My clients repeatedly ask me to teach their sales teams a specific skill: to build relationships based on discussing the customer's business -- NOT the seller's products and solutions.
After almost three decades working with different sales trainings and methodologies, I have seen a lot of "WHAT" sellers should do, but very little, if any, "HOW" sellers can actually achieve these results. I work with Sales Teams on the "HOW." Together we target specific behaviors to help sellers quickly establish trusting business relationships and manage and direct organic conversations about their customer's business in any industry -- without the need for any industry expertise.
And -- and this is big -- I don't ask you to change your sales methodology or process. My technique works with any system you already use!
As a Sales and Sales Management Coach and Speaker, I have worked with highly successful teams from companies such as Amazon Web Services, Nestle, Oracle, State Farm, SAP, Honeywell, Optum Healthcare, American Diabetes Association, Targa, TeleDoc, and many more.
My philosophy on changing behavior is that, first, an underlying belief must change. To achieve this I actively engage my audiences. Getting participants involved in the event increases their individual connection to the topic and creates an environment where they actually experience the difference they desire to create.
My clients often say that my approach has altered their opinion of what a facilitative transformational event should look like.
