|
|
|
What Do People Say ... About RxSales?
|
|
|
|
AECS CONSULTANTS
Jerry White
Partner, White Consulting
Cedar Hill, Texas |
|
|
|
Our organizational development company is now in its fifteenth
year. When we worked with any number of areas in a company, we
focused on how they worked with customers. Over time, we
realized that we lacked a piece that addressed sales skills
development. It was a hole that we wanted to fill.
In recent years, we looked at a lot of sales programs – and were
approached by many. They were quite generic, and lacked the
depth and strength we were looking for. We felt that they
wouldn’t have staying power in the marketplace. Then I began to
talk with Rex (Fithian) about RxSales. I had known him for many
years and respected both his skills and his passion. I wasn’t
surprised that, in digging deeper into RxSales, we found a
program and people that were very high quality.
Just about every other sales program we looked at told people
how to sell instead of how to work with clients to achieve a
true solution. The focus was “Get The Sale.” We walked away from
them because we did not believe they worked. The big difference
with RxSales was its consultative sales philosophy – you walk
into a client relationship and help the prospective client to
self-discover what the real problems and solutions are. This
approach makes a sales professional feel good about him or
herself, even if we walk away because we don’t have what the
client is looking for.
I had high expectations when I entered the accreditation
process. It exceeded my expectations. I found that it was a
significant investment in focus, time, and energy - not just for
myself, but an incredibly strong investment on the part of the
RxSales leadership team – Linda and Rex. This was as intense a
preparation program as I have ever experienced. Instead of
giving us the customary bare minimum with high hopes that we
could deliver it, the RxSales team worked with us until we
became knowledgeable and qualified in sales performance
consulting. They required mastery.
It has already filled a void in the offerings that we have as a
company. In filling that void, we are so much more able to find
and serve clients that we could not otherwise. I anticipate we
will grow our business in the area of sales consulting, and the
revenue stream is going to be quite significant for us.
I look at what I have learned (in the RxSales accreditation
process) in terms of my own selling skills – what I was taught
through the years – and I see the things that I was doing wrong.
I thought these things were gospel truth! Now I am erasing those
from my memory bank and implementing the things I learned in the
client-centered process to become a far better sales
professional myself. I just wish I had found it years ago.
|
|
|
|
|
|
