I partner with a variety of clients to help them sell more & be better leaders. Currently the general manager of the largest commercial security integrator in Florida.
I have 15+ years experience in direct business to business sales in complex sales environments with long sales cycles.
Experienced in assisting sales reps in determining what obstacles are preventing success. I work with my clients to determine a course of action they can take now in order to change outcomes quickly.
I have been leading high performing sales teams for more than 10 years. I have extensive experience in assisting new managers (either promoted within the sales team or hired to manage an existing team) with gaining respect and trust of the team. Also can assist with setting expectations, hiring/recruitment, successful on-boarding, training programs, on-going development programs, etc. Can assist you in developing training workshops and with how to deliver sales workshops. I will provide specific coaching around your objectives. 1-2 objectives typically take 20-30 minutes.
Making sure that you focus the conversation on the total earnings expected and paying out more on the commission side might entice someone to give it a shot. Then you will need to realistically look at how much they can make and be able to show them how they can get there.
Many college students want some experience to show potential employers after college and they are skilled enough to provide what you need - check that angle.
Focus on why they are asking. Ask them specifically what their concerns are - financial stability, response time, availability of your key people for their business, etc. Once you understand the why you can talk to how your company can address it - they really don't care how many people are there - there is another reason they are asking.
I really like DiSC - because understanding how someone thinks really helps me understand how they will fit into the team. I like to have a sales team that is diverse in skills and personalities so that we can match people with customers - this really allows me to better understand how they will react to the existing team and whether they have some traits that others do not.
Have your client create it! Have an outline of the types of costs/time it saves your client and have your client tell you the numbers while you are meeting with him/her. It is believable because your client created it - very powerful tool! Contact me if you want to learn the method
Maybe your 19 year old can figure out how to code? Maybe there is someone at their college that they can entice to join them for a portion of future profits/sales.
Let the kid learn how to start a business - it's good for them!
Many entrepreneurs start a business because of a passion around an idea, product, or service. They usually have great ideas and can connect that with a customer need or problem. I also see that many entrepreneurs are really good at that passion; but may lack some skills or understand of the "running the business" side of the equation.
An example would be if you want to open your own manufacturing business - have you ever worked in a manufacturing business? I highly recommend working in a business that is similar for at least a year so you learn what works well or what doesn't work well on another person's dime. This is especially true when working with high start-up costs or a very limited initial cash flow which cannot tolerate costly mistakes.
Go work for someone or a business you can learn from is my answer :)
What does your product do for the insurance company? What problem does it solve or what opportunity does it create?
What questions could you ask to determine if that particular insurance company had that problem or could gain that particular opportunity from your product.
Example - let's say you are selling expense tracking software and you are targeting an insurance company. Let's say that your current clients state that they save on average 30% of time in the accounting department on processing expense reports due to moving from a manual expense reporting system to your software. In this instance you would want to find insurance companies with a lot of people submitting expense reports manually - because your product has the greatest value for that target customer. You would then ask very early in the process how many expense reports they are processing in a given time and how they are submitting the reports today.
Who would it help; who would use your product/service; & who would pay for it at the insurance company? Those are the people you would talk to in order to sell your product. Then you would connect how it would help them in their current job or personally (like make them look good to their boss or give them more time with their kids).
Stephanie was exceptionally helpful. Highly recommended!
In my first year at Rauland-Borg Corporation of Florida, Stephanie was invaluable in educating me about the industry, its sales cycle, and our products. Stephanie possesses a combination of strong technical knowledge combined with sharply focused sales and marketing skills. She is an effective leader who is able to manage a geographically dispersed team and ensue that they teach their goals while providing the right solutions to meet the needs of both the client and the company.
Stephanie was instrumental in helping our company provide a tour of one of her Hospital facilities in Orlando for a group from a Hospital in Baton Rouge, LA.
Her help and assistance with this site visit while we attended the HIMSS show in Orlando, helped our efforts in securing a Nurse Call project worth over $1 million.
Stephanie exhibited professionalism and knowledge while our group toured one of her facilities. I would recommend Stephanie and Rauland Borg of Florida as a trusted and competent partner.
Sound & Communication Systems, Inc