I have numerous conversations with companies looking to hire me to train their sales reps.

As part of the selection process, many people ask for references, but here’s the thing;

I won’t share references until the RIGHT time

Sounds kind of dickish, right?

Perhaps, but stay with me.

Truth be told, I have stellar references, I mean who’s going to give someone a sh*tty reference?

I have nothing to hide, in fact, I’m one of the few people in my space who actually uses full names in the testimonials on my website but;

When it comes to references, you’re not getting them until we’re BOTH ready to make the decision, NOT at the fact finding stage.

Note: Did you notice how I said “We’re both ready to make the decision”? That’s a reminder to you that YOU also get to decide if your prospect is a good fit. Decisions work both ways.

So why won’t I provide references until we’re all ready to make a decision?

Because it’s disrespectful of my reference client’s time, to receive a bunch of calls from people who are just gathering facts, and who AREN’T ready to make a decision.

I’m not a fan of interrupting someone’s day until it’s absolutely necessary!

It’s also not a good use of the prospect’s time if they’re not at the decision stage and;

Quite selfishly, it’s not a good use of my time.

How would that be a poor use of my time when all I have to do is email you a word doc?

Because there’s more to it than that.

I’m going to reach out to my references first, and;

a)  Give them a courtesy call to let them know they’re getting a call.

b) Make sure it’s still OK.

Time out! And while my client might still love the work I’m doing for them, they might be at a point where they just don’t want to be bothered with these reference calls.

Note: (and feel free to say “duh”) This is why I have a master list of about 25 people who have agreed to serve as references. Otherwise, if I only have the standard three, those three are going to get sick of all the calls at some point.

I also think it sends a message to the reference if they’re always getting calls;

Am I this guy’s only reference?

Probably not the best impression to make on your client, no?

One more thing . . .

Like anything else in sales (and in life) it’s all in how you communicate the message.

Communicate it the right way, and you not only respect everyone’s time, you;

Gently set barriers and meet conditions with a few subtle conditions of your own.

Sales is a two way street, a “courtship” of equals.

Call me crazy, but it’s that type of courtship that typically leads to a much better marriage!

Finally!

A Fully Personalized Sales Course Based On YOUR Needs!

On the surface, it might seem like all sales reps face similar challenges and opportunities but;

There are nuances that are unique based on industry, personalities, level of experience, needs, etc.

And then there’s this . . .

Because most sales training is either delivered in a group, or as a download, there is very little one to one interaction and personalized feedback, worse yet;

There’s no one there to answer the rep’s questions, bounce ideas off of, or offer specific guidance between sessions.

Kind of sucks, no?

That’s why I created a very different type of sales training program where you and I work together, one on one, to achieve your sales goals.

How does it work?

We’ll start with my Sales X-Ray™ process where we take a deep dive into your strengths, challenges, opportunities as well as the qualities you want to develop.

From there, we’ll have a customized, one on one, session for 45 minutes every two weeks.

We’ll begin each session with accountability as you update me on the action items from our previous session.

After the update, you’ll have a choice between a customized training session, working through a current opportunity/challenge, or all of the above if time allows.

At the end of the session, we’ll create an action plan that will be applied between that session and the next.

Between sessions

You and I will stay in touch as you update me on your progress.

You’ll have unlimited access to my on-demand training library of courses and webinars.

You’ll be given email and LinkedIn templates, proven subject lines, phone and voicemail scripts, suggested needs analysis questions, and reinforcement PDFs as we go along.

And yes, there’s going to homework so if that doesn’t sit well with you, now would be a splendid time to stop reading!

This next feature really kicks ass!

I’m going to be your personal help desk and will be at your disposal (via email) to offer guidance as needed. For example, need someone to review that email before you send it out? I got you covered. Not sure how to respond to something? I got your back. Someone roughing you up at the local bar, call me and I’ll smack the sh*t out of them. Not really, but I felt like a tough guy writing that!

What’s included?

(1) 45 minute Sales X-Ray™ session plus self assessment form.

(12) Customized 45 minute training sessions that will be conducted over a 6 month period.

Unlimited access to my on-demand training library

Help desk support (via email) between sessions

Email and LinkedIn templates, proven subject lines, phone and voicemail scripts, suggested needs analysis questions, and reinforcement PDFs as we go along.

What’s the investment?

$2200

What’s the next step?

If we’re going to work together we need to be compatible so the next step ISN’T a credit card payment, it’s a FREE 15-20 minute call to get to know each other.

All you have to do is email me paul@yoursalesplaybook.com or call (631) 455-2455 to schedule a quick call.