Today's post is by Bob Urichuck, speaker, trainer, founder of the Buyer-Focused Velocity Selling System, and best-selling author of Velocity Selling: How to Attract, Engage & Empower Buyers to BUY and Motivate Your Team in 30 Days.
Let me share the biggest target challenge I faced and met in my 50-plus years in sales and 20 years as a sales trainer.
Several years ago in Dubai, I met with a CEO of a major land-development company, who wanted my help to get back on target. It was late September. The company’s year-end target (December) was US $5.7 billion. Current sales were at $2.4 billion – not even 50 percent of target.
I asked the CEO what was expected from me. The reply was “to conduct a day or two of training to get the sales team back on target.”
“Why don’t you just give me $25,000, and we’ll call it quits,” I said.
The CEO did not understand.
I explained how he would be wasting his money; a day or two of training will not change anything. To change attitudes, behaviors, and competencies, sales training has to be continuous or an ongoing process with management coaching.
I stayed to conduct two days of training on the condition that he follow up with the participants in the following two weeks, as they needed to decide on whether or not to continue the sales training. If the feedback was positive and they wanted to continue, I would provide him with a draft proposal for an annual, ongoing sales-training program.
Two weeks later, he requested a proposal that became a 30- to 50-day agreement with some very rewarding terms (a story on how to engage buyers on price and terms that I’ll reserve for another time).
In November, I was invited back to Dubai, and I committed to working with this company on a 30- to 50-day annual plan to train the sales teams on the Buyer-Focused Velocity Selling System and create a winning sales culture within the organization.
The challenge: I had fewer than 60 days to help this team more than double $2.6 billion in sales to $5.7 billion.
I learned that a “large sale” was considered selling an entire floor of a building.
Early in week two, I sat down with the CEO and suggested selling buildings instead of floors. His immediate response was that it would be impossible – a word I like hearing, as it motivates me to prove people wrong, for I believe nothing is impossible.
Six buildings were quickly identified and priced, and six reps were selected. Together, we analyzed the database and identified all high-end buyers, matching buyers to sales reps by country, language, and other criteria.
Each sales rep also became an expert in one building, and a strong team with clear direction was created. At the end of the second week, I left the company to implement its plan while being an email or telephone call away.
In fewer than six weeks, before year’s end, the team exceeded the sales target of $5.7 billion. The rest was history!
I facilitated it, and they did it! That is what bottom-line results are all about.