Sales people today are dealing with a more sophisticated and knowledgeable client base. Not only do they need to understand the client well enough to sell, but they must also turn their client into a powerful center of influence for them. Many sales people work too hard! They’re working hard at the wrong end of the sales spectrum. Changing how the sales person works is a change in attitude. Sales people must become an advocate for their clients by:
• A commitment to their objective
• Doing what is important over what is urgent
• Using a system that works…every time…all the time
• Making prospecting work
• Selling “why it’s important to the customer”
• Letting your client buy!
Steve A Klein has spent the last 30 years practicing the art of selling. As a result, he developed this method to help salespeople remove the psychological shield that keeps the prospect from buying. This workshop covers Attitudes, Tracking Activity, a Nine-Step Sales Process and Change.
• Why “Scorekeeping” is a sales requirement for success!
• The nine sales steps to high income!
• Why those nine steps are imperative to develop life-long clients!
• How not to “run red lights” with your prospects and clients!
• How to get your prospect to pull down their “shield!”
• How to close the “gap” between where your prospect is now and where you’d like them to be!
• Why there are nine sales within every sale!
• Why you need to “own” your prospect’s problems!
• How to “Change” yourself and others!
There’s more, like how to:
• Earn four times the money in one-fourth the time
• Develop a sales plan for success
• Negotiates a sale rather than close one
• Receive up to 400 referrals each month
• Track yourself for sales success
• Develop a follow-up system guaranteed to produce results
Targeted Age Group:
The book is divided into four including a section on Attitude. In addition, there are fifty sub-sections with action steps directly related to the topic to apply immediately in order to change.
What Advice Would You Give Aspiring Writers?
Write every day. I wrote the book while traveling and wrote one page daily. After four months, I had the beginning of a book!
Showing individuals and corporations how to achieve success comes from practicing what he preaches. Steve A Klein became a seven-time #1 salesperson nationally and an International Sales Leader by taking care of his clients. After being fired from his first job, Steve began to understand the psychology of what it takes to succeed.
Steve speaks and trains internationally about the psychology of Success, Sales, Leadership, Communication and Customer Service. He’s a former Radio Journalist, has been interviewed by Newspapers and Magazines, has been a guest on both Radio and TV, and he has produced televised Leadership training. Steve is also the author of “Sell When You See the Whites of Their Eyes!” He’s CEO of the Professional Development Center and host of PlayMakers Talk Show on Dallas Fort Worth 570 KLIF .
Steve graduated from Northern Illinois University with a Bachelor of Arts in the fields of speech communication and broadcast journalism. He worked for ten years in radio and television, both on-air and behind the camera. He took an indirect step into sales and soon realized that the selling profession was his passion. Steve began his own company in 1980 and working with one organization achieved top sales status seven years in a row. As a manager, his firm was number one in an international organization of over 2000.
Steve conducts high-energy, high-impact sessions designed to engage participants with tools to take away and use immediately. He has performed extensive training for such companies as Southwest Airlines, the United States Marine Corps, Chrysler, Ericsson, Nissan, Ford, Southwestern Bell, Pepsi and the Dallas Morning News. His training focuses on such key issues as Leadership, Coaching, Attitude Development, Team Building, Sales Management, Sales Training, Customer Service, Self (time)-Management, Communication Skills, and Cultural and Behavior Change. He has been a part of numerous satellite television broadcasts and expanded his operations through audio and video, allowing small and medium-sized companies, as well as Fortune 500 and Fortune 1000 companies, to implement his techniques.
A former volunteer for Adopt-a-School, Steve is an advocate for instructing our schools how to motivate students. He has given his time, working closely with teachers and administrators, to teach leadership, time management, communication and teamwork skills. He has also given back to his profession by working with and serving as the president of the Sales & Marketing Executives of Dallas.
Learn more about Steve and his services at PDCchange.com
The need for salespeople to develop more effective relations with their clients and prospects.