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NO MORE COLD
CALLING™
J. Paul Training Inc. will work with you to align all systems in your
sales organization to support the referral-selling process. Here is an
overview of Joanne Black's breakthrough System:
Step 1: Benchmark
J. Paul Training Inc. will work with you to assess your current sales
climate, outline your sales process, determine metrics for success, and
set referral-selling targets. As part of our sales strategy consulting,
we will discuss your transition strategy and determine what it takes to
get from where you are now to where you want to go.
You will need the buy-in and sponsorship of key people in your company.
Success in referral marketing requires setting priorities and driving
accountability.
Step 2: Create Experts
The next step is sales training to build the skills of your sales team
to ask for and get qualified leads through referrals. J. Paul Training
Inc. represents No More Cold Calling™ in Canada. Participants
will:
- Develop sales messages that set them apart from the
competition
- Create a profile of their Ideal Customer
- Identify multiple sources of referrals
- Learn a step-by-step process to ask for referrals
- Build a plan to attract and retain their best and
most profitable customers
Step 3: Implement
Your organization is now ready to change the way it conducts business.
We will work intensively with managers and executives on accountability
plans, skill reinforcement, managing the transition to referral
selling, and executing sales strategies that support a referral-selling
organization.
Managers will attend a half-day session to:
- Understand the transition process and why transitions
often fail.
- Be clear about the manager's role and what messages
to communicate.
- Create an action plan to support the transition to
referral selling.
- Define group and individual metrics to support
referral selling.
Step 4: Assure Quality
The only way to achieve immediate results is to consistently reinforce
referral-marketing skills, behaviors, and the referral process. We
provide coaching for graduates, so that everyone on your sales team is
accountable, applies the new skills, and gets immediate results.
You will continue to recognize and reward referral-selling activities
as well as the business that results from it.
Step 5: Measure Results
The
return on your investment can easily be measured by increases in
revenue, profitability, and new clients, as well as decreases in your
cost of sales. Now your organization is changing the way it conducts
business. Referral-marketing activities are becoming integrated into
the sales process, and everyone in the company has a role in generating
referrals.
When referral selling becomes hard-wired into your organization, you
will have a disciplined and powerful methodology to quickly obtain new
clients as well as to expand business with existing clients.
Contact Information
To arrange a discussion regarding this breakthrough
system, please contact Joan Paul at (403) 607-1979 or email us.
Joan is a Certified Executive Coach, Sales Strategist and Corporate
Trainer.
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