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urgency based selling

  • Hybrid Entrepreneurs | Andy Gole

    Good News…most of your sales team are Hybrid Entrepreneurs!

    Andy Gole

    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 because you had these three entrepreneurial qualities. 

    First, the do or die ethos. 

    Second, the ability to work in and manage an uncertain environment. 

    Third, the ability to challenge the prospect's thinking. 

    With these entrepreneurial qualities, you built the business but now you're frustrated.

    Maybe because you're thinking and expecting your current sales force to have these qualities but you're past the entrepreneurial phase. You don't have entrepreneurs. 

    The good news is, most of your sales team are hybrid entrepreneurs. They have most of these qualities and with your help, by developing your people, you can now get entrepreneurial business building outcomes.

     

    Andy Gole Seminars

    Sales Leadership

    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

     

    Andy Gole
    UrgencyBasedSelling.net
    201-415-3447

     

  • Leafguard Selects Urgency Based Selling Program

    Rob Lowe, CEO of englert leafguard 

    After several failed attempts with our internal executive team developing a sales program, we really had to find a outside source that could do what we need to do.

    We selected Andy Gole because of his preparation for the meeting was outstanding, and because his principles of the selling process really aligned with our principles for going to market.

    In the first phase, in order to understand our customer base, Andy rode with our salespeople, understood our customer, delivered to us a customized sales call, messaging and testimonials.

    So, when we got all this together, we brought the sales team together for a, and that was 40 people, for a 2-day seminar with not only the salespeople, but also the executives.

    After the 2-day seminar, we started the change process. This included a sales seminar, followed by a homework assignment, and then followed by a one-to-one individualized program for each of the sales reps.

    We needed to work with a very seasoned salesforce to work with them to create a more balanced sales program

    Here are some of the things we focused on:

    • Understanding the why and why now of a customer’s buying decision.
    • Teaching the team to defend the price in a very competitive market.
    • That resulted in a huge change in selling behavior.
    • The sales team has presented a much more professional sales presentation, and profitable sales are up substantially.
    • After we went through that process, not everybody worked out, and we had to make some changes.
    • And one of the things we did was we brought Andy back in to continue the program and reinforce the principles that he was teaching.
    • Andy not only believes in the ‘Do-or-die’ methodology, he lives it and he practices it every day.
    • If you are looking for a substantial change in your selling program, you need to give Andy a call.

     

    Andy Gole Seminars

    Sales Leadership

    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

     

     

    Andy Gole

    Sales Development and Selling Consultant

    UrgencyBasedSelling.net

    201-415-3447

     

  • Reversal Curve | Andy Gole

    Many executives see selling as linear.

    Andy Gole 

    You have your first call, your second, your third, your fourth, you close. 

    It's linear. 

    Very often this conceals what's going on below the surface. You have that first call, the prospect swears eternal fealty to you and then it seems you move down into this trough. You can't get them back on the phone. What's going on? At least two things. They're happy with the incumbent and they've got a million things to do.

    They like talking to you but as soon as you left the room, they had a stack of priorities they had to deal with. 

    Very often, the real story in selling is how do you get back up to that second sales call from that trough? 

    What are the tactics?

    What do you do to get up there and it seems linear but then you go through reversal, after reversal on the way to the close.

    That's what we call the reversal curve.

     

    Andy Gole Seminars

    Sales Leadership

    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

     

    Andy Gole
    Sales Development and Selling Consultant
    UrgencyBasedSelling.net
    2
    01-415-3447

     

  • Salespeople Are Heroes | Andy Gole

    Feeding a lifetime of successful business development

    Andy Gole

    The proper mindset and self image is critical to effective business development. 

    All too often, there's a negative mindset out there in the marketplace about sales people that undermines business development. Buyers, all too often, associate sales people with Willy Loman, that slimy loser in Death of a Salesman. What's even worse is so many salespeople have internalized that self image, see themselves in that light and therefore won't do the behaviors that are needed to be successful and that's so unnecessary because in reality, salespeople are heroes.

    There's no better example of heroes in myths than Star Wars. 

    George Lucas has written how he was inspired in creating Star Wars by Joseph Campbell's Hero with a Thousand Faces. Campbell studied hero myths in hundreds of cultures over thousands of years to define the legend of the hero, the myth of the hero and he identified the critical point when somebody becomes a hero. It's not when he or she is facing the dragon and brandishing the steel sword. It's when the champion sets forth and leaves the village, leaves certainty, faces the unknown. 

    Salespeople do this every day and that's why they're heroes and when they realize they're heroes, this will feed their psyche for a whole lifetime of successful business development.

     

    Andy Gole Seminars

    Sales Leadership

    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

     

    Andy Gole
    UrgencyBasedSelling.net
    201-415-3447

     

  • The Urgency Based Selling System | Andy Gole

    Salespeople are missing one critical skill...project management.

     

    Andy Gole:  

    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.

    Jim Polley:

    …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.

    Andy Gole:

    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.

    Greg Somjen:

    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...

    Andy Gole:

    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.

    Marc Parette:

    …whether you sell widgets, or whether you sell service, or whether you're selling intellectual property, the system seems to apply.

    Andy Gole:

    ...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...

    Marc Parette:

    Over the last three years we're up 50% year over year in sales...

    Andy Gole:

    …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

    Sales Leadership

    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

     

    Andy Gole

    UrgencyBasedSelling.net

    201-415-3447

     

  • Theory of the Glasses | Andy Gole

    Applying the Theory of the Glasses to Increase Sales

    On every decision maker's desk there's a series of invisible glasses. 

    Each glass stands for a different decision making criteria. The value of the provider's offer, the provider's reputation, whether or not the provider will watch my back. 

    It's our job as salespeople to learn these criteria in the fact finding. In the proving stage, we fill the glasses. We show them that we have value to our offer, that we have a good reputation, that we'll watch their back. 

    That's the way we establish that there's a fit. 

     

    Andy Gole Seminars

    Sales Leadership

    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

     

    Andy Gole
    Sales Development and Selling Consultant
    UrgencyBasedSelling.net
    2
    01-415-3447

  • Urgency Based Selling

     

    Create Urgency / Avoid Interest

    Imagine you are facing a sales crisis – to survive, you must find a way to penetrate a mature, or even declining, market by overcoming an entrenched incumbent supplier of a very competitive product. What would you do? Andy Gole faced this exact crisis in the 1980’s.

    To survive, he developed the core ideas of the Urgency Based Selling® system. He needed to act on a “do or die” basis and create a sense of urgency in the prospect – a compelling reason to act now. Which he did successfully. Since 1995, Andy has offered his winning formula to multitude of companies in a variety of industries. The results? Consistent success to those that embrace the core principles.

    Do you feel stuck because your sales force doesn't create a sense of urgency with your prospects?

    Do you feel that prospects would be better off aligning with your business but they just don’t know how to say “YES!”

    Interest is great but without Urgency the results will continue to be inadequate closing ratios and longer selling cycles.

  • Urgency Based Selling with Andy Gole

    The single most important book you'll publish is the Book of Your Business

    Andy Gole

    Selling is conversations and there are two kinds of conversations, safe and serious.......

    In a safe conversation you're never going to get a stick of business. The prospect is in that conversation for a different reason than you are...

    The biggest reason salespeople fail is the inability to transcend the gulf between social and business values....social values teach us that best efforts are okay...

    ...if you use your best efforts, you will fail a hundred percent of the time.

    …The owner of a business cannot work on a best efforts basis. It's do or die. The sales team also has to be on a do-or-die basis.

    Salespeople are missing one critical skill...project management.

    Jim Polley 

    …We hire differently. We operate differently and there's a high level of enthusiasm to continue to grow our business.

    Andy Gole

    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.

    Marc Parette

    Over the last three years we're up 50% year over year in sales...

    Andy Gole

    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. 

     

     

  • Use your best selling efforts & FAIL 100% of the time!

    If you use your best efforts, you will fail 100% of the time!

    Andy Gole

    About a week ago, you got out of a sales call and it was the best sales call you ever had in your life. The chemistry, the bonding was so fantastic. You didn't walk out, you floated out... 

    .... and then you couldn't get them back on the phone and you wondered what the heck happened?... 

    Selling is conversations and there are two kinds of conversations, safe and serious...

    
.... In a safe conversation you're never going to get a stick of business. The prospect is in that conversation 

    for a different reason than you are...

    
...In a serious conversation by contrast, the prospect has a compelling need and they're willing to discuss it with you 

    but serious doesn't mean you're closed, serious just means you open. 

    The biggest reason salespeople fail is the inability to transcend the gulf between social and business values....social values teach us that best efforts are okay...

    ...if you use your best efforts, you will fail a hundred percent of the time.

    ...The owner of a company calls all the employees together on a Friday afternoon and says, "The salesforce gave it their very best efforts but they didn't bring in enough business. We're not getting paid this week or for the next month but if we all put our shoulders to the grindstone, I think I'll be able to pay you in a month or so." We know that's a non starter...The owner of a business cannot work on a best efforts basis. It's do or die. The sales team also has to be on a do-or-die basis. 

     

    Andy Gole Seminars:   http://www.bombadilllc.com/

    Sales Leadership

    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