03. GretaNomics – Networking / Power Prospecting

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“I am writing because we have entered into a training program for our team to increase sales through “giving”. We are General Contractor’s who specialize in building Automotive Dealerships. In the past 22 years we have built over 200 dealerships and decided to train all our Executives, Project Managers, Estimators and Support Staff.
The giving philosophy of the training is based on the book, how to “Stop Selling” and Make Money by Greta Schulz, who uses a consultative process and an unconventional approach to sales. She teaches the team how and where to Network and how to build relationships that she calls “Strategic Alliances” where our goal is to try to help the other person by understanding what a good referral is for their business. She also trains the team on how to teach others how to listen for clues and give a specific “Top Ten” list of good potential clients for our company.   Our activity level has increased and so have our prospect appointments and sales pipeline. We also know exactly how to conduct a prospect appointment by not selling anything and uncovering the “real” reasons people make decisions. We learned that no one cares that we are great builders until they know how much we care about them. I have so many success stories because of implementing this sales training but don’t know if this is too much information. Please let me know if you need anything additional, I would be happy to provide it. Thanks.”
– Linda Barnette, AUTOBUILDERS General Contracting Services, Inc.
 

 

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