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What Do People Say ... About RxSales?
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RXSALES PROJECT PARTICIPANTS
George Connolly
President, Securian
Financial Services
Saint Paul, Minnesota |
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When I was in sales, I had the good fortune to be part of an
RxSales®. program in my
company. The initial assessment showed me that I had to approach
the tactics of selling with a different conception of money and
making money. One of the things that RxSales®.
did for me was to make sure I was clear around my desire to make
money. Just as important for me was my output. I learned that I
was an unpaid consultant - one who gives away knowledge and
solutions. This was the real driving thing for me. I looked at
my selling style in light of this revelation. It was true. I was
so desirous of adding value to the prospective client, that I
had lost sight of the fact that my duty was to frame questions
that would help the client and me figure out if we were going to
work together. I needed to “Get a Yes, Get a No, Move On.”
I think the “price of admission” in business is the ability to
frame questions that lead to getting a decision, whether it is a
yes or a no. In any profession, it is an essential part of
selling yourself – whether you’re in a corporate or a sales
role. Learning this one thing transformed my career.
My production tripled and, accordingly, my income tripled.
That’s a really good result for all concerned. Also, my
opportunities improved – I was suddenly exposed to bigger
clients, bigger opportunities because I was better. I could
concentrate time on a fewer number of things with more upside.
And finally, I was doing all of that in fewer hours. To triple
your income in a year and do that by working fewer hours is a
heavenly experience!
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