The Profit Program

First a quick but very important announcement.  I am changing my format after a year of in-depth material and a great group of loyal listeners.  It’s been a year, and each week I’ve put out new content, building on the proven principles taught in my sales training programs, mentor program, and strategy sessions…but everyone needs a change sometime.  Going forward, I will continue to deliver meaningful content via podcasts; however, with less frequency and at no charge.  I will be using my blog (accessed through my website at www.stelzl.us) to announce these on a monthly basis, so stay tuned!

As a final program to this subscription series, I have put together some important information on when to use certain messaging tools I’ve provided over the past several months.  Tune in this week where you’ll hear more on my programming format, what you should do as a current listener, as well as tips on using the right message at the right time.

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The 5 Point Value Proposition has been a cornerstone of my training program for years. This concludes my 9 part series on delivering the value proposition. Make sure you catch all 9 parts, starting with an initial introduction through to a meaningful meeting where you identify the needs of the client and set the stage for the services you will provide.

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Don’t make the mistake of thinking security is like insurance.  Many deals are lost when security products are treated like additional insurance that is not necessarily required…in just 10 minutes  I will show you how to turn security into something every manager and business owner wants…listen this week to part 8 of the value proposition.

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Bill Whitley recently published a powerful book on the Art of Attraction and the Use of customer attraction stories http://www.amazon.com/Attracter-Engager-Rainmaker-Bill-Whitley/dp/0981819907/ref=sr_1_1?ie=UTF8&s=books&qid=1250715366&sr=8-1 - (Which I recommend reading).  In this book he gives us some simple guidelines on how to build an effective customer attraction story, which is the perfect follow-up to last week’s positioning question.  I’ve personnally worked with Bill on my attraction story, and so this week I explain what it is, show you how my story is told, and provide some tips on putting yours into practice! Don’t miss this week’s program on attracting higher level prospects.

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How many times have you been asked, “What do you do?”  Its a common question yet most people give an answer that immediately ends the conversation.  Learn to leverage these types of questions.  In addition, I will share with you a secret that will get people asking you for your elevator pitch so you don’t have to force it on them.  Tune in today and find out how you can start meeting people higher up the management chain.

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Don’t use your elevator pitch!  I know your marketing department has spent hours on it, and perhaps your managers are pushing you to learn it, but please listen to the next three podcasts before actually using it.  This may be the difference between winning a deal or never being invited back by senior management.  You only get one chance with the buyers.

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Are you the “Trusted Advisor”?  It should be clear that everyone of your competitors thinks they are the trusted advisor, so who really is?  This is why I hate the term - it’s meaningless in today’s selling environment.  An the more incompetent sales people call on your accounts, the worse it’s going to get.  They are creating a bad name for sales people.  In this short podcast I will give you the secret to sounding credible and establishing trust among C-Level buyers. Listen and rise above the average product slinging rep!

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Getting meetings with executives may not be that hard, but how often are you referred back to the IT department at the end of the meeting?  Most sales training books encourage you to speak with decision makers, while most sales leads focus on IT.  And most sales efforts happen primarily at the IT level…is this a problem?  If the sales books are right, is it even possible to keep that executive relationship.  Find out four things executives are interested in, learn why most sales efforts are relegated to IT, and learn what you can do to turn your sales efforts into asset focused sales efforts!

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Are you stuck at the influencer level - dealing with people who want something specific, yet you know from experience it’s not the best approach?  This happens all the time.  Technical people supporting an organization are trying to build the right thing, communication with executive managers is not what it should be, and you are stuck in the middle, trying to equip the influencers to sell the solution up the ladder.  Find out what is happening behind the scenes from someone who used to work in IT.

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What does it mean?  I hear this all the time, “Your value proposition”.  Few sales people can articulate a sound value proposition when under pressure.  Learn the 5 defining aspects of a true “Value Proposition” and test yours against them.  If yours is great - keep it, if not, we’ll show you have to make it great in the coming weeks.

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