Potential Sales & Consulting Group
Volume 1, Issue 3
November 2016
How Can You Motivate Your Client to Say Yes?
Inside this issue: Ask the “Sales” Neurosurgeons
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About Potential Sales & Consulting Group
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Do You Know Your Rhythm?
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Now Hiring
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Potential Sales & Consulting Group Values
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Motivation Speaker, Victor Arocho
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How can you motivate a client to say yes and buy your products or services? Do you speculate about why clients buy products or services from your competitors? A sales technique is the answer to both questions. To be successful in sales requires you to be trained in using basic sales techniques. No salesperson is born with sales techniques; someone may have natural skills, but sales technique is accomplished through continuous learning and years of experience. Learning the right skills and techniques, coupled with sufficient practice, will help you sell anything. Remember, skills can be learned and talent can be nurtured. Developing and improving your sales techniques will definitely make your business climb the ladder of success among your competitors. Further-
more, effective sales techniques will motivate, encourage, elevate selfconfidence, and bring a positive attitude to the sales personnel.
also include the art of listening. Keep in mind that the client does not like being sold to, even though he or she is the one making the decision to buy.
There are several basic sales techniques which are available, and some of them have been around for a long time, but many sales professionals seem to have missed the basics. One of the fundamental sales techniques is knowing that people buy what they want, not what they need. Concentrate on emotional triggers instead of the features of the product you are selling, because the decision to buy a product is prompted by the desires and emotions. It is important to build a good relationship with clients because customers buy products or services from people they like and trust. Sales techniques
It is understood that successful sales techniques are more about focusing on the client than focusing
on the salesperson. Therefore, you must solve the client’s problem. Sometimes your clients do not know what to ask. Do not solve what they ask, but instead solve what they need. Studying customer psychology and behavioral change can be the most effective sales technique one can learn. This technique will help to improve your sales and will enable your business to generate enormous profits.
Ask the “Sales” Neurosurgeons Q: Can you offer your perspective on hiring a Sales Gun Consultant?
A: Yes, In the following scenario is where it works for our clients:
“You must understand that accountability is a good word and, in most cases, the sales team has not been held accountable. People
don’t like change to begin with, much less change that now holds them accountable.”
The consultant has direct access to the CEO and only reports to him with a dotted line to any other executive. The company has come to the realization that they have sales problems, and they want them fixed. This does not mean the company is not profitable; to the contrary, the company is profitable but realizes they are not reaching their potential from a sales perspective and have been leaving too much money on the table. You must understand that accountability is a good word and, in most cases, the sales team has not been held accountable. People don't like change to begin with, much less change that now holds them accountable. Are you, the CEO, willing to accept the collateral damage in the beginning that comes with holding sales people accountable? This may mean losing a longtime employee who has not been holding up his or her end of the sales goals. The top responsibilities in managing salespeople are:
Accountability to the activities and targets
Growing the team
Motivating
Coaching
Recruiting “A” grade salespeople
Sales growth requires constant focus and cannot be done parttime.
Here is where it has not worked for our clients: When CEOs are not engaged with the consultant. Other times, the executive does not want to rock the boat but still wants change. Status quo and hyper-growth do not mix. Many times, CEO’s want to be patient with their team but want high return from the consulting company. Another situation that, in our experience, does not work is when the executive team wants to tell the consulting team what needs to be done, or what does not need to be done. If this is the case, do not hire the consultant. Just do it yourself. The real problem with going about it this way is that the executive team cannot execute or implement the change necessary to achieve the desired results. This can be due to issues involving time, other responsibilities and/or expertise.
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
Bottom line: The best consultants help uncover your real sales problems by asking the tough questions. They provide you with the protocol, prescription, or plan to fix them. The great consultants make sure it is implemented and executed. If you do not like their plan, you have the following choices:
Get another opinion (like you would with a doctor)
Focus and do it yourself (Good luck. How has that worked out for you?)
Do nothing and enjoy your current success.
What would you do if you had a major health or legal problem? You would go with the best—the one you feel can deliver the best results.
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Potential Sales & Consulting Group (PSCG) is an established sales
Organization
development firm whose goal is to provide value for its clients and 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 Email: Newsletter@potentialsalesgroup.com
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.
“Accelerating people and companies to reach their full potential”
W E ’ RE O N T HE W EB P OT EN T IA L SA LE SG ROU P . COM
Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
Do You Know Your Rhythm? By Victor Arocho Ray Allen, a future NBA Hall of Famer, in an interview was asked about helping LeBron James with his foul shooting. Ray stated something like this “You just got to stay in rhythm, keep using the same rhythm. Sometimes you miss, but if you change up your shot and you miss, then you’ll just be guessing what you are doing. Stay in the same rhythm so you know what is working and what is not working.” The same formula works in sales, whether you are practicing your 30 second elevator pitch, your intro at a networking event, your sales processes and several other functions of sales. If you change the presentation every time
you will never know what is working or not. The word rhythm is defined as movement or procedure with uniform patterned recurrence of a beat, accent or the like. Find your rhythm in sales, then stick to it, practice it and own it. Sometimes you may have to make adjustments, but be patient. Example of a Rhythm that works for me: Monday starts at 6:00a.m.
Water - Social media, share valuable information Coffee
Breakfast
The 3 S’s one being Sxxx, shower, shave Leave to office
Hunt-Prospect
Grow Client’s sales
Grow Client’s sales
Grow Client’s sales
Marketing
Social media, share valuable information in groups Family time
This is just Monday. Within my rhythm there is consistency in my approach, presentations and strategies. I have a rhythm for everyday of the week. The only thing that may break the rhythm is Big Wins. Then I go into the celebration rhythm. And, I recommend all of you to find your celebration rhythm. Mine is popping open Champagne!
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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.
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