Meet the eXpert.   

As part of the GrowthANSWERS Live Learning Events, the Sunrise Series is a monthly Executive2Executive opportunity to learn, apply and grow responsibly. 

Date:  June 18, 2008

Place: The Georgian Club

Time:  7:00-9:00AM

Cost: $25 (includes buffet breakfast)

Agenda:
7:00-7:30 Breakfast
7:30- 9:00 Meet the eXpert program

Mark Walker, President
JM Walker Group

"You Can't Teach People to Sell by teaching People to Sell"

This timeless little book was written by Ron Willingham in 2005 based on 40 years of his experiences working with sales executives, managers and people. I completely agree with Ron.

The old 80/20 rule is alive in the sales profession. In most organizations, 80% of the sales are made by 20% of the sales people. Yet 100% of them have many things in common:

• They were taught the same product knowledge
• They went to the same sales skills classes
• They are accountable for the same activity management process
• They use the same collateral materials.

There are several problems with the typical organization's sales approach.

• Most of the "sales training" is really product training.
• Other sales training provided is
  • A motivational event, not a real learning process,
    
  • Focuses on techniques and strategies like, "The top 100 closes," or "Five nail downs guaranteed to get results."
• Sales people are "critiqued" and criticized rather than mentored and taught.
  

In this presentation you will learn:

• What causes a sales person's success,
• The significance of personal alignment or congruence,
  
• How success traits in sales people are released, not taught,
  
• How a selling process or program can resonate with sales peoples' values,
  
• Three important steps to effective sales person coaching

The first seven people to register for this program will receive a free copy of Willingham's classic book, You Can't Teach People to Sell by Teaching People to Sell.

About GrowthANSWERS:  Operating as a membership of business development specialists, each member provides a finite service to the business community. Together, GrowthANSWERS provides infinite growth solutions delivered cohesively by a common framework.  One source, multiple resources, one contact for the answers you need to build a sustainable growth enterprise:    www.growthanswers.com or 770-552-6028.

Business Strategy    ◙    Tactical Marketing   ◙   Sales Execution