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  • 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: https://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™.

  • 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

     

  • 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

  • Why We Need a Battle Plan for Sales | Andy Gole

    As a society, we aren't great planners or project managers.

    Andy Gole, Founder of Urgency Based Selling®

    And yet, business development is typically a 3-12 month project. So when you mix a long term project with poor project management, you have a train wreck.

    The battle plan helps salespeople articulate the challenges they face and set a course of action.

    It helps salespeople identify the decision-makers, their urgent needs, and their risk factors.

    The Battle Plan calls on the salesperson to do a pre-mortem - identifying in advance of the sale, why they lost it - thereby increasing the likelihood of closing the sale.

     

    Learn more about Andy Gole and Urgency Based Selling®. 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: https://www.urgencybasedselling.net  

    201-415-3447