How much does the lack of sales competition cost your company each year? Do customers know more about your products and how to use them than some of your own salespeople? Mishandled situations and missed opportunities are the result of unskilled and untrained salespeople and cost businesses millions each year.

The P-Factor

For many companies, a lack of sales competition is the #1 factor affecting profitability. This was the premise of a recent keynote address by Mark Landiak, president of Corporate Dynamics Inc. and author of “Beat Your Best!(TM) A Manager’s Guide to Coaching Performance”; and “Customer service isn’t a department…it’s you!(TM).” To prove his point, Landiak called the offices of two audience members posing as a “highly qualified” prospect. In both situations, salespeople took the bait and started talking about price and product without asking about their prospect’s needs. One representative didn’t even get the name and number before hanging up the phone!

Headquartered in Naperville, IL, Corporate Dynamics Inc. is a professional training and consulting company that specializes in helping businesses increase their sales and margins through sales training, sales management, and customer service initiatives. Landiak, who served as president for 17 years, has earned a reputation as a leading training resource for sales and service teams in a variety of industries, including business-to-business, retail, and dealer/distributor organizations.

“Every sales organization looking to improve the competency of its sales reps and front-line management can benefit from taking a more consultative and value-focused approach to dealing with its customers and prospects.”

Many times, companies do not define and measure “competition” and are unaware that they are losing thousands of dollars due to incompetence. Business owners and managers are often so busy trying to “hit their numbers” and keep up with the pace of the business that accurately assessing, measuring, and training the “competition” receives little to no attention.

Definition

CDI defines “Competence” as the ability of a salesperson (or team) to profitably secure, grow, and retain customers despite competitive pressures and obstacles.

One step toward improving sales proficiency starts with the ability to ask the right questions. Landiak explains, “The key is understanding how to translate the responses into applications of how the customer will use a product or service to achieve their goals.” It is a personal process with the client, not a simple transaction. By the end of the interview (sales call), the customer should feel that the representative truly understands his or her problems and goals and that the representative has the experience and company resources to help him achieve those goals.

The consultative selling process begins with understanding and evaluating the goals, objectives, and critical issues of the individual and/or organization.

Through this process, you will develop a strong foundation for developing solutions and training interventions.

Coming soon: WiBOC will address:

* Differentiate your company from the competition

* Sales management/coaching tips to boost sales proficiency

* Strategies and Tactics to Sell Value over Price

* Positioning your company to Win!