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Marketing Telephone Sales Training Interactive E-Book Telemarketing 
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E-Mail Marketing Manual Direct Mail 
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Marketing Outside Sales Cold Calling For Fun And Profit Interactive E-Book Outside Sales 
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The Domino Marketing Selling On The Internet SEO Manual Web Development  |
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"Paul organized our marketing efforts and promotion by holding Sales Seminars and in field
visits with our sales personnel. Through his efforts we had immediate success. Paul's personal
and business conduct has been beyond reproach." Bill Navarre, Heatly Equipment Co. Beaumont, Texas |
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The Sales Training deals with facts, reality and straight forward no-nonsense approach.
Your zeal is very contagious. I like your regimental style which enforces discipline on me.
I am willing to follow your instructions with heart and soul. Thomas Thong - Singapore, Malaysia |
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Dear Paul, Thank you so very much for your fantastic e-books! I have attended several sales and prospecting events as well as read several books. Your e-books put the steps and skills into the most logical and easy to follow format that I have found. I am already reaping the benefits after only a month in my new position! PS: Your extra help really made a difference to me. Customer Service is hard to find in this day and you went beyond the call of duty! Sincerely, Ann Wilbanks - Insurance Agent-Houston Texas |
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Selling
Sales Management Training
Sales Training
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See the book here |
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Most companies promote a great salesperson to be a manager, then after a while after sales go down and loosing a few good sales people they fire the manager or the manager quits. That's pretty much the story.
If you're a corporate executive, contact us for information about our unique management training program.
- You can't control what other people say or do,
however you can control how you react to them- When you talk to your manager, do you feel
like a dollar talking to a dime?- Is your manager your biggest obstacle to a sale?
- Below are just a few true stories that were not funny at the time, but I'll share them with you.
Testimony #1
In the construction equipment business, a $10,000.00 sale is about par. I had a prospect that was willing to purchase over $200,000.00 worth of equipment if the price, financing, delivery and terms met his terms.
Needless to say I called my home office for manufacturing and delivery times, the credit manager for credit approval, and the corporate people for special pricing due to the large quantity of equipment to be purchased.
- The manufacturing lead time was fine.
- The price could not meet the price the prospect wanted to pay
- And best of all his credit was turned down
My manager stated the prospect was a dead beat and not to waste any more of my time because it would be fruitless. Should I have listened to my manager? You be the judge!
Should I have listened to my manager?
You be the judge!
- Asked my prospect a lot of questions and found out he had another company he could buy the equipment through
- I checked around for companies that finance equipment and found out one that would work with my prospect
- Up the sale to $250,000.00 to see if I could come up with a better discount
- Discussed it to my manager
The manger had the Gaul to call the corporate people in front of me. "look what I did to help Paul make this sale!" Was I upset for that ?X@% took credit for putting together that sale, when he hadn't even talked to this prospect?
Needles to say, that hard work and imaginative thinking helped me to become salesman of the year, "in spite of management".
Testimony #2
Same company "New Manager"
- Prospect was renting equipment and credit turned down
- Because if usage suggested he purchase equipment for cash
- Personally delivered equipment in company truck
- Collected check and he gave me a grocery bag full of peanuts
- Noticed commissions were not reflected on my next statement for this sale
- Manager stated he was required to makes sales too!
- So he took credit and commissions for this sale
- When ask why? He stated because he had the authority to!
- He was right!
- This should document to you that I have literally worked for peanuts
- Three month later I became the district Manager
- Be successful in spite of management
Testimony #3
Same Company "Me as District Manager"
- Had an opportunity to create a $5,000.00 net profit sale from a rental
- Would require 1 hour or $55.00 in overtime pay for union employee
- Made profit
- Reprimanded from corporate accounting for going 1 hour over budget
- You tell me!
Testimony #4
I worked for large national insurance company and was doing very well. The district manager was a professional, the sales manager was one of those folks that were in the business for 16 years, but only had 1 year of experience 16 times.
He was one of those manager's who sucks up, knows a lot about sales, but nothing about management.
Personally a fine guy, except for the day I had turned in an application, and afterwards he had fraudulently altered with white out.
He did this to expedite the issuance of a policy so he would look good. That action would be immediate cause for termination and a suspension of one's license.
When the office caught the mistake, he told the district manager that I did it. Thank heavens someone overheard the conversation and informed me of what happened. I called the district manager and he stated that the sales manager did not say that, but he would talk to him about it.
At the end of the week the district manager discussed it with the sales manager, who admitted he did alter the application. When confronted with issues like this you need to act very cautiously when trying to resolve these issues.
The point is that you CAN be successful in spite of your manager!
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