VideoproFile.net | smart video network

sales

  • How Salespeople Are Facing The Unknown

    Salespeople are heroes, facing the unknown.

    Andy Gole:

    …George Lucas has written how he was inspired in creating Star Wars by Joseph Campbell's Hero with a Thousand Faces…

    When does the champion become a hero? Is it when he or she is facing the dragon and brandishing their sword? It's when they leave the village and face the unknown...

    Ashley Fedor: …watching how he speaks, watching how he approaches things is just a reminder that I have that capability um and I need to constantly push myself outside the box.

    Andy Gole: All my life I've had an interest in philosophy. One day, I discovered Aristotle's Nicomachean Ethics. A flourishing society consists of flourishing individuals which means we discover, develop and achieve our potentials including intellectual, emotional, physical.

    ...you had this cast-iron jaw. Then the worst thing happened that could happen to a fighter. You got civilized...

    ... salespeople, they build a book of business. They become successful, and they become comfortable, and they stop doing the behaviors that built the business because they're civilized and they're above it.

    ..You've developed the systems and procedures to have many flourishing departments in your business including manufacturing, service, finance but there might be one department, maybe the most important department which is not flourishing...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

  • How smart business video works to present yourself

    Video proFile®  | Smart Business Video to Present Yourself.

     

    How does it work?

    Start with the business card to match branding...colors, fonts, logo, etc. Add other logos and images from a thumbdrive...

    During the session, a coach uses a survey to include keywords from answers to important questions like what separates you from the competition...

    After the session, the best clips are selected and posted for the video wizards.

    Images enhance your message. And within 72 hours, preview online and go social, be searchable and found!

    Smart business professional video to present yourself.

    Video proFile® 

     

    Motion Media Solutions
    877-318-4336

    engaging:VIDEO blog

    A Motion Media Solutions and Ross R. Mason Video Production Company Service. 

  • 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

     

  • Making the Less Risky Sale | Andy Gole

    How do we reduce the buyer’s perceived risk?

    Andy Gole

    Competition is brutal. It’s tough to close a new account. Even so, there’s some opportunities that you see as a slam dunk, but when you lose that deal, it may just be that the prospect saw you as too risky.

    Why? Why does the prospect see you as too risky?

    First, most people have an aversion to risk.

    Renowned expert, Daniel Kahneman studied risk aversion for over 50 years.

    He found that we prefer the sure thing to the gamble, even when the payoff of the gamble is much higher.

    Kahneman experimented with many variations in the sure thing. And what he found was most people on average would accept as little as one-half of the payoff of the coin toss to get the sure thing., proving the old maxim, that A bird in the hand is worth 2 in the bush, and that most people have an aversion to risk.

    A major reason that most people have an aversion to risk is skepticism. At some point in their lives made a bad purchase decision. They got “took”; they felt like a chump, and they became skeptical. And they bring that skepticism into your sales call. 

    How do we reduce the buyer’s perceived risk?

    Asking powerful questions is a great way to help your prospect identify and share what they perceive as risky.

    Then you know what to include in your presentation such as guarantees, testimonials, statistics, process, or case histories.

    How they manage risk in a buying decision often reveals whether you need to escalate to the C-Suite to get a decision. 

    The best way to win the Less Risky Sale is by anticipating subtle risk factors through a mindset shift called the pre-mortem.

    We take as given that we lost the sale and answer the question “why?”.

    Philip Tetlock identified the pre-mortem as part of the art and science of prediction. 

    An open mind is key to making better predictions!

    So, anticipating why we lost the sale helps identify solutions to lower the prospect’s perceived risk.    

    Making the Less Risky Sale means recognizing the prospect’s aversion to risk and skepticism, helping them define the risk, and presenting solutions to lower the risk to buy from you.

     

    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

     

  • Nicomachean Ethics | Andy Gole

    What Aristotle teaches us about Selling

    Andy Gole

    All my life I've had an interest in philosophy. 

    One day, I discovered Aristotle's Nicomachean Ethics which discusses a flourishing society. A flourishing society consists of flourishing individuals which means we discover, develop and achieve our potentials including intellectual, emotional, physical.

    Over time, I realized that these lessons apply to business. You've probably discovered this too. You've developed the systems and procedures to have many flourishing departments in your business including manufacturing, service, finance but there might be one department, maybe the most important department which is not flourishing, where you don't have the systems you need. 

    Business development, because if you're not developing new business, you're suffocating. You might be shriveling.

     

    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

     

  • 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 Entrepreneurial Sales Manager | Andy Gole

    Methods for Transforming Your Sales

    Once there was a large company in a rapidly declining market, whose sales manager believed that sales would just or continue to decline. And they did. His successor had a different belief. He believed that sales would increase. And they did.

    Here are the 4 stages in sales management evolution:

    The first stage is Anarchy. There really isn't a system and very often the owner is blackmailed by the sales team.

    The second stage is Motivational sales management, where we treat each salesperson as a customer, to motivate them. So, this is pretty weak and also lends itself to blackmail.

    A stronger stage begins with Rigorous sales management...CRM, profitability (both identifying and acting on it) and a willingness to fire non-performing salespeople.

    Unfortunately, achieving rigorous sales management is such a milestone for most companies they never achieve the most effective stage: Entrepreneurial sales management, which transforms their hybrid entrepreneurial salespeople to embrace bold vision and bold behavior

    Rigorous sales management can identify the need for salespeople to change, but Entrepreneurial sales management actually helps transform salespeople.

    Evolving to Entrepreneurial sales management requires not only transforming the sales team, but also transforming the sales culture.

    Here are the methods for transformation:

    Powerful stories

    Case histories

    Modeling bold behavior

    Learning from the team

    Strong visual metaphors

    Hard-hitting messages

    Testimonials 

    and exercises…like the battle plan, where salespeople find their path to success with bold vision and bold behavior

    You cannot instruct a salesperson to transform. It takes Entrepreneurial sales management to coach them through the process with total organizational commitment to bring about change.

    Through transformation, salespeople deliver amped up presentations which elicit WOWs from their prospects. The next question is What do we harvest with the WOWs? We’re looking for P-I-K’s, payments-in-kind, behaviors by the prospect which shows that they’re serious and engaged in the sales process.

    Successful business development must have rigorous sales management; however, if you want to evolve your sales team, if you want to transform them, if you want to achieve exponential sales growth, then you need to become the Entrepreneurial Sales Manager.

     

    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

  • 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

     

  • 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.

  • VP of Sales... Why Urgency Based Selling Works

    Testimonial Video About Andy Gole and Urgency Based Selling

     

    Dean Egan, VicePresident, Sales at roosevelt paper co.

    We were stagnant for a little bit and our sales weren't going the way that they should be...

    When we first hired Andy, he came in, he learned a lot about our company... how the salespeople were wired, really did his homework.

    ...I was very impressed with the amount of subject matter that Andy covered in a short period of time, but more impressed with how attentive everybody in the room was.

    Andy did a great job taking them out of their comfort zone and also relating to them.....The group sessions were fantastic. Participation was excellent....he would do one-on-one sessions, and those were very, very productive.

    They weren't used to getting testimonials and Andy said everybody should be able to. I looked at him like there's no way that's going to happen. You're not going to get somebody who's been here twelve, thirteen, fourteen years and has just been doing the same thing over and over... That's not going to happen, not in our business.

    Andy worked with everybody and the first one to get a testimonial was somebody who we had just hired, who wasn't a salesperson at all.

    That put everybody to shame...the icebreaker...everybody woke up, and as Andy predicted everybody was able to get that testimonial letter. Right now we have thirty testimonial letters in our sales tool library, which we use frequently, and that was a big help to us.

     ...Andy is smart enough to grab the people.

    ...Out of the thirty people that he trained, he could tell who's going to be at the top, who's going to take his program and do a good job with it, and who's going to be the challenges...

    One of the sales people that we have... was falling down. He had been with us almost two years. He was not engaged and Andy challenged him in a way that rose Michael's level of sales, challenged him to get testimonials, challenged him to be bold, challenged him to go to the top... After his training with Andy, I'd say Michael is in the top twenty-five percent. He's really picked it up, so that was a big success story for Andy and Michael.

    ...The strength of the battle plan was that each individual sales person had to do their homework, but the real value was when they brought it to the group and it was a point of discussion....Andy educated the whole room, so it was excellent.

     One of those points of analysis was based on how well they escalated on a call...

    ...The group, with Andy's help, came up with the thought...after three calls if you don't escalate you're not doing your job.

     ...if you have a salesforce that just needs that next step, that vision of boldness, they need to challenge themselves and think of themselves not as just a salesperson, but think of themselves as heroes and take that next step and get that enthusiasm, Andy is your guy.

     

    Andy Gole Seminarsfor Urgency Based Selling

    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 

  • VpF-How-it-Works-noautoplay

    Video proFile™ page: http://vpage.us/smart-business-video

    Smart business professional video production helps present yourself.

    How does it work?

    Start with the business card to match branding...colors, fonts, logo, etc. Add other logos and images from a thumbdrive...

    During the session, a coach uses a survey to include keywords from answers to important questions like what separates you from the competition...

    After the session, the best clips are selected and posted for the video wizards.

    Images enhance your message. And within 72 hours, preview online and go social, be searchable and found!

    Smart business professional video to present yourself. Video proFile™.

  • Why Sales Training Fails | Andy Gole

    Sales training fails when we don't address the salesperson's underlying values. 

    Andy Gole

    A common approach to sales training to improve sales behavior is to simply provide clear instructions. tell salespeople what to do, and all will be well.

    A better training program engages the sales team through role plays. Engagement gets more skin in the game.

    So why is it that after this sales training, salespeople go back to their old behavior?

    If we don’t address the underlying value, there will be failure.

    Training is like stretching a rubber band, then letting go…the mind, like the rubber band goes back to it's original shape. Why?

    This happens when the salesperson’s value system doesn’t support the needed behavior. 

    Salespeople often don't want to challenge the prospect's thinking, or close the sale. Coaching can stretch their minds, but they’ll likely to return to the old behavior . 

    Social sellers want to make friends. They want to be liked. Business sellers have business values. They want profitable customers.

    Most salespeople enter the work force with a clear sense of what is socially appropriate behavior. As a result, they're crippled for business development. Therefore, we have to lead them on a journey through the change 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

    201-415-3447

  • Your sales prospects didn't buy because they didn't believe

    The typical prospect, satisfied with an incumbent supplier, is a skeptic. 

    What are you doing to satisfy the skeptic?

     

    They didn't believe you

     

    Latent demand is a marketing idea. It means unexpressed demand. There's latent demand for new ideas that haven't come to market yet. 

    The typical prospect does not have enough experience to make an educated decision. The prospect didn't buy from you because they didn't believe you. 

    ...It's not the referral source's job to figure out how to trust you. It's your job to figure out how to help them develop trust... 

    3M popularized the idea of time-pacing by requiring that 30% of their profits came from businesses that didn't exist 5 years ago. We do the same thing in selling by creating new relationships faster. 

    ...As we come out with new ideas, they're latent demand. The customer doesn't know about it. We have to challenge them... 

     

    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

     

    More Selling Tips from Andy Gole: http://www.urgencybasedselling.net  

    201-415-3447