gilcargill

Host Karl speaks with Gil Cargill of Cargill Consulting. 

Today we discuss coaching and consulting in Sales Process Managment. 

"The sales function of an IT company must provide predictable NEW revenue. The owner who masters sales management is the owner that will continue to flourish."

- Gil Cargill 

Resources and links:

www.salesmanagementmastery.com

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Host Karl caught up sales trainer and coach Gil Cargill to talk about the importance of business-focused communication during sales calls.

You hear it all the time: Don't talk about what you sell; talk about the client's needs. But how do you actually do that? How do you guide the conversation away from the price and still get the sale? Gil gives us some tips - and Karl back to get some juicy details.

Too many technicians think clients care about technology. They don’t. They care about how you can improve their profit, improve their productivity, or help with cashflow.

Gil gives some great tips on how to get the conversation started, and to get the prospect to buy in to a productivity audit. His approach is very conversational and is totally focused on the client rather than the technology.

Contact Gil for his free starter evaluation:

Web Site: http://www.gilcargill.com 

Phone: 310-447-4102

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One of the biggest problems with today’s sales force is the reliance on tactics that were documented back in 1873. This tactic and process assume that the salesperson can do everything, including prospecting, negotiating, closing, demonstrating the product or service, following up, and taking care of the customer overall. Back in those days, that process worked, but the buying process has changed significantly. The sales process hasn’t kept up with those changes in the buying process, and as a result, this creates numerous bottlenecks in the buying process.