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  • How is Urgency Based Selling different? | Andy Gole

    Many people ask this reasonable question

    "How is Urgency Based Selling different?”

    Andy Gole, Founder 

    There’s a stereotype out there of the salesperson as slimy. When the salesperson believes this, they fail!

    We help salespeople embrace their role as heroic.

    We focus on values for unstoppable sales success, such as a "do or die" attitude versus "best efforts", because "best efforts" fail one-hundred percent of the time.

    We transform individual salespeople to become self-reliant and achieve entrepreneurial outcomes.

    We design a customized standard sales call and coach salespeople to implement it with uniquely developed selling tools.

    These tools help overcome typical selling challenges including:

    opening opportunities
    warming up the prospect
    and addressing the prospect's skepticism and perceived risk. 

    This is a small sample of over a hundred best-selling practices in Urgency Based Selling. We select ONLY those best practices needed to meet your selling need. 

    Learn more about Andy Gole and Urgency Based Selling. 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

     

  • 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

     

  • The Bunte Candy Story | Andy Gole

    Have you ever started a business or opened a new market?

    Andy Gole, founder of Urgency Based Selling®

    Have you ever started a business or opened a new market? If so, you may have faced the scenario that I faced when I started my first business. I was in the second year of selling decorative tins to food packers and my business was failing. I was losing money and then I discovered the one single account that would turn my business around, Bunte Candy. They bought a million of the type of decorative tin that I sold. I called on Bunte Candy with a special offering but unfortunately, the buyer said, "I'm good. We'd been buying from General Can for five years and we're happy." I left dejectedly. 

    The year continued to get worse and worse and in the summer, my car failed. At a critical moment, when I was in an emotional free-fall, when I felt like George Bailey at the bridge in It's a Wonderful Life, I asked myself this critical question, "Who's the real decision maker here?" It's not Bunte Candy. It's their customer, the retailer. With my last marketing money, I put together an offering of special art and I reached out to 400 retailers to the food buyers and I was lucky because although Bunte Candy had no interest in my special offer, there was one retailer who did care. Walmart and that retailer instructed Bunte for them to bring me with them to Bentonville and my business turned around and took off from that point. 

    There are two takeaways from this story. The first one is bold vision, bold behavior. The bold vision was the special artwork offering. The bold behavior was going around Bunte to the ultimate decision maker, Walmart. The second takeaway was the do or die attitude. I had to have a do or die attitude to survive that scenario and since that time, many years ago, I have maintained the do or die attitude in my mind. I always see myself at the edge of a cliff being pushed off by a bear. I have to fight back from that position. By seeing myself in that position, I prevent myself from being in an actual do or die scenario. That's my gift to you.

    Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447

  • The Buyer's Scam | Andy Gole

    Can I invite you to come in and give me a presentation?

    Andy Gole - Founder of Urgency Based Selling®

    Very often, when a buyer reaches out to you, invites you in for the first time, it's a price check to find out, have they been buying well. Now, if a buyer called you and said, "Hey Bob, would you come in and spend 10 hours getting to understand my business, and then giving me a proposal so I could turn to Jane and beat the living heck out of her and get her price down," you wouldn't find that motivating. You wouldn't comply. So buyers are sophisticated. Here's what they do. 

    They call you on the phone and they say, "Bob, I know you've been trying to get my business for some time, I'm sure it's been frustrating, and you probably also know it's because Jane's my gal, she supplies me with the product you supply, but something's gone wrong in the last six months. Jane, she's not responding in a timely way to phone calls and there are unexplained charges on invoices. I think something's gone out of the relationship. Bob, I've heard great things about you in the marketplace. I think this is your year. Can I invite you to come in and give me a presentation?" 

    Now, that second presentation by a buyer, that sounded better to you, right? But it wouldn't be so good if the buyer took your proposal and used it to beat the living heck out of Jane. That's what we call the buyer's scam, and a critical question for you early in the selling process is, is this a real opportunity or is this the buyer's scam? Which is it? Would you like to know how to tell the difference? Give me a call.

     

    Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447

     

     

  • The Pig Intestines Story | Andy Gole

    Do you know what sausages are packed in?

    Andy Gole, founder of Urgency Based Selling®

    Do you know what sausages are packed in? Typically, they're packed in sausage casings, pig intestines, so this is a pig intestine story, and also a story about a salesperson who trusted his gut enough to tell the prospect what the right thing to do would be. We call that the voice of moral authority. 

    This salesperson, he had been trying unsuccessfully to get an appointment with the buyer at this very big sausage company for many, many months. Finally, he just sent an email, unsolicited, to the buyer saying, "I got some great stuff to show you, I'm gonna be there Monday morning." He went there, it was a long drive. When he got there there was a guard gate, the guard asked him what he want. He said, "I'm here to see Jane, the buyer" and he got passed. Then he went into the office building, the receptionist said, "What do you want?" He said, "I'm here to see Jane, the buyer."

    After 40 minutes, Jane finally came down and she said to the sales person, "What are you doing here?" He said, "I'm here to solve your production problems." She said, "I don't have any production problems, what are you doing here?" He said, "I'm here to solve your production problems." She said, "How do you know? How do you know I have any production problems?" That gave him an opening to make a very compelling case about why our sausage casings were superior, and the outcome was we got to test of our product.

    The takeaway from the story is this, when you have enough self-belief in your product or service, you need to adopt sometimes the voice of moral authority where you strongly tell the resisting prospect, "Here is what you need to do." That's very often what moves the world forward.

     

    Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447

     

     

  • The Sunny Day Used Car | Andy Gole

    Have you ever bought a used car?

     

    Andy Gole - founder of Urgency Based Selling®

    Have you ever bought a used car? Do you remember what the weather was like that day? If you were like me, it was a beautiful sunny day. You visit the car lot, and there it is on the lot, the car of your dreams. It's beautiful. It gets great mileage. It has a sunroof, and it costs just the amount of money that you have in your pocket. 

    Now you're sweating a little bit, because it's a hot sunny day, and you're not only sweating because it's warm out, but this is a big decision for you. You look it over. It looks fantastic, so you buy the car and you drive it off the lot, and you couldn't be happier. 

    Now it's a few months later. It's not sunny outside. It's raining. It's raining cats and dogs. The lightening and the thunder are crashing. It's raining outside of the car, and you've probably guessed by now, it's raining inside of the car. You've got three inches of water in the driver's well. There were perforations in the sheet metal, rust. You're cold. You're wet. 

    How do you feel emotionally? In my case, I felt stupid. I had got took. Here's the wisdom. You may never have bought a sunny day used car, but every single buyer you face, has had their own version of a sunny day used car, and they're skeptical. The question is, how are you going to deal with their skepticism?

    Learn more about Andy Gole and Urgency Based Selling®. 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, founder of Urgency Based Selling®

    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. 

     

     Learn more about Andy Gole and Urgency Based Selling®. 201-415-3447

     

     

  • 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

     

  • What Were They Thinking...a 7AM class? | Andy Gole

    There's a course you've been dying to take, for a couple of years, and it's only offered at 7:00 AM

    Andy Gole,founder of Urgency Based Selling®

    You're registering for your last semester in college. There's a course you've been dying to take, for a couple of years, and it's only offered at 7:00 AM, but 10:00 AM is early for you. What were they thinking? Maybe something like this happened to you, or someone you know; what would you do? Maybe you get up, you suck it up, you get up at 6 o'clock and you take the course. Maybe you stay up through the night, graveyard shift, take the course and then you go to sleep. If you were like me, you would try to get the university to change the time they offer the course.

    So you make an appointment to see the professor. You wake up in your dorm room, it's a reasonable hour, and all of a sudden you pause as you're getting dressed, and you wonder, "Am I crazy? I'm bucking the system." And the butterflies that start in your stomach are like a tsunami by the time you get to the administration building. You ride the elevator up to the 20th floor, walk to the professor's door. You hear her voice coming through the door, you have your hand on the door, and you freeze. You're paralyzed. 

    Aren't there moments, we're on the brink of great things, and fear chokes us? But not this time. You're bold, you push through the door, and now you're face to face with the professor. You take a moment to notice your surroundings. There are books on bookshelves lining the walls from the ceiling to the floor, you hear a bird cooing through an open window. The professor asks you, "How can I help you?" Now, what's gonna happen if you say to the professor, "This course you're offering is at 7 o'clock and I sleep to 10:00, do you mind changing the course so I could sleep late?" That's not gonna play well, right?

    So you look at it from her point of view, and you say, "You know, this course that's offered at 7 o'clock in the morning, my friends and I would like to take it, but it's too early. It's not a required course, and so, if you offer it at 7:00 AM you may not get enough registration, and the university will drop the course, and that's a bad thing. So how about changing it to a later hour, like noon?" And then you're quiet. You watch a range of emotions play over the professor's face. Interest, curiosity, incredulity, amusement. The bird outside the window stops cooing, as if it realizes the importance of the moment. And then the professor smiles, and she says, "You know, it makes sense." Wow, she changed the time the course is offered so you could sleep late. 

    So there are three takeaways to this story. First, anything's possible. If you put your mind to it, you can get it done. Second, bold vision, bold behavior. If you're not accomplishing something that's important to you, ask yourself this question: Were you bold enough with your vision? Bold enough with your behavior? Third takeaway, self reliance. If something's important to you, you have to take responsibility for getting it done.

     

    Learn more about Andy Gole and Urgency Based Selling. 201-415-3447

     

  • Where are all the great salespeople? Hybrid Entrepreneurs

    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