Increase Sales Blog

What do you do is the question asked by many?  To be able to answer this question is an evolving process. Recently I realized when reviewing the psychographics of my current clients along with some past ones, they shared these seven (7) commonalities:

• Leaders
• High positive core values
• Forward thinking
• Status quo creating under-performing  teams
• Partnership
• Sustainability
• Results

This resulted in the re-framing of the answer to the question of “What do you do?”

I partner with forward thinking leaders who want to challenge the “status quo” and improve their teams’ results.

Many sales coaches detail their years of experience, credentials and testimonials from satisfied clients. All that is well and good. However, until you know how I approach sales, selling or continuous improvement, what does all that matter? So here is my approach and if after you read it you wish to connect with me, I look forward to that outreach.

First, my approach to sales is one of simplicity. There is you the seller with a product or service and then there is your potential customer. Now in between the two of you are many real (the status quo) and imagined obstacles and that is where there may be some difficulty.

Second, my goal is to help you separate the confusion that exists within the marketplace specific to sales.

Sales is the overall process from looking for that first handshake (researching your potential target market) to earning the sale (securing a signed contract) to asking for 3 referrals. Within this sales process are both marketing and selling skills.

Third, until you know your talents, you may be working as the expression goes “harder not smarter.” I include a performance assessment that is multi-dimensional in that it provides robust information specific to your:

• Decision-making styles both externally and internally
• Core talents or attributes
• Levels of optimism and pessimism both externally and internally
• Ability to handle stress
• Specific talents relative to your Production Management, Sales Skills and Time Management

Sales Training Coaching Tip:  95% of my clients do not know their top 5 talents as measured by this assessment instrument.

For sales teams be them management to customer service because everyone is in sales this data can be analyzed to show how the team can leverage the inherent talents  to improve sales results. Within this overall evaluation process including a 60-90 minute debrief, I have embedded a proven results achievement  process (think goal achievement)  to help you apply newly learned knowledge from this proven assessment.

Fourth, using your talents and uniting them with a proven developmental process (be it sales, management, customer service or executive leadership) you can begin to craft a solid plan of action reinforced with written goals.

Fifth, everyone is in sales. It is just some people get paid for selling while others do not. To increase sales requires you to build mutually beneficial relationships, to educate not sell potential customers and to be true to your own positive core values.

With over 30 years in sales, a Masters in Science from Purdue University, author of over 1,600 articles, weekly business columnist for Post-Tribune of Northwest Indiana, regular contributor to NBiz Magazine as well as to other regional business journals and the author of Be the Red Jacket in a Sea of Gray Suits, I believe in a no nonsense approach.

Additionally, I am affiliated with several organizations  and have created extensive strategic partnerships that allow me to:

• Create tailored solutions that meet your budgetary needs
• Work with your learning styles
• Integrate the most current effective learning and training research
• Make referrals when your problems are not in my areas of expertise

So if you are a forward thinking leader who is tired of the status quo and truly desires improved and sustainable results for your team, then I look forward to speaking with you.  Please feel free to call me at 219.759.5601 or you can visit my main website to learn more. Until we connect, please continue to have a life filled with incredible peace and abundance.

P.S. Comments are always welcomed pro or con. However, comments will be deleted ( will not edit any comments as this action in and by itself may create additional problems) if they show any signs of not being written by a real person (hint – leave a name that somewhat matches your email address), if they use inappropriate language or if the purpose is “bad mouthing” for only that reason.

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