Sales Therapy

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Archives 2019

Featured, News

Next Class Series Beginning Soon

by Sales Therapist

Series II will begin on October 7th, 2019. It will be 20 classes, held on consecutive Monday mornings, from 9 am to 10:30 am (all times Eastern).

Classes will be held on line, using ZOOM. For more information, please register and ZOOM info will be provided.

Please use the form at the bottom of the page to sign up for a free trial class.

Do you or your sales team struggle with:

  • Failure to understand the prospects needs?
  • Being treated like a “salesman” (nuisance)?
  • Being lied to?
  • Long sales cycles?
  • Being “shopped” and then low balled?
  • Spending more time educating then selling?
  • Poor Time Management?

If any of these ring a bell, then maybe this class is for you.

Topics are:

  1. PEO Basics
  2. Determining Fair Pricing
  3. What you need to find out from prospects
  4. Sell Today, Educate Tomorrow
  5. Work with agents
  6. Work with PEO brokers
  7. Work with CPAs
  8. Prospecting
  9. Follow up, not Foul up
  10. Make sure your quotes don’t get “shopped”
  11. Recovering lost clients
  12. Getting referrals from … well anyone!
  13. Networking, and how to avoid Not Working
  14. Personality profiles (DISC)
  15. Bonding and Rapport
  16. Turning Competition in to Strategic Partnerships
  17. Goal Setting and Tracking
  18. Making your “cookbook”
  19. Sales Journaling
  20. Testing / Evaluation

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Flier for class starting on October 7, 2019. Click on image for larger version.

Featured, Sales Tips

Referrals

by Sales Therapist

referralsHow important are referrals in sales?

Answer? Very.

Why are referrals so valuable? Most sales trainers agree that a referral has the best chance of being a new client than any other prospect.

In fact referrals are so valuable, a lot of time, money and resources are spent trying to get more. Which leads us to the question:

How Do We Get More Referrals?

The goal of this article is article is to determine how to get more referrals.

Kevin Elliot of ITEX Barter

“Close rate from cold calls is usually under 10%. Website inquiry is about 30%. Referrals? Closer to 90%.” ITEX Barter Group area manager Kevin Elliot tells us. “Give me referrals all day long please. Unfortunately you can’t count on them coming in by themselves. At some point, you have to go out and get them.”

Sure sounds easy. But how? When? What do we say? Let’s discuss the five W’s (and H):

  • Who
  • What
  • Where
  • When
  • Why
  • How

Who

Short answer? Everyone. Remember the rule of 250. Every person you meet knows at least 250 people that you don’t know.

Long answer? A referral from an extremely satisfied client will be more valuable than all others. Find your “raving fans” and ask them.

What

What do you ask for? We recommend settling for nothing less than a personal introduction. While in person or on the phone is the best, you can also have great success being referred by email. Here’s an example

To: Bob
From: Sophie
Subject: Introduction to Bill

Bob, I’ve been working with Dave for a while now in the (insert field here) and I am really happy with the way he has treated our company. Not only was the implementation seamless, but the continuing service has been professional and timely. I highly recommend you two get together for at least a cup of coffee. I can see many ways in which you could work together.

Thanks,
Sophie

Where

Where do you ask for a referral? Hopefully when you are in front of your raving fan clients. In Person is the best way hands down.

When

One of the best times to ask for a referral is exactly the point when the prospect becomes a client. It’s at that time that the belief and excitement level is very high, if not the highest. Other times would be right after a success, such as a problem solved.

Why

They may ask why you are asking. This is important. You don’t want to sound “hungry”. Try something like this:

“Darla that’s a great question. It’s true that we are very busy right now, but did you know that our pipeline extends out (insert number) weeks on any new client? We have learned that it’s best to keep the referral chain going at all times. Have you found that to be true also?”

How

How do you ask? How many do you ask for?

We recommend you try something like this:
“Steve, have we treated you well so far in this process? We haven’t put pressure on you, or made you feel like you were being ‘sold’, have we?”

The answer should be “You’ve treated me great, with no sales pressure” or words to that effect.

“Can I ask you two things? One: do you trust me to treat your friends and strategic partners the same way? Two: Have I earned the right to ask you for three or four personal introductions?”

You may not always get three or four, but if you don’t ask for that many, you will rarely get more than one.

I Got The Referral. What Now

We recommend you follow these three guidelines:

1: Pursue that referral immediately, with no delay! You want more referrals from that person. Don’t put them on the shelf.
2: Keep your referrer in the loop. Let them know periodically how it’s going. Include them as much as they want to be included.
3: Do the best job you possibly can for that referral. Referrals are made of Gold. Treat them appropriately.

Finally …

Thanks for reading. Have we treated you well during this article? Have we made you feel comfortable, not like you were being sold? Yes? That’s great! How about three or four referrals for us? Call us at 407-490-2468. Or, to set up a ZOOM conference, you can use the form below 🙂
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Featured, News

Clay Kelley to be Guest Trainer

by Sales Therapist

Clay Kelley to be Guest Trainer

PEO Sales Training is honored to announce that on July 1st and 15th, 2019, acclaimed PEO Sales trainer Clay Kelley will be our Guest Trainer for our Monday morning virtual class.

This will be two half hour sessions, on consecutive Mondays. Clay will be presenting on his unique approach to selling PEO Services. Clay has been a PEO broker as well as a sales trainer for many years and his experience and success in our industry is extensive.

July 1st will be “Effective Meetings with CPAs”
July 15th will be ” Open Forum/Q&A Session”

If you or someone you know would be interested in attending this class, please contact us using the form below. Remember, your first class is free.
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sales therapy guy
Featured, Sales Tips

Why Weekly Training?

by Sales Therapist

We get asked this frequently. “Why weekly training? Why can’t you just come in and give us a seminar?”

We are part of the Sandler Training System, so here is a famous David Sandler quote: “You can’t teach a kid to ride a bike at a seminar.”

How much can you learn from a seminar? Oh yeah, you can pick up a point or two. You might even become “familiar” with some parts of a system.

Seminars Aren’t Bad, but Are They Complete?

Can you master a totally new system in one sitting?

Our experience (which is over 30 years combined) shows us that this is not possible. Only by repeated lessons, encouragement, and correction can our system be mastered. Our instructors still go to class, and none of them have less than 10 years individual experience with the system.

If you would like to pick up a trick or two, sure. Attend a seminar.

But if you want to master the system, form it, mold it, and make it you own, you need periodic constructive reinforcement.

But What Goes On Week to Week?

Our weekly class typically runs 1 1/2 to 2 hours. The agenda looks something like this:

  • 0:00-0:15 Wins and Losses this past week
  • 0:15-0:45 Coaching for those mistakes
  • 0:45-1:15 Today’s lesson
  • 1:15-1:45 Exercises, class practice
  • 1:45-2:00 Lessons learned, goals for week, takeaways

This is a rough framework. There have been classes when the lessons from the other class members wins or losses are so great we extend well in to the first hour.

Can I Take Classes On Line?

Yes. We use The Zoom system. You can Zoom in to any class and participate. We have students in NY, CA, SC, and GA among others.

Can I Take A Look?

Sure you can. We have a “crash a class” program, where you can come see for yourself how it works. To date, no one has come to a class and said “I didn’t get anything out of it.” Not all of them enroll in class, but then not all of them are a good fit.

Is it Expensive?

Is there anything cheap that’s worth it?

Yes, it’s expensive. You are getting personalized and group instruction from our staff. Their time is worth money. They are drawing on years of experience.

Is There a Guarantee?

There is! There is a money back guarantee if you don’t gain anything by learning the system … as long as you are using it.

How Can I Find Out More?

Please use the form below, or call us at 407-490-2468

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