Right 2 Win Communications Updates

  • Gary Kieper, President

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    Right 2 Win Strategy Updates!

    Telesales Training

    Filed under:Telesales Training— Tags: — Gary@ 3:49 pm

    Coming Soon




    Cold Call Sales Training

    Filed under:Cold Call Sales Training— Tags: — Gary@ 3:48 pm

    Cold Call Sales Training

    Most people cold call because they are trying to increase new business sales.  New business is the lifeblood of most successful companies.  While the country is still in a recession, most companies are living off their existing clients and are struggling to find new ones so the need to cold call and cold call sales training becomes increasingly important.  The problem with living off of existing clients is that as the recession lingers, companies are spending less and less trying to reduce expenses as much as possible.  They delay purchases and are tightening their belts waiting for the economy to recover.

    I believe that the true cold call, that is the act of stopping in and asking to see the person in charge or the person that influences the decision maker, is about as tough as it gets.  First off, the sales professional is assuming the person he is asking for has the time to see them.  Secondly, and more importantly, they are assuming the person has a need to meet with them.  This is a terrible assumption that typically leaves the sales professional feeling rejected, embarrassed and increases his inner sense of failure.

    One of the most common objections I am hearing in the field is that companies are just not spending money.  Sales professionals all across the country are hearing the same thing.  Call me in the summer or fall or winter or at some other point in the future.  The reason they are hearing this is partly because they are cold calling clients instead of building relationships that solve problems (see consultative sales training).  Why is it that some clients I work with have actually seen an increase in new business while their competition is starving?  Quite simply it is because we have taught them how to change and adapt to the present times.

    Many of my clients, before going through my sales training program, cold called in this manner the majority of the time.  And while they have all gotten sales from this type of activity, they all agree that it does not produce consistent results and it typically leaves them working with the wrong level of decision maker.  If they look at their most profitable clients, they see that they are most often working with a much higher level of decision maker that started from an activity other than that of a traditional cold call.

    Once completing the Right 2 Win sales training courses, my clients reduce this type of cold calling almost completely.  There is still the occasional need for it, but it is rare and is used as a last resort when all other activities to that prospect produce little to no results.

    I teach a sales training program that takes cold calling to a new level for most companies.  We combine the power of your database along with a truly repeatable sales program that is both consistent and measureable.

    To learn more about the Right 2 Win cold call sales training program, contact Gary Kieper by calling 815-218-8114 or emailing him direct at gkieper@right2wincom.com.




    Sales Training Prospecting

    Filed under:Sales Training Prospecting— Tags: — Gary@ 3:47 pm

    Coming Soon




    Motivational Sales Training

    Filed under:Motivational Sales Training— Tags: — Gary@ 3:46 pm

    Motivational Sales Training

    What really is the definition of motivational sales training? The definition of the word motivate is to give somebody incentive; to give somebody a reason or incentive to do something. That would mean that motivational sales training would be to give somebody incentive or reason to do something after sales training. How long is it supposed to last? I mean, after the “motivational sales training” is over, is the motivation to sell supposed to last forever? I guess in an ideal world, it should last forever, but I live in reality and know that there is rarely such a thing as motivating someone to do something forever.

    Dr. Robert Anthony says “all one can do, hopefully, is to inspire one to change their Awareness.

    It is important for you to have a clear understanding of what motivation is. Motivation describes your attitude when you would rather do one thing more than another at a particular time.

    EVERYONE IS ALWAYS MOTIVATED. Whether you are actively seeking success in a certain field or are just plain lazy and prefer to sit in a chair, you are motivated. If you didn’t want to sit around and do nothing, you would do something else, and that would become your motivation.

    In essence, no one can be motivated. Everyone is self-motivated. Keep this in mind: YOU WILL ALWAYS DO WHAT YOU WOULD RATHER DO THAN NOT DO. This generates your particular motivation.”

    Don’t get me wrong, I read motivational books and listen to motivation tapes almost every day. Motivation is essential to accomplishing goals, but it is self-motivation, meaning I look to motivate myself and do it on a regular basis.

    I prefer to think of motivational sales training as inspiring a sales professional to become an expert in their field and to have a strong desire to improve their life and the lives of others.

    I really like the proverb, “Give a man a fish and you feed him for a day. Teach a man to fish and you feed him for a lifetime.” I think there should be a sales proverb that states, “Motivate a sales professional and you motivate him for a day. Teach and inspire a sales professional and you will inspire him for a lifetime.”

    In the Right 2 Win sales training program, I do motivate sales teams, however, my main goal is to teach and inspire them to reach new heights in sales and the relationship building process. I also instruct them how to set and reach attainable goals. I teach them to look at prospecting differently, at the sales process as a journey, not an event. Through my sales training sessions, I teach a program that emphasizes long term relationship building techniques that are measurable, repeatable and gives the sales professional a systematic way to go out and get new business. Those are changes that can last forever!

    If you are looking to improve your sales teams numbers and would like to discuss motivational sales training, contact Gary Kieper by calling 815.218.8114 or emailing direct at gkieper@right2wincom.com and find out why many consider Right 2 Win Communications sales training program to be the solution to long term sales success.




    Consultative Sales Training

    Filed under:Consultative Sales Training— Tags: — Gary@ 3:46 pm

    Consultative Sales Training

    Are you searching for a sales trainer? More specifically, are you looking for consultative sales training? Someone who can teach your sales team how to build better relationships with your clients for longer lasting sales solutions that are more profitable for your company. If so, I  might just be the sales trainer you are searching for.

    To be effective at consultative selling, one must resist the urge to talk about themselves and what products they offer or how they beat their competition. While this sounds easy, most sales professionals are more like order takers in that they do a great job when someone tells them what they want, but have a very difficult time offering them long term solutions to their problems. Most sales professionals have an idea of exactly what they are going to sell before they ever meet the client for the first time. They typically aren’t prepared to ask questions and learn about the prospects needs. They have a pre-designed sales presentation that is supposed to walk the prospect from beginning to end with a few pauses inserted to get prospect “approval“. We’ve all seen a “sales presentation” where the presenter asked open ended questions after highlighting a feature and/or benefit that their company offers..example, “Well as you can see we charge 10% less than one of our competitors and you would like to save money, wouldn’t you? Sure this is a technique, but come on…no one wants to be sold in this manner. There are too many professionals out there that provide solutions, not pitches.

    In consultative selling, we teach our clients how to ask questions, learn about the prospects problems, we discuss the issues that are preventing them from being more productive or, in a nutshell, what keeps them up at night. Only then do true professionals offer solutions that meet the prospects needs. When this process is done correctly, there are fewer objections to overcome and price is almost always a non-factor.

    For example, a Right 2 Win client that sells forklifts was recently told the company they were calling on had frozen all budgets and that no new capital expenses were going to be approved until the following year. Because they were dealing with a high level decision maker, the client was able to ask questions and learn some critical data about the prospect. They learned how much fuel their existing trucks were burning on a daily basis and the how much money was being spent every year repairing brake and transmission failures. After learning about the company and how this particular prospect used its forklift fleet, my client introduced a forklift that burned 75% less fuel and that had no brakes or transmission which eliminated thousands of dollars each year in repairs. Needless to say, they made a very healthy sale (in excess of $50,000) and since that date, the prospect has bought several more trucks from them. All of this happened because the client built a relationship from asking questions about the prospects problems and provided a solution that made sense. Just imagine what this would have looked like had the client started the conversation with how good they are or how long they have been in business.

    I have been teaching and coaching sales professionals for almost 20 years. In a recent survey of attendees at one of my How to Win New Business seminars, 95% of respondents said that they found me to be Extremely Knowledgeable in Transactional vs. Consultative Selling.

    Prospects don’t care about you or your company. They care if and how you can help them and they’ll never know if you can help if all you do is talk about yourself and the products and/or services you sell.

    If you’d like to discuss consultative sales training in more detail, contact Gary Kieper at 815-218-8114 or send email to gkieper@right2wincom.com.  For a free company assessment of your “Right 2 Win” statements, click here.




    Right 2 Win Communications, Inc. helps Giovanni’s Restaurant & Convention Center bring in new business

    Filed under:Consultative Sales Training— Gary@ 9:16 pm

    R2WC, Inc. has been working with Joe Castrogiovanni and his team at Giovanni’s Restaurant & Convention Center to help them bring in new business.




    Red Hot Tip: Call Reluctance

    Filed under:Sales Tip of the Week— Gary@ 2:15 pm

    re-luc-tance, noun, definitions:

    (a) – loath; unwillingness to do something contrary to your custom; “a reluctant smile”; “loath to admit a mistake”

    (b) – disinclined to become involved; “they were usually reluctant to socialize”; “reluctant to help”

    Quite possibly the biggest sales killer of them all. It is almost impossible to make a sale if you struggle with making the initial (or follow up) call. There are a couple of really good methods to avoid call reluctance. The first is really pretty simple and effective. MAKE THE FIRST CALL. Once you pick up the phone or send that first email, everything starts to fall in place. Another effective method is to make it simple. Set a small goal to get you started. Instead of looking at all of the work that needs to be accomplished, break it down into several smaller buckets. Focus on getting one done and then the next. Before you know it, you’ve gotten all of your calls in and better yet, you feel great about the work your’ve accomplished.

    Good Luck and happy selling!




    Red Hot Tip: Daily Goal Setting

    Filed under:Sales Tip of the Week— Gary@ 2:06 pm

    Set a daily goal and stick to it.  Write it down and do whatever it takes to reach it. Most of the time, sales people don’t take the time to set daily goals. They are busy with day-to-day activities, but oftentimes overlook the big picture. The key to the daily goal is that is must be written down and you have to do it before the end of the day. I guarantee that if you wite down realistic goals on a daily basis and don’t leave for the day until they are completed, your productivity will increase and so will your sales.

    Try it, and as always, your feedback is grealty appreciated.

    If you have a topic you'd like to see featured here, please send email to r2wc@right2wincom.com