and build a sales playbook without actually being in the same room.” Mark likes to train a company’s sales staff to become trusted advisors. He helps them discover what problems a client may be facing and find solutions to those problems. “Managers today don’t want to be force fed a bunch of product features. They want answers to questions that they are actually facing, plus find ways to increase their bottom lines.” Mark helps his client’s create a ‘Sales Playbook,’ that results in salesmen spending less time on the history of their company and product information, while spending more time demonstrating the value proposition of engaging their company, thus creating real value. Mark has even created talking points to easily start a conversation with discovery questions to demonstrate competence and build trust. He also teaches qualifying questions to identify the decision maker and who has the control of the budget to buy your products. “Our ‘Playbook’ features several digital assets that can be used for business development efforts to help current employees, as well as new hires.” Mark has found the value of asking good questions, during the sales process demonstrates competence and builds trust. “What I have found is that CEO’s and managers want business consultants, not salespeople. When you’re one of those, the sales process becomes much easier.” Becoming a ‘Trusted Advisor’ takes more time and effort than just trying to make a sale. Mark has created courses that teach this process and help salespeople to become an advisor and not just someone trying to make a sale. “It involves a completely different way of doing business. You have to understand
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