Author Jeffrey A. Koser Releases Ten Step Sales Process to Help Sell Above the Financial Noise
Co-founder of Selling to Zebras, LLC, and the co-author of the award winning book "Selling to Zebras", releases valuable tips for organizations to keep sales people engaged, productive and feeling successful--even now!
Hartland, WI (PRWEB) November 16, 2008 -- Co-founder of Selling to Zebras, LLC, and the co-author of the award winning book "Selling to Zebras", releases valuable tips for organizations to keep sales people engaged, productive and feeling successful--even now!
According to Deborah Solomon in her Thursday, November 13, 2008 Wall Street Journal article titled Bailout's Next Phase: Consumers--Paulson Quits Plan to Buy Bad Assets; Focus on Credit Cards, Car and Student Loans, "The Dow Jones Industrial Average fell 411.30 Wednesday… some investors attribute some of the decline to Treasury's switch, as the bailout's widening focus underscores the depth of the economy's problems…"
Amy Feldman in her November 12, 2008 www.BusinessWeek.com article 401(k)s: Employer Contributions Get the Ax Desperate to cut costs, more and more companies are eliminating their matching contributions to employee 401(k) plans, wrote; "The psychological impact of these cuts may be almost as damaging as the financial harm. Coming at a time when many Americans are struggling to save for retirement and face shrunken stock portfolios, the cutbacks make the goal of a secure retirement even more elusive."
Joe Bel Bruno and Sara Lepro, AP Business Writer in their November 14, 2008 www.USAToday.com article Wall Street ends turbulent week sharply lower, wrote; "Wall Street ended a turbulent week with another astonishing show of volatility Friday, with stocks plunging, recovering and then plunging again as investors absorbed another wave of downbeat economic news."
How are sales forces going to sell above the financial fear and noise that is proliferating print and web news everywhere? How is sales management going to inspire their sales people and drive revenue?
Author Jeffrey A. Koser says, "It's especially important, when times are tough, for sales managers and sale people to sell value - so that prospects clearly know what they can expect before they allow you through their door."
Koser offers this ten step sales process to sales managers to ensure their sales people stay focused and productive despite the economic uncertainty:
| | - Start with perfect prospects. These should prospects that we call Zebras--prospects where you have provided unique, quantifiable value in the past. Be sure, as part of the Zebra creation process that you speak with "Power" in your existing customers to find out the Power-level issues that your product or service solves for them and the resulting value created.
- Research each prospect to find evidence they have the same business issues.
- Contact Power and confirm they have the issues you solve as well as a desire to solve them.
- Schedule your first appointment with Power. Position the value you would create by solving these same issues. Value claims must be backed by actual customer success that is repeatable.
- Ask Power to partner with you. Partnering involves identification of process owners they would trust to verify your value claim.
- Verify your value claim with Power's people and co-author a presentation back to Power.
- Present a proposal back to Power that includes everything needed to virtually guarantee they will achieve the desired results.
- Close the business and immediately schedule a "force success" meeting.
- Conduct a "force success" meeting every 90 days to ensure the project is on target to fulfill the promises Power made that got the project approved.
- Identify your next perfect prospect and repeat steps 1-9.
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The book, Selling to Zebras is being talked about as "...book may be most valuable to CEO's and General Managers whose companies' performance relies so heavily the ability of their sales organizations' ability to close deals," said Kenneth C. McMillan, CEO, TEC Chair, and Vistage member (www.vistage.com).
"Jeff and Chad Koser wrote a book that I consider one of the best sales books I have read in the last decade. What made this book interesting was their methodology and process for identifying a company's best prospects. They developed a very scientific analytical model that can be used by any company," said Marc Kramer, Wharton School of Management.
About Jeff Koser and Selling to Zebras, LLC:
Jeff is the founder of Selling to Zebras, LLC (www.SellingtoZebras.com), a sales tools and consulting firm established in 1999 that works with CEOs, top executives, and sales forces of both large and small organizations including: American Express, Kronos, Smart Choice MRI, StarCite, Inc, VAI International and Worksoft. Jeff and his family live in Hartland, Wisconsin. Koser is the former Chief Operating Officers of Baan USA, Inc's Supply Chain Software Division. Koser is also a member of TEC 60.
Contact information: Jeff can be reached at mobile phone (414) 659-1494, http://www.sellingtozebras.com, http://www.sellingtozebras.blogspot.com.
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