Do you know what the difference between a salesperson, a business professional, a CEO, an entrepreneur and (my favorite term)—“consultant” is?

Hopefully, we can all say it together…

That’s right: Absolutely nothing!

It’s all about how others perceive you –and even more importantly—how you perceive yourself.

So what makes a great salesperson? What separates salespeople who are regularly at the President’s Club from those who barely make ends meet? What makes one a top realtor, mortgage broker or insurance agent while another is barely hitting their quota? What makes one a top entrepreneur whose business flourishes while another has great business knowledge but falls short on the communications side?

Certain skills and attributes are necessary within, but true accomplishment goes well beyond simple skills. Sales success involves applying those skills systematically and methodically to achieve a targeted objective.

The success of a salesperson comes down to one word: process.

I don’t mean just being able to answer the questions like, How many appointments did you run, How many appointments did you schedule, How many calls did you make, How many proposals did you present, or How many deals did you close. Yes, those are important, but the challenge is when we focus on those and only those we neglect the other 5,000 detailed steps that make the true difference.

When we say a process, we mean a fully executable, dissectible, molecule to atom, A-Z sales process.

No military ever won the war without a war plan. No football team ever won the Super Bowl without a playbook. No government ever operated effectively without a budget. Okay, well the government scenario may not be applicable in the United States, but you get the idea.

So what is this process?

See, we live in a day and age where the sales profession has never been more popular, but it has never been more threatened. Everyone – or so it seems—wants to be in sales, because they want financial freedom, the opportunity to control their own destiny, and the chance to have tremendous personal satisfaction in their lives. The challenge, though, is “salespeople” have a worse reputation than ever before in history.

Come on, do you recognize we have an entire law that may as well be entitled, “I hate salespeople!” The official term is the “Do not call list.”

What this means is that we must be better than we ever were before. There are no more points for second place.

People want to get help and give help from and to professional consultants. No one wants to talk to salespeople.

But what’s the solution? How do we present ourselves as just that—consultants? How do we view ourselves as just that—consultants?

At TBN Sales Solutions, we have the answers. Our philosophies are simple:

“Customers do not care how much you know until they know how much you care.”

“Sell how you want to buy.”

Our mission is direct:

TBN Sales Solutions increases productivity of salespeople through customized training. We establish step-by-step processes to empower reps to impact your organization's bottom line.

Remember, when you master the art of selling, you master the art of living.

Happy selling!

Todd Natenberg
President

Attention:

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“This powerful, practical, fast-moving book gives you a series of proven techniques you can use to get your sales career off to a fast start.”
- Brian Tracy, Author, Turbo Strategy

"Not only is this a must read for new salespeople, it's a terrific solution for an experienced salesperson in a slump who needs to get back to basics."
- Roger Dawson, Author, Secrets of Power Negotiating

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- Jeffrey Gitomer, Author, The Sales Bible

“The perfect resource for any sales professional. Don’t read it…use it! Todd’s energy is to the top, as is his knowledge on sales.”
- Anthony Parinello, Author, Selling to Vito and Getting the Second Appointment

"I have had 80% more free time. If you were to put a value on time, I have gained thousands of dollars from taking your course. If you want to put a price on time, I'm a much wealthier man today as a result of your sales training.”
- David Swierczynski,
Major Enterprises, Inc

“After your workshop, every participant reported an increase in the total number of prospect contacts (increases from 100% to 600%) and more importantly their total sales numbers increased as well. The average employee doubled their daily sales volume.”
- Walter Miller, President, Tyler Wellness, IL

“The new tools that you have provided us with will empower us to at least double last year's numbers and probably triple them! I am equally certain that with out your assistance this would not be possible."
- Paul Baraz, President, Art of Construction

"Since we have begun working with Todd, we have seen a marked improvement in both our prospecting and sales activity. In the past few months our overall sales have jumped 15% with no signs of slowing down! We will continue to use Todd and his services to surpass our 2005 sales goals."
- Russell Zielezinski, VP of Sales, Advanced Telecommunications of Illinois, IL

“In 3 short months, I can say my commissions have increased about 15%. My weekly activity has increased 20%.”
- Eric Marzinke, Financial Planner, AXA Advisors

"I wanted to take an opportunity to thank you for the training you gave to the Staff of the Center for Health & Human Performance at the Jewish Community Center. The training session not only gave our staff the tools necessary to sell our programs, but it went way beyond by providing skills and techniques to help fully enhance the member experience when they come to our CENTER!
- Dan Laughlin, Asst. Director. - Fitness Services, Jewish Community Center of Greater Kansas City

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Contact Todd Natenberg
E-Mail: Todd@ToddNatenberg.com
Phone: 816-876-9184
Kansas City, MO

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