Why every book you’ve read, every tape you’ve listened to, and every sales seminar you’ve attended may have actually HURT your ability to prospect and sell.
—by Dan Kusner, President, Optimum Business Development, LP
I need to confess something. I’ve been hoodwinked. For years I read sales books, listened to tapes or CDs, participated in seminars and enrolled in sales training classes in the hopes of one day becoming a sales machine.
I flushed a lot of money down the toilet. And I learned some things that actually hurt my ability to sell.You probably don’t know me, but I’ve sold at least a hundred million dollars’ worth of products and services. I was pretty good, so the last ten or so years, I’ve been teaching salespeople how to make thousands of dollars more in commissions.
Up until 2006, my clients made good progress. What I was doing was working (I was certainly as good as other sales trainers out there!), but I wasn’t getting “off-the-charts” results.
But in 2006, things changed. Dramatically, and for the better.
Do you know what I did? Just for kicks, I stopped doing what all the sales books and sales trainers were doing, and started following my own instincts.
Guess what happened?
My clients’ commission checks started going through the roof! Some got big-time promotions. Several got bumped up to high-level corporate positions. One even got put in charge of operations for all of Great Britain!
In a nutshell, this is what I learned: Most of the work that it takes to turn an underperforming or a “status-quo” sales force into a massive revenue-creating machine is impossible to get from books, tapes, seminars or anything else written for a broad audience. Why? Because there are six reasons why all this other sales “education” simply falls short:
- It’s not customizable for each industry. (Each industry sells different products and services.)
- It’s not customizable for each company. (Companies sell products differently.)
- It’s not customizable for each client. (Not all your clients are the same, so they don’t like to be sold the same way.)
- It’s not customizable for each salesperson. (Your salespeople will sell best if they’re using their natural talents.)
- It doesn’t work consistently across-the-board, no matter what.
- It isn’t very easy to learn and implement, because a lot of techniques aren’t natural or require a lot of work salespeople don’t like to do.
My sales and prospecting system addresses all of these issues, because it’s flexible. And it works.
I can hear you asking: “Does it work in 100% of the cases?”
No. I’ve found that some salespeople don’t want to get better or sell more. They’ve become comfortable, so they aren’t motivated to go to the next level.
But everybody else improves, significantly. That would probably include you. If you’re hungry for more success, more money, more recognition, or even a promotion, you can’t afford not to find out about this.
Want to learn more? Call me, Dan Kusner, at 412-480-1766 or email me at dan.kusner@optimumbizdev.com to set up a free consultation.