I often feel like a White Collar Sales or Management Wolf..
I get called into sales training, Sales Management, business situations, and often asked to:
- Clean this s…t up
- Fix it..
- Get me out of trouble
- Help me get more leads
- Help us convert more proposals into closed deals
- Help us present this Pitch so we win the deal..
- Help get this team working well again..
Just yesterday I spent a morning with 3 highly experienced White Collar professionals who have a great product and service, great track record helping manufacturing and production companies make and save millions of dollars.
The White Collar Sales Training Problem – they have no leads or deals in their Revenue Pipeline.
When I started to drill down and diagnose their problems further I found:
- No effective CRM
- No regular contact with past clients
- No regular contact with prospective clients
- Marketing material that spoke all about THEM and very little about the CLIENTS or BENEFITS to the clients
- Terrible Pitching and Closing sequence or system
- No HUNTER mindset or HUNTER systems..
- Time Management and KPI system all over the place..
It was fantastic..
Fantastic because it meant the UpSIDE of my Coaching and Systems was going to be outrageously good..
At the end of the session I said ‘I feel like that Harvey Keitel character in Pulp Fiction.
(The fact is I’ll be back there in 2 weeks to coach them on their progress and stick with them to help them implement the solutions… Lesson: Accountability, Follow UP and Support are the keys to Rewiring the Neural Pathways of the Sales Circuitry..
The other fact is – they will make an extra $200,000 MINIMUM next year as a result of what I get them to do… Then they will make another $400,000 extra the following year… ‘Exponential Wolf Effect’ I should call it….)
..AND THAT WAS BEFORE I HAD LUNCH
In the afternoon I met with another client who had almost the exact same list of problems..
He too needed THE WHITE COLLAR SALES WOLF to help clean up…
Why would you hire the Wolf?
Answer: To Clean Up and Fix up stuff you can’t clean up and fix up yourself…
If you could clean it up and fix it up yourself you would already have done it..
Newtons 2nd Law – the body remains at rest or continues along the same path unless an external force is applied.
You will keep doing what you’ve always done unless an external force is introduced into your system…
If you want different Revenue Results..
If you want different Innovation Results..
If you want different White Collar Work Environment results….
(and I don’t mean the Wolf of Wall Street….. )
WATCH OUT FOR THE SEAGULL SALES TRAINING CONSULTANT SILVER BULLET STRATEGY
I was talking to a friend on the phone today who said she was working with a company where the bosses were yelling, screaming, unilateral decision making, non training or supportive, high staff turnover tyrants..
She said ‘they need your help…’
I said ‘no thanks…. I don’t need the extra head aches..’
I continued, ‘if they’re not coachable, its not even worth talking to them…’
She said ‘one of the bosses went to the 3 day Anthony Robbins seminar and has come back all fired up…’
Seagull = flies around making a lot of noise and dumping on people then moves on…
One Boss going to a once off 3 Day Anthony Robbins event is hardly a strategic change management effort..
Culture Change and Performance Improvement is not a one day or even 3 day event for one person.
It’s a 2 to 4 year process that involved EVERYONE in the company – particularly the Leadership Team and Particularly the MD or CEO.
If the Chief of the Tribe is not involved and seen to be involved and leading by example, you can send as many people as you like to Anthony Robbins, AIM, University Extension Courses or even me, and it won’t work….
As a 30 veteran as a White Collar Change Wolf, either get serious and follow the rules that work, or don’t even bother picking up the phone..
CLICK HERE TO SEE THE PULP FICTION WOLF IN ACTION
CLICK HERE TO SEE THE WHITE COLLAR SALES WOLF IN ACTION
WOW! The Impact of the Sales Wolf Tools we provide..
NEXT REVUP DAY – MARCH 2014 – PERTH