By: Barry Hofer, President, Interlocking Stone Systems, Inc.

 

When we first met one of the Trusted Advisors from The Training Center for Sales & Business Development at a trade show conference, we had one goal coming out of his seminar. How do we continue to sell a product or service, when we are the highest priced company out there?

 

After our agreeing to his Up-Front Contract, we were invited to sit down with one of the partners at The Training Center. One important question he asked us was, “Do you have a selling system?” A selling system? What is that? We decided that this was an investment that our company needed to make. We knew our costs. We knew our competition. We also knew we were the best company out there in our industry. Without The Training Center’s help, I honestly think we would not exist today…let alone be more profitable, and achieve higher sales revenue with less effort. Today, we sell to help people relieve their pain.

 

Through their ‘QuickStart’ Sales Training, we were able to create Interlocking Stone Systems Selling System. We learned how to sell. Perhaps, I should say, we re-learned how to sell. Since we were at the top of our field, we thought we knew what our prospects wanted. We could not have been more wrong. One important aspect of the ‘QuickStart’ Program was the dummy curve. We needed to go backwards to move forward. We needed to know their pains and be able to diagnose them before we could prescribe a fix. We now sell to relieve pains.

 

Since the creation of our selling system we continue to work on reducing our head trash and increasing sales through The Training Center’s on-going reinforcement classes, seminars, workshops, coaching, etc. We attend as many open forums and workshops as possible. Our technicians have been part of this system. They know how we sell. They know that sales drive everything. Our technicians are also a part of our sales force. They prospect for us. They are part of our selling system. They also know how important it is for me to attend the training. I cannot emphasize enough the importance of on-going sales training. I personally find, when I’m away from The Training Center for too long, I start to fall back to my old ways, and subsequently, so do my sales.

 

Today, I look forward to setting new S.M.A.R.T. Goals and creating a new ‘Cut & Paste’. The most powerful tool for my success in 2005 was my dream board. It became my computer desktop as well. As I sit at my computer and my mind begins to drift, I quickly get back on track by looking at my dream board. It is a vivid tool reminding me why I am working. As a four-year client of The Training Center…and with their continued help…my SMART goals, doing my behavior, I know what I’m working for and will be able to make 2006 my best year ever!

 

Interlocking Stone Systems helps people who might be unhappy with their homes’ or business’ form and/or function. We help them by installing, repairing, and caring for all their Hardscaping needs. Whether it is an inviting driveway or walkway or a special place to relax and entertain such as a patio or poolside. We fix their pains through the installation of Interlocking Concrete Pavers, Clay Brick, or dry laid Flagstone. For more information call Barry Hofer at 215.348.7556.

 

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