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"The
word that comes to mind is WOW! My sales have increased
substantially over the
last year due to my training with
Performance Insights. RELATE Selling™ has changed
my
selling career. I now have meetings at an executive
level within my account base,
and have had the ability
to close my sales much faster. I would recommend this
program
to any sales professional that wants to increase
their performance and income."
- Brenda W. - Senior Account
Manager, Wholesale Accounts,
ICG Communications
How much is your
territory worth?
At the time you
evaluated your assigned territory, did the numbers match
your personal goal?
Does your territory plan agree with your vision of
how much money you will make with the business you close
this year?
Next year?...and the year after?
So when you answer the question, "How important is
knowing where the money is in your territory?",
have you
pinpointed the companies that need you most?
What about the companies that are buying from the
competition and are ready to make a switch...
if they
could find something that would be a better and more
matched solution?
Where do you go to get this information about your
prospects? ...about your competitors?
Who spells out the
prospect's problems that only you can solve?
Once you have identified the potential prospects in
your territory, what criteria makes up the
qualification
checklist to determine the priority in which you will
work your plan?
( Why is it the Sales Manager says
"Plan your work, and work your plan",
but hasn't really
shown you the steps to do it successfully?)
When you try to sell value, quality and service -
does the prospect lose interest?
Is it possible that the
prospect has their own definitions of value, quality and
service?
And they might be totally different than your
definitions?
Where in your approach do you allow the
steps to finding that out?
......................................................................................................................................................................
Contact
us today to have a discussion on
the ways you would like
to improve your territory management
& selling
skills.
e-mail:
donnac@performanceinsightsllc.com
Performance Insights, LLC
....................................................
6200 South Syracuse Way Suite 125
Greenwood Village, CO 80111
Phone: 303.773.1492
Fax: 303.773.9106
e-mail:
donnac@performanceinsightsllc.com
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