHere every year! tem solves that probThis is a lem too. standard pracClick on the photo to tice in many begin watching a vidbusinesses. eo in a series of Hiring Sales Super Stars. That one RIGHT new sales person will raise the bar for the rest of the team.
Ask the “Sales” Neurosurgeons Q: Many clients I contact want to know the cost before they even know about what my company can do for them. Is there a way to turn this around to present value first? A: It’s typical for clients to ask, “What’s the price? How much will it cost? Can you give me a price range?” There is no getting around these questions as clients are all interested in knowing the price of the product or service. Where most salespeople go wrong is telling the prospect the price before offering them value. Once you tell the price, you essentially give away your
“You’ve heard the saying: What gets measured . . . gets done.”
sales power. Then, the client views your product or service as a commodity rather than a solution. Try taking ownership of the sales conversation. Establish value first. Next, gather pertinent information about the client, and turn their cost mentality into an investment mindset. Be firm and tell the client you need more understanding of their challenges before quoting a price. Start asking questions. Get the client more emotionally engaged. Turn that energy into a hot lead. Quoting a price first can backfire. So, don’t do it!
The “Sales” Neurosurgeons column is a Sales advice column in the format of anonymous questions and answers submitted by readers with
an issue in the form of a question. The expert advice of the “Sales” Neurosurgeons provides a response. Submit your questions to: Newsletter@potentioalsalesgroup.com
How Much Are Your Sales Team’s Mistakes Costing Your Business? The truth is that there are mistakes occurring in your business frequently. People make mistakes and those mistakes cost your organization money. Have you ever wondered how much money and which mistakes cost the most? One mistake often overlooked is the cost of a bad sales hire that can cost the company almost five times the sale’s personnel salary, not counting customer goodwill. In order to maximize business performance, it is recommended to identify four to six key processes that drive the business. Pay close attention to those that can make your organization different in the marketplace.
If you have these processes in place, how closely are you measuring them? Do you have a single point of accountability assigned to each process? Are you able to clearly determine the leading indicators needed for each process to determine if it is functioning at optimal levels? How frequently are the key indicators reviewed? In order to improve your organization’s success, ask yourself these key questions:
What are the targets for efficiency and effectiveness for each key process?
Does the sales team responsible for the results know the targets they are aiming for?
Are the sales teams held accountable?
In most instances, there is a lot of confusion and missing clarity around the questions mentioned. By truthfully answering the questions posed, an organization can improve customer loyalty, sales growth, and profitability. You’ve heard the saying: “What gets measured…gets done.” Click here to use Potential Sales & Consulting Group’s Hiring Mistake Calculator. Contact us if you have questions or need assistance. Phone: 877-608-9900
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Potential Sales & Consulting Group (PSCG) is an established sales
development firm whose goal is to provide value for its clients and
Organization
change the way the world views the Sales profession. Privately held and headquartered in Pembroke Pines, Florida, the team works Potential Sales & Consulting Group Corporate Headquarters 18501 Pines Blvd, Ste. 365 Pembroke Pines, FL 33027
with clients globally supplying an array of sales solutions to help clients fix sales problems, thereby, increasing sales. Founded in 2012, PSCG has grown to incorporate a team possessing more than 60+ years of collective sales and marketing experience. PSCG specializes in exponentially growing sales by bringing accountability to the sales process and craft-
Phone: 877-608-9900
ing a sales culture of success. With Potential Sales & Consulting Group’s passion and strategic style of sales, the team has assisted multiple companies ranging in size from $4m to $2b grow their business on an average of 25% or more per year. Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
“Accelerating people and companies to reach their full potential”
WE’RE ON THE W EB P OTENTIALSALESGROUP . COM
Looking For Sales Development Solutions to Enhance Your Sales Process? By bringing accountability to the sales process, Potential Sales and Consulting Group helps provide assurance that your sales team is bringing consistent, measurable value to your clients. Striving to enhance the entire process, we specialize in providing, among other services:
Executive-level sales strategies for growing sales and expansion into new territories
The execution and implementation of these strategies
Hiring and development of sales teams
The complex task in sales de-
velopment of maximizing a sales team’s potential involves a multitude of questions. Do you drive your sales culture, or do you just let it take on a life of its own? Are you utilizing the latest techniques and technology to train your sales force? Do you use business maps for mapping and routing and looking at strategies? Does your customer service team feel that they are in the business of sales, or just in the business of answering questions? And above and beyond all of this—does your company have the passion that is an essential component of any lasting, successful business? Answering these questions—
and meeting your sales targets on a consistent basis—means devising and implementing a sales plan. We audit your sales process. By examining these and other facets of your sales process, Potential Sales and Consulting Group is able to work with you and your business to bring your sales team to the next level. Your business’s longevity depends on the strength of its sales force. Your sales team may need a tune-up, or perhaps it needs an overhaul—either way, we are here and ready to help with your sales development.
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Contact Sales Neurosurgeon, Victor Arocho, to Speak at Your Company or Event 877.608.9900
Please visit our website at: PotentialSalesGroup.com for available Sales positions. If you are an employer and would like to post a sales position, email us at:
Newsletter@PotentialSalesGroup.com or call us, and we will add your job posting to our website at no charge.
Potential Sales & Consulting Group Values Learn and Grow – Always advancing your mind, advancing yourself, and others. Have Fun – Love what you do. Make someone laugh! Family – Family comes first. What happens inside the business family, stays inside the business family. Chivalry – Having manners, etiquette, be a gentleman. Be a lady. Balance – Do the things that you need to get done. Whether it is for the business or making time for the family, spouse, significant other, kids, yourself, etc., it’s about results, not time.
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