Answering your Questions, have one – email me directly at kschwartz@springboardbizdev.com
Are you a Sales Training Organization?
No, we don’t do training. In fact, I may piss off a few people by saying this but I believe for the most part the tactics taught in sales training organizations don’t work today. I do believe they have a purpose – mostly for commodity or high volume sales organizations. I can see a value there. However when you are selling a service based on building and maintaining strong relationships tactics are the fastest way to lose business. We’ve all been through these programs and we can spot the strategies from a mile away. Do you know how bad I screw with someone who is “mirroring” me? I spend the entire time focused on my next move and I don’t even hear what they are saying.
Your sales cycle is a fallacy. You need to know where your buyer is in the process and ensure they have the right information necessary to move forward but you can’t make them move forward you can only encourage. If you’re looking for a “trainer” I know a number who are excellent at what they do, they get results and they focus on the buyer, your internal processes, your people and not tactics. I’d be happy to make an intro.
