How Often Do You Find Yourself Saying: "I wish my sales people could close just a few more deals."
I recently sent out an inexpensive, dated ball point, pen to some prospects and said, “This pen may be similar to your sales people and managers. Both get the job done, but are they good enough - to win new clients, stay ahead of competition and keep existing accounts satisfied? If you think they are, read no further. However, consider your success if they could be as good as your Mont Blanc or signing pen?”
Trends in your industry, your competition, your clientele’s clients, and comparison shopping available on the internet has changed buying concepts and styles dramatically in the past few years. Selling success now requires relationship selling (leveraging people), network selling (getting to key decision makers), and investigative selling (learning exactly how the ultimate buyers want to be sold).
Most sale people have never learned to deploy these skills efficiently, meaning they get the sale, but waste time (long selling cycles), money (give away price and terms), and repeat the same ineffectiveness on the next opportunity.
Well doing the same ol’ thing isn’t going to make this happen. There is a great article on my website; https://www.sammanfer.com/Articles%20and%20PDF's/More%20Better%20Faster%20Article.html
Read it and Consider this, if you knew how to get more sale out of your brokers, you would have done it by now.
So invest now in sales training, coaching and consulting. Mores sale are under your control.