The Willing to Buy Coach
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Yes, metrics do play a role, but if you embrace the "Willing To Buy Framework" every touch, every interaction with the prospect is an opportunity to gather information. Where WTB differs from other systems or approaches is that those who adopt the behavior that is part of the WTB approach view the information gathered in terms of its value to the prospect and not the sales representative. In other words, we are placing the buyer in the role of discerning consumer or business person rather than hapless character actor. Again, more on the importance of the role of the buyer later in the book. With that in mind, we have begun the process of laying out coaching techniques that can be used to boost sales and customer satisfaction. The coaching might be done by the business owner, a sales manager or simply embraced by the salesperson. The important thing is that each and every concept be addressed with a full understanding of its importance in the sales cycle. So Dan and I have come to the conclusion that to get the most from the "Willing To Buy Framework" one must realize that the methodology we recommend is based upon adjusting the behavior of the sales professional to optimize the sales/buying process to the benefit of both (or all) parties involved.
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About the Book
These days, every hour of your workday is precious. You have to spend time on those activities that deliver quantifiable results. In this highly competitive environment, you need to boost your productivity to, in turn, boost your career. There is no other profession for which those realities apply more than sales. In sales, we all want to have a healthy pipeline. But not every prospect in our pipeline is ready and willing to buy. In fact, there is a fair chance some on our list aren’t prospects at all. In this second book by sales and productivity consultants Dan Schultheis and Phil Perkins, the authors revisit the important sales concepts introduced in their well-received first book, Willing to Buy: A Questioning Framework for Effective Closing. In addition, the authors introduce coaching techniques that can be utilized by business owners, sales managers, and even sales professionals to reinforce the concepts highlighted in the first well-received book. Once you understand and master the four pillars of the Willing to Buy framework and put them into daily practice, you will not only increase sales but make your workday more enjoyable and productive.
About the Author
Dan Schultheis is a speaking professional and personal coach who presents powerful and entertaining programs in the areas of business, sales and personal motivation. He brings over two decades of leadership experience in the sales and marketing of technology & service solutions. Schultheis served as CEO for Gyrus Systems, a high-tech software publishing firm headquartered in Richmond, Virginia. Schultheis spent 25 years of his working career at IBM. His tenure there spanned a variety of positions including that of Virginia General Manager. In 1992, Schultheis founded, Personal Communications Consultants, a company that develops, promotes, and facilitates seminars, workshops, and professional development training for organizations, small groups, and individuals. Sales Mechanics is the sales consulting arm of that company. For over 15 years, He was a Trustee for Virginia Union University, as well as a member of the James Madison University Business School Executive Advisory Council. He has been a member of the National Speakers Association for over 10 years. He lives in Midlothian, Virginia with Carol, his wife of 49 years. Phil Perkins is President and CEO of ACUMEN Corporation, an international supply chain and ERP consulting firm based in Richmond, Virginia. He is also the founder and principal consultant of Strategy Island, an executive peer consortium promoting life-long learning. Perkins is a noted speaker and author whose approach to managerial and industrial productivity is considered refreshing and innovative. During his successful career he has been a technology manager in the Fortune 500 environment, a systems designer, independent consultant and ground breaking CEO. Perkins is a frequent contributor to the international conference of APICS, The Educational Society for Resource Management and is a founding member of the Institute for Enterprise-wide Solutions at Virginia Commonwealth University. In addition, he has taught management courses at the University of Richmond Management Center and is a member of an international think tank on best practices. He has written for or been quoted in several business publications including Inc. magazine and his first book, Points of Productivity; Turning Corporate Pain to Gain, was published in 2003. The second edition will be released later this year. Mr. Perkins is a resident of Richmond, Virginia and Hilton Head Island, South Carolina where he and his wife are active in community affairs. Willing to Excel Here are two quick facts about the authors and their sales acumen. Dan Schultheis took over an under achieving IBM branch and increased revenues from $60 million to $130 million in 3 years. Phil Perkins revived a ‘lost’ deal in competition with a big six firm and major global hardware/software manufacturer to drive total billings exceeding $7 million.