Garden City, NY (PRWEB) March 17, 2010
Peter J. Fasulo is a man who knows how to teach. That is his job. He travels around the country, for over 40 weeks a year, schooling salespeople on how to sell and sales managers on how to manage. And he's even written a book on the subject, entitled "The 3 Ps To Sales Success". The Ps stand for Preparation, Professionalism and Positive Attitude and these techniques can make the difference between the definite sale and the almost-sale.
Fasulo has accomplished a great deal with his company, PJF Sales Training (one of the country's leading sales and sales management training companies) in the last 5 years, but he is especially proud to be invited back as the main speaker at Bright House Networks' Annual Kickoff Sales Meeting in Orlando this January. He's been asked back for the second year in a row and this time, was asked to speak for both full days of the seminar. Obviously he wowed them last year.
On the first day, he'll teach the 200 plus sales professionals the art of "getting in the door." This teaches salespeople how to get past all the screening that some companies put up and make the sale.
Statistics have been done (by Comcast and AFLAC, among others) showing that after their salespeople attended this seminar, sales went up anywhere from a healthy 17% to a whopping 52%! Good reason to choose Fasulo as their go-to guy.
Fasulo teaches many things; chiefly, that if your product or service is not cheaper, you better have a differentiating factor that sets you apart. More importantly, you'd better sell that factor. This is because many people are stuck on price. It's the salesman's job to prove that whatever they're selling is worth it. It's all about value.
As Fasulo puts it, "A Camry is more expensive than a Dodge Neon or a Yugo, but consumers feel that the dependability, great gas mileage, whatever it is, are worth it. People have deemed that the overall value is what's important."
On the second day of the seminar, Fasulo will meet with the inside sales team and teach them the 7 Steps to the Sale. These steps are: Preparation, Introduction, Handling Objections, Discovery, Presentation and Closing. He also teaches "After Close". This is about setting expectations for your customers and putting them at ease, letting them know the steps to be taken after the sale is made. Clear Channel Radio and Comcast have done studies illustrating that after this course is completed, their sales have increased by 17-45%.
Why does Fasulo do it? One reason is that he simply likes to see the look on people's faces after he conducts a seminar and to feel the impact he has made. "I like to help people," relates Fasulo. "I see sales reps who are really struggling, going through trial and error, hoping, hoping, hoping. Then a guy like me comes in and gives them ideas that make a difference. I can see the change in their faces."
Why is he better than anyone else doing this? Maybe most importantly, because he's been a part of the same industry (cable and telecommunications) for many years. "They trust me because I've been there…I've worked for Sprint, MCI, AT&T and Cablevision. Other speakers haven't walked in their shoes like I have. That makes a huge difference."
PJF Sales Training is coming up on five years in business and Fasulo has found the transition seamless. When he worked in the communications and cable industries, there were no official trainers, so they turned to Fasulo. He trained salespeople and managers at AT&T, Sprint and Cablevision. But then he realized it was time to strike out on his own. He founded PJF Sales Training and has experienced great success.
Fasulo loves the energy and excitement of being onstage and the spontaneity of traveling across the country. He enjoys teaching his seminars and meeting face to face with people who tell him he's made a difference. Fasulo and his profession seem a perfect match: a man who loves to teach, helping people who love to learn.
For more information on PJF Sales Training or to order "The 3 Ps To Sales Success", go to pjftraining.com or call 1-888-523-2442.