Why SalesBuilder?

So, I sold my latest business (after building it up to 4 sales teams around the globe and revenue of over $40m) and I’ve had a couple of years “off” and am now officially bored!

But I’m a sales guy. I’m passionate about sales and selling. I love the challenge of sales and have always been successful because our sales teams have always been better.

So I decided to start my own training business – something I’ve always thought about wanting to do. I’ve put together a course that lays out a sales model that works, and along the way imparts a lot of what I’ve learnt over my 25 years in sales that will help you and your teams move into that top 20% that bring in 80% of the revenue (and commission).

Why? Well, I was hiring for another company I’ve invested in (www.pitchmetrics.com – a great sales enablement tool you should look at as well) and realised that most sales people haven’t got a good enough grasp of what a sales model/process is and why it matters. They also lack some of the core understandings of the sales necessities.

One mouth, two ears, use them in that proportion “telling most definitely is NOT selling”

The more mud on the wall, the more of it dries – when you get to the end of the month or quarter and you’ve got to get 3 deals done out of a pool of 4 you’ve got a problem. You want a pool of 10, from which you will get 3.

Sales call preparation – how many sales people drive to an appointment with the radio on and think about what they are going to say while they are in the lift? Answer – most of the 80% that sell 20%

Everything counts – from your handshake to your manners to your pen!

Why you want objections, don’t avoid them, embrace them, they just got you one step closer.

How important it is to ask that key question “do you want fries with that order?” – most sales people are terrified of asking for the order, and if you don’t ask for the order you probably won’t get it. Imagine the difference in your sales numbers when you start asking (and know how to ask) !

You need to know how to write a proposal (not a quote) that means something to the buyer, and how to present it – either in person or virtually.

So, I’ve put together a course that lays out a sales model that works, and along the way imparts a lot of what I’ve learnt over my 25 years in sales that will help you and your teams move into that top 20% that bring in 80% of the revenue ( and commission)