"> : GREG ON: Coaching Professionals on How to Sell - Greg Bennett

Can You Teach Professionals How to Sell If They’re Not “Born Salespeople”?  YES!

“Every professional knows that even though they may not have “sales” in their title, they must learn how to develop new business if they want to succeed and become a firm leader, partner, or owner of their own company one day. Unfortunately, most professionals aren’t comfortable with sales. They’re more introverted and tend to see sales as something only a few of the more “outgoing types” can do.   If they do seek to improve, they’re usually turned off by the typical high-pressure, motivation-based sales training used to sell other products like insurance, advertising, etc.”  Greg Bennett

Now There’s a Solution!

We’ve worked extensively with what we call “Non-Sales Types” — professionals like management consultants, CPA’s, financial planners, lawyers, engineers, and more — on how they can effectively sell work without feeling sleazy, or too “salesy”. 

(Here’s some material from our promotional materials for professionals)

It’s All About Effective Strategies, Systems, Activity, and Accountability

in 2006 Greg Bennett, President, The Growth Coach DenverTech, wrote a book called “Consultative Closing” (published by the American Management Association)  which details his unique, more psychological approach to selling.  The book was an immediate hit with professionals and soon Bennett began working with small, medium, and large firms to introduce the concepts and help professionals adapt them to day-to-day use.

Strategies: Bennett’s strategies are focused more on learning how people think and act when they’re in the buyer and seller roles, and then how to influence the buyer’s decision-making processes and close (while building relationships at the same time).

Systems: Bennett began putting these strategies into effective sales systems and processes for creating consistent outcomes.   Professionals tend to appreciate repeatable systems that create reliable results.

Activity: Once he introduced the strategies and systems, Bennett realized that success or failure still boiled down to a lack of consistent activity. Not enough activity = not enough sales. This lack of activity is caused by a variety of reasons, some are self-inflicted, like lack of planning, lack of time maximization, lack of training, etc. But it also comes from the fact that most professionals are engaged in selling on a less-than-full time basis (they’re staffed at a client, or busy doing their “day-to-day work”). Bennett helps by working on time-maximization, planning, and discipline.

Accountability: When it comes to business development activity, lack of accountability within a professional services firm is very common. “We don’t have quotas, we just ask everyone to do what they can”…”We don’t really have anyone in a sales manager role”… “We are colleagues and have known each other for years, accountability is awkward, people get defensive”. Bennett works with firms and individuals to develop accountability structures, and in select cases, will work with the firm as an outsourced sales manager/leader/coach .

 

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720-370-6424

About

The Growth Coach Denver Tech is proud to bring this proven coaching model to business owners in one of the most affluent counties in America. As certified business coaches, we’re committed to helping you discover better ways to manage your business and life by guiding you through our unique, on-going Strategic Mindset® business coaching process. Our goal is to help people and businesses find their “why”. We understand both the unique opportunity to start and run a business in the Denver Tech area, and the challenges of raising family and maintaining a reasonable life balance in our community.

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Denver, CO

720-370-6424


Send Email:

gbennett@thegrowthcoach.com

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