Terry Kurash (Terry Kurash and Associates) maintains the following philosophy regarding increasing sales:
“Upstream activities lead to downstream results. Measure and refine the upstream activities that work. Sales records will be the direct result of consistently performing the optimum number of upstream activities."
We have had the good fortune to work with Terry to help both traditional sales people and those whom you would not think of as being in the business of sales (i.e. lawyers). These sessions are targeted at increasing sales productivity from your employees - from the front desk receptionist to top management.
Typical session activities include the following steps to be completed by sales teams as well as by individual participants:
• Review the basics: Increasing opportunities to help
people
• ID current clients by type & work
• ID knowledge that will help build a relationship
with clients
• ID how to check in w/ potential clients to
build/maintain relationships
• ID how to ask questions to determine current or
future needs
• ID strategies to increase service to selected clients
• ID your individual vision for new clients or
upselling current clients
• Develop details & schedule for your new vision
• ID potential new clients and/or clients to be upsold
• Learn how to make conversation directed toward
an ask
• ID effective transition activities for specific clients
• ID desired strategies to expand services to targeted
existing clients
• ID new desired clients & specific approach strategies
