Winning new business is like a dance between BUYER and SELLER. You’ve been asked for an estimate, a quote or a proposal and the dance begins.
You give your valuable time and effort speaking to the buyer in order to understand their needs, requirements, problems, or opportunities. Maybe you even visit their site to evaluate their situation and gather all the information you need to put together your solution and pricing. Now that you’ve handed over your proposal packed with all that valuable knowledge and expertise you’ve developed over the years, you find yourself in the wait and see phase as the buyer needs the time to "think it over." They stop returning your follow-up calls while they use your information to justify a decision they had already made or worse, they’ve taken all your valuable knowledge, expertise and advice packed into your quote and used it to educate the competition who ends up taking the business.
If you find yourself or your team generating estimates, quotes or proposals that fail to produce business, then you’re being left on the dance floor having fallen victim to "unpaid consulting."
Join us for this highly interactive session and take away proven techniques you can immediately put in place to take control of the dance, raise your close rate, and eliminate all the time and effort being put into quoting business you won’t get.
As a professional sales performance consultant, trainer and coach for over 25 years, Terry has dedicated himself to the growth and development of consultative sales people, sales managers and their results. Over half that time he lived and worked in Chicago running Holden Corporation, an international sales training company working with sales organizations at EDS, Bell Canada, IBM, XEROX, HP, Sprint, Unisys, Ernst & Young and others.
Since the early 2000's Terry and his global Sandler Training team have become recognized as the resource of choice for companies and individuals who are serious about pushing the comfort zone taking their sales results beyond current limits. Independent research has shown that Sandler clients have a 70% performance advantage over their counterparts.
His diagnostic driven approach ensures that the revenue velocity plan for each client addresses the real, underlying and often hidden impediments to sales yield improvement.
Terry lives in Ottawa and enjoys pushing his own comfort zone not only in business but also on the motorsports track at Circuit Mt. Tremblant, Canadian Tire Motorsport Park (Mosport) and as a high-performance driving instructor at Calabogie Motorsports Park.