Our first “Sailing to Sales Success” Seminar conducted in September, in partnership with The Varallo Group, received rave reviews!  To Court Reporting Industry firms who weren’t able to attend, our next seminar is in Baltimore November 13-15.  Call (508) 983-1470 for more information, and to sign-up!

September attendees’ comments include the following:

“Thank you so much for everything!  It was such a pleasure to be a part of the Sailing to Sales Success seminar.  The entire experience was beyond anything I could have imagined.”

“Thanks for all the great sales tips! I left with lots of goals for my business!”

“It was a very informative and welcoming atmosphere.  The content was great.”

“Great people.  Great Information”

“Many thanks for putting on this program! You should be sorry if you missed it!”

Now more than ever the requirement of marketing your firm, or individual skills, is a key component of day-to-day business; so the ability to sell your services in a way that is conducive to buyers in your industry is an absolute necessity!   This training will help you drive success!

Our clients tell us:  “You’ve given me the confidence I need to build my business.”  and “A dynamic session.  I wish I had this training earlier in my career!”

So join us!  We’re in Newport, RI September 25-27 and Baltimore, MD November 13-15.

Want more info? — Call us at 508.983.1470.

Just Announced!  PMD Sales Training & Consulting President Peter Dennis will be presenting at the National Court Reporters Association National Convention & Expo in San Francisco on August 3rd.  Peter will be sharing strategies on developing, refining and executing a unique sales messaging approach to get results!

Peter Dennis is an entrepreneurial sales strategist and business development trainer. His firm works with companies of all sizes to improve their selling processes, and manage and mentor sales professionals to meet and exceed their goals.  His book “The Golden 120 Seconds of Every Sales Call” outlines the elements critical to making a sale happen and building lifetime customer relationships.

Met with a sales professional the other day who had a service offering he wanted to discuss. The meeting was scheduled for 10am.

At 9:59am I completed the project I was working on in order to be fully engaged for what this guy wanted to say. At 10am I was expecting to hear that he had arrived in the offices and we’d be meeting in the conference room; but that didn’t happen.

At 10:12am, we got a call in the office that he was “running late” and would be there shortly.

At 10:21am, he arrived in the office.

The service he provides that we had planned to discuss requires that he demo aspects of the offering on his computer. Trouble was that he had forgotten it. Business Card, nope, didn’t have any of those either.

Late to the meeting : Strike One.  No Computer: Strike Two.    No Business Cards: Strike Three.  Yeeeerrrr Out!

Jump Start This Church! is a collaboration between sales expert Peter G. Dennis and effective church leader Reverend Jane A. Willan.   The book embraces church growth from a new perspective.  It is a book that will trigger dialogue and effect action.  Not just another book on church growth written from inside the walls of the church by a discouraged member of the clergy; rather it is a collaboration of secular and religion from outside as well as in.   Look for additional pre-release information coming soon!

The experience of submitting a proposal to a prospect can sometimes be nerve racking – and downright disappointing when they tell you “No.”

But the wonderful aspect of professional selling is that might just be the beginning of the sales cycle. Early in my consultancy my proposal to an absolutely wonderful prospect I really wanted to work with, was rejected. The rejection came in the form of an email citing as the primary reason for the lack of interest that they did not have the budget to be able to afford what I was offering. I tried to contact and reconnect to learn more and try to “turn them around.”

Remember, you can’t sell successfully every time – after all sometimes the prospect really isn’t right for you; but for the right prospect (meaning you know they would be wonderful to work with) you need to persevere.

In this case I let a few weeks go by and then reengaged the prospect with an email letting them know about a speaking engagement I was making at a business dinner in a town about 20 minutes away from their location. I expected the email would probably go unacknowledged, but there was a certain level of satisfaction in just sending them the email and knowing I wasn’t asking them for anything; but rather offering something to them – at no charge – that could be beneficial.
To my initial surprise, the email was acknowledged; and acknowledged with an acceptance of the invitation to attend the dinner. To make a long story short, six months later the company had spent ten times the amount of my original proposal – The original “No” turned into a “Yes” ten times over! So, remember, the next time that great prospect tells you “No,” it may just be the beginning of a journey to a successful Yes!”

Was working with a sales professional the other day who was sharing with me her frustration over spending too long with a client who concluded the sales meeting by telling her he would “pass the information on to the people who make decisions on matters of this nature.”

I am convinced after almost 28 years in the sales arena that there are “buyers” out there who have no qualms about meeting with sales pros even though they have no authority to make the decision to buy. Obviously this speaks to inefficiency in many areas of the prospects’ organization – and with this person’s position — but that’s for another blog on another day.

Peter-seminar-1Rather than ending up wasting your precious selling time; confirm early in the vetting process that your prospect contact is the right person to speak to – that he or she has the authorization to make the buying decision and the authorization to make the financial decision. By asking that question earlier rather than later you’ll be saving yourself a lot of angst and frustration.

Early in my career I received some great advice on managing a team of recruiters and service providers on-site at one of our clients that I haven’t forgotten to this day:  My manager said “The sales doesn’t end when you sign the contract, it’s an on-going process with your client every single day”. 

As front line sales professionals fight hard to earn new business each and every day in almost every industry, it shouldn’t be a shock to know that your competition is targeting your current clients in their new business development plans as well.  The key to client retention – and keeping the competition at bay — is certainly rooted in providing a great product or service, however, the other critical piece is the importance of a regular reminder of the value you bring to your client, which can be done through formal reviews or even daily interaction.  Without the presence of consistent value selling with current customers, the risk is exposing your clients to think about your value statement on their own when the competition calls.

We recommend that each client-facing representative (both sales team members and non sales team members) have a “Golden 120 value proposition” and use it consistently in their client or prospect interactions.  Sales development and trajectory goes well beyond securing new business.  By focusing on great service to current clients while reinforcing the ‘Why You?” of why they chose you in the first place gives them a clear, concise rebuttal when your competition comes knocking on their door.

As sales professionals, we are often listening for key words or phrases from our prospects – reading between the lines as we listen to our clients to determine their interest and motivation.  However, I often wonder if we are so busy looking for the almost invisible indicators witth verbal or written communication that we miss the bold blinking billboard displayed in their non-verbal communication.  For example, I recently sat in on a meeting with a prospect – the principal of the project being discussed took two phone calls and actually stepped out of the room during our presentation.  During a lunch meeting with another client – the prospect was actually e-mailing on his blackberry during our conversation.  Upon retrospect – those non-verbal queues are red flags but at the time, I don’t recall really giving them much thought. “It’s just how our culture works”, I thought, “they have important business decisions that that just cannot be ignored even during a meeting”.  However, in reality, there is validity to prioritizing prospects that prioritize you.  If you’re giving your full attention, preparation and respect – and your prospect isn’t – then simply place that prospect accordingly in your sales pipeline, and rather prioritize prospective clients that show the verbal and non-verbal engagement that will lead to a strong collaborative relationship moving forward.