None to report this month. We still recommend you visit our Resources section on our website. You may find a read you haven't come across yet.

AtStaff, an enterprise software company, enables healthcare organizations reduce costs, increase profitability, enhance staff recruitment and retention, and improve patient safety by delivering Web-based staff scheduling and staffing automation business process improvement and software solutions.

Results achieved: (i) better qualifications of prospects early in the sales cycle allowing resources and sales people time to be spent on higher close rate probability accounts; (ii) More control of the buying process with clearly defined events; (iii) Improved forecasting with newly implemented opportunity grading system; (iv) Significant increase in prospecting call volume resulting in 25% increase in new active funnel accounts.

Check out our newest white paper titled:

HOW do you develop a SOLUTION with your prospect?

Decide which of the following people loves you the most: your spouse, your mother, or a significant other. Then, the next time you see her, tell her within a few minutes: "You need to do this. You also need to do that. And finally, you need to do this third thing". To ensure you really drive the point home, make sure to point your finger at her when telling her what she really needs to do. I wonder how long it will take before (s)he tells you what YOU need to do, and I am sure it will not be in such polite language.

What I find fascinating, is that this is the most common behavior I have seen with sales people when talking to their prospects. Let me see if you can relate. How often have you heard a sales rep say: "You need to have a look at my product". If the person that loves you the most won't take this kind of talk, why do you think your prospect who knows very little if anything about you would?

There are two classes of sales people...

Heard of the latest buzz about "loading the lips of sales people" to enable them to diagnose a prospect's situation before they prescribe a solution? Get an insight into Sales Ready Messaging® by reading this best seller: CustomerCentric Selling®, written by Michael Bosworth and John Holland.

If you want to determine if the CCS® methodology is right for your organization, experience it by participating in a CCS® Public Workshop. Click here to see the CCS® schedule of public workshops. When registering, please indicate "KeyRoad" as the referring party.

To minimize the number of emails you are receiving from us and our related affiliations, you can now access the CCS® newsletters directly from here. There is no need for you to subscribe to the CCS® newsletter. We will make sure to keep you up-to- date every month.

We are open for business. We welcome the opportunity to learn more about your operations to determine if any of our services can help you achieve your sales goals. Let us know if you want to learn more about:

• Cold Calling Training: How to better use the telephone for success
• Pipeline grading system development aligned with your prospect's buying cycle
• Sales tools development for each stages of the sales cycle using the Sales Ready Messaging® process to help sales people be more effective and successful
• Organizational sales training
• Sales advisory and coaching services

We welcome your feedback and comments. Please send them to info@keyroad.com. We look forward to hearing from you.

Good selling,

Philippe Lavie
KeyRoad Enterprises™, a CustomerCentric Selling® Affiliate