Have you ever heard your prospects say: "We love your products but we can't afford it?

Did you hear this too often during the last two weeks in the quarter from those prospects you were assured would close by then? Do the prospects that are evaluating your product right now understand the value of your offering to their company?

How confident are you that you'll meet this quarter revenue goals?

How many of your salespeople--even the best ones-- understand that value and are capable of communicating it convincingly to their prospects?

Do you want your prospects' quarter purchase decisions to be based on what your offering costs, or on what it is worth to their organization?

Could you close more business if...

When your salespeople engage with a prospect, they had the ability to ask questions that allowed them to measure the financial impact on the prospect's business of how they are currently operating?

And, after diagnosing that financial impact and extracting metrics, would it be beneficial if your sales staff could take that information and present it in the form of a professional cost benefit analysis?

If your sales people had these capabilities could they sell more effectively, eliminate delayed purchase decisions, and allow you to meet your quarterly revenue goals?

If they could, then call us at 415-229-9226 or email us at plavie@keyroad.com to evaluate how we can assist you bring these skills to your people.

If you want to experience first hand how we can assist you, then register for the New York Open workshop we are conducting June 15-18th. Register Here

McGraw Hill Best Seller Have you purchased and read the new McGraw Hill best seller: CustomerCentric Selling®, written by Michael Bosworth and John Holland. Click on the book icon to order it now and start reading about: How to integrate sales & marketing How to develop Sales Ready Messaging™ How to clone your top salespeople Geoffrey Moore Presentation "Only Got Time for the Pain - Marketing and Selling to Enterprises in a Downturn". Click here to download slides from a presentation recently given by Geoffrey Moore author of Crossing the Chasm and Inside the Tornado. Whether you are selling to enterprises whose business is down, or you are one of those companies, this information is pretty interesting. I was particularly intrigued by the following: Slides 8, 14, 18-23: All of these prescribe a consultation-based approach to selling and provide tactical examples on how to do this. Slides 9-10: These slides point out that in a downturn companies have no budget for anything new because there are "leaks" throughout their business. They stress the need to address each major leak. Slide 11: This highlights who sales people should call on when business is soft, i.e. executive-level buyers instead of technical/lower-level buyers. Slide 12: Given that the sales call is on the executive- level buyer, the sales person must be able to dialog about the customer's business and emphasize that the "leaks" will only get worse if action isn't taken. This presentation reminded me of the frustration I've experienced in my own career over the years. Spending would be cut, yet everyone knew that those "leaks" wouldn't go away so we frequently saw things go from bad to worse. That's a painful predicament to be in.

Pitch of the Month Are your sales people prepared to take advantage of the rebounding economy in 2004? Good sales people are now harder to find. Employment in your industry is up. Buying momentum is being created by necessity and years of minimal investment. So if you want your existing sales people to sell more effectively, overcome price resistance, build cost vs. benefit analysis, negotiate from a position of strength, eliminate unnecessary discounting, and expedite purchase decisions, time may have come to invest in training them in what our customers say is the most effective sales method they have encountered. Check these Testimonials and Success Stories We offer the following services: How to better use the telephone for success Organizational sales process definition Sales Ready Messaging™ Performance sales skills development workshops Sales advisory services Check out our service offering...

White Paper of the Month

Don't forget to check our newly published white paper:

"Managing the Prima Donna or How the Best Managers Handle Their Gifted - Yet Difficult - Superstars", courtesy of Benson Smith and Tony Rutigliano.

Good Selling,

Philippe Lavie
KeyRoad Enterprises™, a CustomerCentric Selling® Affiliate

For more information or to arrange for an onsite Executive Overview, contact Philippe Lavie via email at:
plavie@keyroad.com