“Gary is a promising young man. He has good looks, personality, and he is likable. Our company has a good product but his numbers just aren’t where we need them to be” The CEO told me over the phone. “He is our worst performing sales rep and if he doesn’t bring his numbers up, we are going to cut him loose and we really don’t want to do that”.
A week later, I met Gary and the CEO over lunch. Gary was everything he was made out to be. It was hard to pinpoint why Gary was having trouble until I heard him talk.
Gary and I spent 3 sessions together determining his message, finding visual aids and improving his delivery techniques. He learned how to create a presentation that was meaningful to the audience; he learned to have a conversation that made the other person want to know more.
Other sales reps in the company noticed the change in Gary. His confidence was stronger, he was quieter, he smiled more, but mostly they watched his sales figures grow. Over the next several months, every other sales rep requested to work with me. The CEO was beaming as his sales were through the roof. Gary, his once bottom performer, was now his second highest performer with a sales increase of 600%. (yes, those are real numbers). He was giving a good chase to the number one performer and competition among the sales team was friendly, but very fierce. New incentives were offered and everyone was working on improving their presentations.
This company has a good product: literally a no-brainer to qualified customers: It provides a higher level of service at a lower cost. The solution was to help sales reps speak a language the customers could understand. They knew their product, believed it was good, but needed help conveying this in a manner the clients could understand.
iSpeakEASY can help you. Our custom workshops help you present your story in a manner that makes the client understand why they want (or even need) what you are offering.
Call (415 342-7106) or email to discuss how we can help your company grow.