Testimonials

"I just wanted to let you know how much I appreciated the visit from Doug. Not only did he give an excellent & highly motivational training, but he also went into the field with one of our reps and helped save an account."

 Thanks for all of your help.

Scott A.
West Region Market Manager
2030 East Flamingo Road - Suite 220

 

Las Vegas, NV 89119Doug, you gave one of the best presentations I've seen in some time, thank you for your support and new programs.

Mike S.

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Sales Tips

W.D. Baker & Associates can help

If your business should be growing, or growth has slowed and is not meeting your expectations.

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What is ESP?

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Effort-

You must put forth the effort to learn and diligently sell the customer that this time is mandatory. There are too many choices out there, and you must demand the time so you understand how your client makes money.  Unless you can really read minds everything else you recommend is a gamble, or you have reverted to selling on price (selling on price…the absolute way to lose against competitors).

It is the Effort you put into your ICR (interest creating remark) to establish the time to ask the questions, and the sincerity that you will only take 30 minutes of their time. You must gain this initial sale to get a larger sale. Small talk is great, but if the customer knows you are coming to learn of their business (sincerely), you can come in and get right to business…most of the time during discovery,  the customer will tell you what to prepare for on your next visit, or if what you have in your bag can come out (this is where you decide…can I sell the program in my bag now or should I re-prep a bigger program, a smaller program, a different ad, a different heading, add copy, illustrations, logo’s, wheel chair accessible logo, parking, Internet, etc.)

Skill-

Only comes with experience and lots of falling and picking yourself back up. Skill is finding the person that does it best, asking that person how they do it, role play with that person on your own time (Passion). Then rewarding that person with an update of how you’re doing. A great place to start is with your manager. Manager should be worth dollars to you. Observe them selling.

Passion-

Not only are the questions you ask important, but the way you ask them, and the passion in your voice convincing the customer they are the most important thing on your mind right now.. There is no one more important than that customer for 20 to 30 minutes. Passion shows you are there to talk of their business not yours! You all know someone that over flows in passion, the have a bounce in their step. Usually they smile much more than they frown. They wear a watch but look at the time differently. A client can feel the passion in the sale rep. Passion, you like what you do.