Upcoming Events
Dec 15th, 2008
Winfree Executive Briefing (WEB) on the Web
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Dec 16th, 2008
Winfree Executive Briefing (WEB) for BAI on the web -- webinar
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Dec 17th, 2008
Executive Briefing via webinar/conference call for Signworld Owners
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Dec 19th, 2008
Discovery Day!
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Dec 19th, 2008
Winfree Introduction Network Luncheon - 3rd Friday
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Services : Sales Coaching/Mentoring Winfree Business Growth Advisors is committed to staying with our clients until they reach their goals for a fixed fee.
Results Guaranteed! Our tag line means that we believe in the rule that what CEOs buy are results.
So, what is a successful selling experience?
The Black Belt definition of a successful selling experience means one of the following events takes place:
1. You make your presentation and get the order.
2. You make your presentation and the prospect decides not to buy your product or service and you move on.
3. You disqualify the prospect as a potential user of your product or service at the present time. The prospect
commits to a future need. You and the prospect agree to the steps to be taken between now and then.
4. You disqualify the prospect as a potential user of your product or service early in the selling process, before
investing a lot of time.
The key is how did you get there? Getting to a Yes, a No or definite action for the future is a process. Without it, your
funnel stays cluttered, while you live in a world of hope.
SALES AND MARKETING PROGRAM
PHASE ONE: GOING TO MARKET
The Marketing Element: An overall plan for growing your share of the marketplace.
The Prospecting Element: An overall plan to identify and qualify prospects for your product or service.
PHASE TWO: BUILDING RELATIONSHIPS WITH PROSPECTS
The Relationship Element: Create an appropriate environment within which to do business.
The Agenda Element: The "control" element that makes the process predictable.
PHASE THREE: QUALIFYING THE PROSPECT
The Specification Element: Discover why prospects buy. What are their Compelling Reasons to buy?
The Commitment Element: Determine if the prospect is committed to the purchase
The Decision Making Element: Determine how the buying decision is made.
The Financial Planning Element: Determine if the prospect can commit the resources necessary to complete the sale.
PHASE FOUR: CLOSE THE PROSPECT
The Presentation Element: Bringing closure to the process.
The Ambush Element: Head off buyer's remorse.
PHASE FIVE: FOLLOW THROUGH WITH CLIENTS
The Implementation Element: Creating a smooth transition from sale to delivery.
The Customer Retention Element: Maintaining an ongoing relationship.
OWNER COACHING AND MENTORING
Results Guaranteed! Our tag line means that we believe in the rule that what CEOs buy are results.
So, what is a successful selling experience?
The Black Belt definition of a successful selling experience means one of the following events takes place:
1. You make your presentation and get the order.
2. You make your presentation and the prospect decides not to buy your product or service and you move on.
3. You disqualify the prospect as a potential user of your product or service at the present time. The prospect
commits to a future need. You and the prospect agree to the steps to be taken between now and then.
4. You disqualify the prospect as a potential user of your product or service early in the selling process, before
investing a lot of time.
The key is how did you get there? Getting to a Yes, a No or definite action for the future is a process. Without it, your
funnel stays cluttered, while you live in a world of hope.
SALES AND MARKETING PROGRAM
PHASE ONE: GOING TO MARKET
The Marketing Element: An overall plan for growing your share of the marketplace.
The Prospecting Element: An overall plan to identify and qualify prospects for your product or service.
PHASE TWO: BUILDING RELATIONSHIPS WITH PROSPECTS
The Relationship Element: Create an appropriate environment within which to do business.
The Agenda Element: The "control" element that makes the process predictable.
PHASE THREE: QUALIFYING THE PROSPECT
The Specification Element: Discover why prospects buy. What are their Compelling Reasons to buy?
The Commitment Element: Determine if the prospect is committed to the purchase
The Decision Making Element: Determine how the buying decision is made.
The Financial Planning Element: Determine if the prospect can commit the resources necessary to complete the sale.
PHASE FOUR: CLOSE THE PROSPECT
The Presentation Element: Bringing closure to the process.
The Ambush Element: Head off buyer's remorse.
PHASE FIVE: FOLLOW THROUGH WITH CLIENTS
The Implementation Element: Creating a smooth transition from sale to delivery.
The Customer Retention Element: Maintaining an ongoing relationship.
OWNER COACHING AND MENTORING
- Recruiting and Hiring - Identifying the best-fit candidate
- Management Roles - Changing your role as the owner, as your people grow
- Management Behaviors - Coaching your team towards mutual goals
- Staging Effective Sales Meetings - Creating an effective and constructive meeting
- Territory Management - Setting up the best plan
- Compensation for Sales People - Areas to consider before hiring
- Criteria for Performance Excellence - Core values and concepts (Baldridge National Quality Program)
- Valuing Small Businesses and Professional Practices - Methods and approaches
- Exit Strategies for the Privately Held Company - Impact on owner and business
- The Heart of Coaching - Enhancing performance through coaching
- The Heart of Leadership - The act of Stewardship
- The Four Keys to Marketing - Price, brand, packaging and relationship
- The Universal Language of DISC - Understanding yourself and others
- NLP at Work - Neuro Linguistic Programming
- Five Phases of Selling - The Winfree Selling System
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