Welcome to Perfomance Development Strategies.



We partner with our clients to help them determine where they want to go and what results they want to achieve.  Then we help you develop the action plan to make it happen.  We help our clients develop and manage strategic, cultural, and structural changes within their organizations. By working together, we can provide personalized processes and support materials that help turn goals into reality. We help organizations align their plan, people, and systems in order to gain a competitive edge.
We facilitate and coordinate programs to develop your company's human capital, focusing on attitude development, human relations, skill development, and goal setting.

 

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Customer Service and Customer Loyalty


The mastery of customer service can mean the difference between success and failure. The corporate trend of raising customer service is a business necessity. Customers are more willing to forgive a product failure than a service failure by a ratio of 5 to 1. If customer retention is important, then improving customer service must be the tactic. Unfortunately in many companies, the customer has become a low priority. When people are not treated according to their expectation, they will take their business elsewhere. What’s more, they relay their bad experience to ten or more other people. The question then becomes not whether to improve your companies service standard, but how?

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What is
coaching? Is it right for you?

Have you ever felt like you are navigating through your professional life alone? If you are like most executives and small business owners the answer is yes. In a corporation, the higher up the ladder you go the harder it is to find someone to discuss dreams, goals, actions, and success strategy. This is also true of the small business owner. Having a coach is like having a needed connection that cannot be made with others. For example:

Your spouse may listen but the dynamics of marriage relationship may cloud perspective and objectivity.

Your friends want to be helpful but they don’t have the training to identify real issues and they don’t have the time commitment.

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Performance and Development Strategies Blog is the informational place to get timely and purposeful articles on the issues that concern you most.

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RELATIONSHIPS FIRST SALES SECOND

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How do you see sales? Sometimes we think of the skillful of hard driving individual who “closes” a client. This is not today’s sales. And here is another fact. We are all in sales no matter what our job because we seek, at some time or another, to influence others. We need to build relationships firsts.

Here are 7 ideas that will open your current sales thinking and help you become more effective in your selling activities:

1. Don’t use a sales pitch but instead start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer. Start with an opening conversational phrase that focuses on a specific problem that your product or service solves

2. Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to “close the sale” or “get the appointment.” If you simply focus your conversation on problems that you can help potential clients solve, and if you don’t jump the gun by trying to move the sales process forward, you will find that potential clients will bring you into their buying process.

3. When you lose a sale, it’s usually right at the beginning of the sales process.

When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of “salesperson.” This makes it almost impossible for them to relate to you from a position of trust. And if trust isn’t established at the outset, honest communication about the problems they’re trying to solve and how you might be able to help them, becomes impossible too.

4. Sales pressure is the only cause of rejection. Rejection should never happen.

To eliminate rejection, simply shift your mind-set so that you give up the hidden agenda of hoping to make a sale. Instead, everything you say and do should stem from the basic mind-set that you are there to help potential clients.

5. Never chase a potential client—you’ll only trigger more sales pressure.

Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6. When a potential client offers objections, uncover the truth behind them.

Rather than trying to counter objections, you can uncover the truth by replying, “That’s not a problem”—no matter what clients are “objecting” to—and then using gentle, dignified language that invites them to reveal the truth about their situation.

7. Never defend yourself or what you have to offer—it only creates more sales pressure.

When a potential client says, “Why should I choose you over your competition?” your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy.

Rather than defending yourself, try suggesting that you aren’t going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems—without ever trying to persuade. Let potential clients feel that they can choose you without feeling “sold.”

Sales

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.

Are you ready to take a more natural selling approach?

Contact us to learn more

or call 914-953-4458.

Tagged in: Sales

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Guest Thursday, 25 April 2019

Testimonial


Grant has worked with us at MAS to provide expert strategic planning knowledge and direction, effective goal setting and team development. I highly recommend his services to anyone who is looking to grow, organize or even redefine their business growth goals. Marshall that he had the greatest sales increase in 2012 30%

December 6, 2012, ~ Lisa Schmid and Marshall Marinace

 


 

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