Salespeople are missing one critical skill...project management.
Urgency is the province of selling, it's action. You can never close interest. The urgency based selling system was designed to create a sense of urgency to close the sale.
…What I got from Andy Gole was a new level of accountability for the way our sales department operates. My people understand that accountability. We hire differently. We operate differently and there's a high level of enthusiasm to continue to grow our business.
There are many important books that have been written about the secrets of selling but they pale in comparison to the single most important book...the book of your business...What you do, the compelling reason why someone should be in a conversation with you and the proof...why should they believe anything you say.
...You have an unbalanced sales presentation. The salespeople are doing a good job of selling themselves, and they're doing a decent job of selling the offer, but they're not doing an economic justification, but they're not doing a great job of selling the company.
What Andy helped us do was to take the things that we were already known for, that we already had in place, and formalize them, and put them into a system that can be followed...
You're frustrated. You're wondering, where are all the great salespeople? You remember in the earlier days of the business, the entrepreneurial phase. You didn't have product services, you didn't have customers, you didn't have reputation but you built the business...
...you're expecting the same thing of your current sales team but they're not entrepreneurs. Here's the good news, they're mostly hybrid entrepreneurs and they can be developed to get entrepreneurial outcomes and continue to build your business.
…whether you sell widgets, or whether you sell service, or whether you're selling intellectual property, the system seems to apply.
...There are 3 proofs and the proving kit and the proving materials that have been put together are to help support the idea this is the right company...
Over the last three years we're up 50% year over year in sales...
…if you're not developing new business, you're suffocating. You might be shriveling.
Your sales heroes are in harms' way everyday. When you publish your selling book, you provide them with the essential body armor to protect them in all the battles that lie ahead.
Andy Gole Seminars
The Crisis in Sales Leadership
Do or Die vs. Best Efforts
Rocky, Freud, Darwin & Selling
Crisis in Creating New Sales Relationships Heroic Selling
Do you want me to sell or fill out paperwork? The Leads Are Terrible
How Buyers Buy & What To Do About It