My "Payback" Mission

My mission is to address a need that most every dealership has -- HELP IN THEIR SALES DEPARTMENT.. They need to have a COMPLETE MENU of customized sales training available. POS Sales Training provides a "Value Add" that most distributors, manufacturers, and trade groups do not have.

I am comfortable and eager to work with the sales departments. These are the people who normally sell the product, not the owners or sales managers.

I am also committed to helping salespeople, new, experienced, and the many who are currently underachieving to---

• better understand the human nature of the "FEAR OF REJECTION AND FAILURE.". Most people have it, therefore, many times not enough prospect calls are made to find new customers. I will share a lot of ideas that have worked for many salespeople.
• find prospects and learn to defer the "price questions and objections" until you professionally get them properly involved in the process of determining what their needs really are.
• simplify the "Closing Process." When the proper sales processes have been professionally done, price often becomes a non-issue.

My Process is CUSTOMIZED for the salespeople in the room that day!

I share good and bad sales traits I have learned from 1000’s of salespeople over the years. Some of the historically great ideas are the simplest and very easy to learn. I explain how to simplify every basic process and to establish the importance of understanding the human element of ourselves and our prospects.

I find out from each person attending, before they arrive, what sales area they specifically would like to work on. These are normally quite predictable. Then, while covering the regular categories of the sales training agenda, I can segue into those special areas. In order to address that particular group, there is a tremendous amount of spontaneity on my part as I answer questions of the group. NOBODY LEAVES UNTIL ALL THEIR QUESTIONS ARE ANSWERED FROM EITHER ME OR SOMEONE IN THE GROUP.

I get all of the attendees involved as quickly as possible, and I keep them involved. A lot of tremendous information is then shared from one person to another. Attendees loosen up and become very honest with some of their problems when they realize other salespeople share the same challenges and fears.