cfs special programs
Consultative selling is not a new trend or buzz word—it is the essence of selling.
In addition to one-on-one consultation with business owners, Customer Focused Success offers a wide array of standard and custom seminars and presentations to help you and your management and sales teams increase their capacity for success. CFS owner Steve Bowles also is available for speaking engagements with civic organizations, business groups and others who want a fresh new way to look at success with a healthy dose of reality.
| Seminars: | Presentations: |
| Mind the Gap: Instead of trying to find out why a customer would say “yes,” to your sales offer, look the other direction and ask, “why would customers say no?” By digging deeper into the reasons why customers reject your offer, you might discover a clearer path to getting them to say “yes.” | Sales is an action not a result: Learn more about the CFS approach to consultative selling: sales is not a “result” you “get” from your clients; it’s not about “making your numbers” each quarter. True, lasting sales success is an “action” that you deliver for your clients that leads to your clients giving more business to you. |
Run to the Sound of the Gun: In sales as in life, you can’t win by staying on the sidelines. Learn new concepts in how to confront your sales challenges head on. Whether you’re facing price discounts, low margins, strong competitors, an economic downturn or any other challenge, the best sales people always “run to the sound of the gun” and get into the fight. |
How to hire and retain sales people: Believe it or not, good sales people are motivated by more than money! Learn how to create a winning environment at your company that will make you an employer of choice for top sales talent. |
| Work-Life Balance for Sales People: That is not a typo – it actually is possible for even the busiest sales people to achieve a reasonable work-life balance! Learn tips and advice on how to balance the competing demands of family, travel, and work – while still having some “me” time! | Price is only an issue in the absence of value*: What is your value? Is this just what you believe, or does your customer believe this as well? Don’t get drawn into a conversation with customers about price; instead focus on value. If people value your product highly enough, you’ll be surprised by how much they are willing to pay. *Coined by Michelle Esposito |
Sales talent is not a commodity: Even with a bad job market, you should never expect to build a great sales team on the cheap. In an ever more competitive world, with higher pressure on prices and lower barriers to competition, investing in your sales team is one of the best decisions that any business leader can make. |
