Details

Sell Up in a Down Economy is a comprehensive training program designed to provide you with the skills, habits and strategies that will drive sales growth during tough economic times. This is not just a motivational program urging you to make more sales calls, and it is not just a collection to rehashed selling tips. This program features the stories of real people who are truly making it happen - and outlines their specific plans and actions to drive sales growth.

The skills, techniques and strategies presented in Sell Up in a Down Economy are proven to drive sales growth, even under the toughest market conditions. A broad range of businesses have benefited from this program. Here are just a few examples.

Manufacturing

A housing hardware manufacturer in the Midwest was facing a convergence of challenges:

• The decline in new construction meant that demand for their products was shrinking.

• Cheaper imports from China were entering the market.

• Some of their competitors were dropping prices dramatically, in a desperate bid to gain new business.

An intense training program helped their salespeople develop new skills and apply new strategies to combat these issues. The ultimate result was an increase in current account retention. profit margins and new account growth.

The bottom line for me is that I learned specific things that I could apply in the real world right away.

          —Manufacturer's Rep

Business Services

A national temporary staffing company was under intense financial pressure because of the contracting economy. Their business customers were reducing spending on outsourced staff, and competition from smaller regional agencies was increasing.

More than 500 salespeople and sales managers completed the program, and the results were impressive:

• Current account retention went from an 8% decline to 100% retention.

• New account growth increased by 28%

• Sales volume shifted from a 3% quarterly decline to an 8% annual growth.

• Profit margins increased by 4%.

I was ready to give up and move on to something else, because I was sure there was no way to be successful selling in my industry. This program changed all that, and probably saved my career.

          —Sales Representative

Pharmaceutical Sales

A pharmaceutical company was facing pressure from competitors offering similar products. Their sales force was demanding price reductions, claiming this was the only way to achieve volume targets. At mid-year, the company was projecting that they would miss their annual sales target by 30%. After a 2-day workshop followed by several months of coaching and reinforcement, a significant shift occurred:

• 94% of salespeople met their sales quota (up from 63%)

• Pricing was stabilized

• Profit margins increased enough to achieve 97% of their annual sales target. (up from a projected 70% at mid year)

These results were significant enough for the company that they instated an annual "refresher" training program to reinforce the skills and strategies of the Sell Up in a Down Economy program.

For me the best part of the program was the prospecting approach. Doctors are busy people, and I have finally learned a specific method that gets the doors opened for me, rather than have them slammed in my face.

          —Pharmaceutical Rep

Retail Technology Sales

A national retail technology chain was experiencing reduced floor traffic in their mall locations and lower sales per customer, along with a number of new competitors entering the market with "me too" products. After completing this program and working for several months to apply the strategies, the results were significant:

• The marketing approach was revised and enhanced, driving an increase in floor traffic.

• Closing rates increased by more than 20%.

• Profits and market share stabilized, and one "me too" competitor was driven out of the market.

This program helped me to step into the shoes of my customers and sell in a way that is aligned with the tough realities of their world right now. We are all facing difficult times, but I learned that I can still achieve aggressive sales goals.

          —Technology Sales Rep

Client organizations include:

• CitiGroup

• Disney Interactive Studios

• Nissan USA

• Truth Hardware

• Watkins

• Centers for Disease Control

• Novartis

• Inkine Pharmaceuticals

• Jostens

• Century 21

• Mary Kay Cosmetics

• GE Healthcare

• Spherion

• Starbucks

• GOJO Industries

• Apple

• CSI Technologies

• Imation

• Dell

• Nordstrom

• Dayton Hudson

• Royal Caribbean Cruise Lines

• Trim Life

• Radisson Hotels

• Met Life

• Federal Home Loan Bank

• Huntington Hospital

• Hart to Hart Ambulance