Planning4Profit

If you’re searching for innovative ideas to help grow your business, you’re in the right place! The Planning4Profit training and education series focuses on getting more prospects, understanding solution-based selling, and improving negotiating skills.

Building a High Performance Sales Team: Session 5

by Scott Anschuetz February 7, 2011 Business
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Every sales manager’s dream is to build or manage a team of highly productive sales professionals. But what exactly are the critical skills and traits of a top sales executive? High personal energy and strong work ethic An understanding of client issues and needs, and how to proactively develop relationships to address those needs Ability […]

Raise the Bar In Your Negotiations: Session 5

by Bill Garcia January 18, 2011 Business
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Throughout our lives we’re bombarded with these little sayings. Go for the Gold; Shoot for the Moon; Be the Best You Can Be; …. If I put myself in my son’s shoes (he’s eight), I’m sure he wonders, “What does that mean? How do I ‘Shoot for the Moon’? How do I ‘Grab the Brass […]

Identify Your Value Proposition: Session 5

by Mark Frasco January 4, 2011 Business
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If you were to talk to your customers about what THEY value about YOUR organization, what would they say? Even further, if you were to ask them what the tangible difference is or the implication to their business was as a result of your delivering that value, what would they say? The answers to these […]

Gaining Executive Access When Selling: Session 4

by Scott Anschuetz December 15, 2010 Business
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Call higher, it’s what we are told over and over. Is that really a news flash for anyone reading this blog? The joke is: we don’t get ideas on how to call higher or what to do to make this a possibility. So here is my idea – try throwing away a letter and then […]

How to Move Ideas Into Action: Session 4

by Mark Frasco December 8, 2010 Business
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Market strategy, moving ideas to action… the process of strategic planning and action is often times a daunting task. So much so that leaders get tired or frustrated and lose focus or the energy to complete the effort, causing a lack of confidence in our business growth efforts. There are times when organizations need a […]

Expectation Impacts Outcome When You Negotiate: Session 4

by Bill Garcia December 1, 2010 Business
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Seems easy, right? I expect to make a hole-in-one, I will. I expect to win the lottery, I do. Is that really the message? Clearly not! We all know that we can’t impact the physical world with our thoughts …. or can we? Though I’m still not convinced I can change the size of my […]

The Golden Rule of Negotiation: Session 3

by Bill Garcia November 15, 2010 Business
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Children negotiate EVERY DAY on school playgrounds around the world — even though they have no capital or training. That’s because children intrinsically understand the Golden RULE of Negotiation: Never GIVE anything without GETTING something in return. On the playground, this “giving/getting” means “You can try my Game Boy if I can read your comic […]

Creating Value When Selling By Solving Business Problems: Session 3

by Scott Anschuetz November 8, 2010 Business
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Problems are the key to your success in moving deals along quickly in your pipeline. Yes, problems, not the ones you may first think of when I say problems in your sales opportunities. But nonetheless, problems are where we can build differentiated value. I want you for a moment to list your strongest asset or […]

The Sales Continuum: Session 3

by Mark Frasco November 1, 2010 Business
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The idea of division of labor in business is well documented. On the supply-side of our businesses, we have warehouse managers and shipping clerks, we have CFO’s and bookkeepers. Each has specific roles and learns to specialize on specific tasks in order to improve efficiencies. Processes are well defined, job descriptions are tightly written and […]

Building Credibility With Your Prospects: Session 2

by Scott Anschuetz September 8, 2010 Business
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How many times in your career as a salesperson have you come across prospects with this attitude: “I don’t know you, I don’t know your company. I don’t know your products or solutions, and I don’t know why I would ever NEED to.” Sound familiar? How much time do we have to establish credibility with […]