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What Do People Say ... About RxSales?
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AECS CONSULTANTS
Mike Schloettler
President, Sales Sense Pty Ltd
Sydney, NSW, Australia |
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When I first heard about RxSales, my initial attraction was that
here was a complete package … something I had never managed to
develop for myself. I had been speaking professionally since
1991, and I worked in sales for many years prior to that. I had
developed a lot of material. But each time I sat down with a
client, together we went through their needs and then I had to
design something specifically for them.
When I saw RxSales, I realized that it was complete – all the
different and essential aspects of sales performance consulting
were there. I no longer had to re-invent the wheel. I also
needed it because, up until this time, if a prospective client
asked if I could help them with a complete sales performance
program I would have said, “No, that’s too big a job. Pick an
aspect, and we’ll work on it.” But here it was, complete with an
online component, which I could never develop myself.
Philosophically, RxSales was compatible with my thinking and my
approach. It is dedicated to relationship selling. It and I come
from the same direction in that I want to help clients see their
pain clearly so that they move to correct it.
It also had a sense of immediacy that I liked too. It began with
an excellent diagnostic that I did not have and often needed. I could sit down with a prospective client and say, “We
have a way to find out exactly what your sales team needs.”
Prior to that, I would sit down and ask sales managers what
aspect of the sales process they believed their sales team
needed help with. All too often, they didn’t know.
One of the most important reasons for my selection of RxSales
were the endorsements that I found here in Australia. When you
are as far from the American market as we are down here, you do
look to other people that you consider to be reputable - people
whom you respect. And RxSales had some of the best endorsements
I’d ever seen – people that I know and trust standing up for it.
When these people say, “It’s right,” it is.
The Accreditation process was awesome. You assume that this
learning process will just be a way to get back in and review
all the areas about sales. What you might underestimate is the
depth of the material. I found that before, I was working at the
edges. This education gave me a full understanding of the
consultative sales process. It also allows room for a
consultant’s own style, background, and stories – to make it
your own. It was the best experience I’d had in my own sales
development in years.
The immediate impact of my relationship with RxSales was the
high quality materials (marketing resources). I am a great
presenter, and I have a strong sales background. But my
weakness, in front of a client, would have to be the graphics –
that is, presentation materials. Most sales consultants have to
go out and pay someone to produce their materials, and then it
is piece meal. I had some good components, but they did not
compare to the RxSales materials. The addition of these
marketing and business development resources to my presentation
skills and my contacts was impressive. I was instantly viewed as
somebody with more credibility than I had before, and I gained
access to audiences that I know wouldn’t have happened with my
old materials.
I see continued growth because of the relationship I have with
both the RxSales product and people. I have always prided myself
in my ability to continue to work with clients once the
relationship is established. But now I see all that is possible
in maintaining long term relationships with clients using the
RxSales system – hiring, developing, and retaining productive
sales staff.
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