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Most people who go into business bring a
good idea, product or service to the marketplace. Technical
knowledge and experience usually accompany the new business
venture. However, the second largest reason for business
failure, behind being under capitalized, is the lack of
an effective "Sales Plan" and knowing how to
execute it effectively. Companies often have marketing
or business plans that include things like advertising,
direct mail, public relations and sales projections. Individual
salespeople typically are handed quotas for their expected
share of the sales projections. Sometimes salespeople
participate in establishing the quotas, and sometimes
they don't. Often people don't know how to really plan
out their sales efforts other than playing a numbers game
by calling on more people.
For owners, managers and salespeople who are ready to
take their career to the next level, TEM's Private Coaching
program is primed to meet the challenge. There are three
different levels of proficiency that we have observed
from people participating in training.
The first level is purely knowing the material and how
to execute it in a systematic manner. This stage of learning
is the foundation for future growth and should not be
taken for granted because it seems so logical and easy.
Often it is the early exposure to non-traditional methodologies
that meets with the wrong resistance. Most clients can
get beyond this phase and reach the second level of competency
-- learning how to apply the concepts within their own
will and personality. The third level of advancement,
which is only achieved by a few, is where the salesperson's
personality is totally transparent to the prospective
customer. Level three selling is accomplished in the prospect's
world. It is where the salesperson has developed the ability
to create the atmosphere and environment to allow the
prospect to buy.
Private Coaching is not for everybody. If you desire to
reach loftier heights than perhaps you have ever believed
could be attained, and do so in shorter periods of time,
you may be a candidate for Private Coaching. |
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