“High Impact Sales Techniques” started out to be a stop-gap project for a client. There were no simple, straight-forward tools, nothing written in plain English, that could be used by experienced sales reps who had been successfully selling consumable supplies all year long against an annual purchase order and suddenly found they needed to be able to sell high-priced capital equipment to the same customer but do it through a formal bid and proposal process. Instead of working with the plant manager once a week or twice a month, these reps suddenly needed to talk to the front-office executives. New language, new techniques, new information, new format.
We slammed the program together because the “window of opportunity” for capital bids was rarely open for more than 90 days and these reps needed to be out bird-dogging. It worked. We refined it and it worked better. There were changes in the market so we re-wrote it and it kept on working. We decided to keep it as a “loose-leaf” project because one size doesn’t fit all and when we started, it is too expensive to print this up in a soft-bound or hard-bound book. For the sake of flexibility, we kept it simple, did updates on the fly and spiral-bound the parts the client needed. That was before digital printing and e-publishing.
Needless to say, the content is what is important, not the printing and binding. We can tailor it to fit your circumstances and provide it as a licensed e-book or as a bound workbook…or both. The latest version, a secure Adobe PDF document, has interactive forms. We have a variety of license options to meet just about every need and, if you need something different we can probably find a way to meet you more than half way.
Clearly, this is a book you don’t buy off the shelf or on Amazon.com: we meet with you, get to understand your needs, tailor our library of materials to meet those needs, present the book to the users, explain the techniques involved and how everything integrates with other programs you are using. In the case of an automated proposal software package or a product quoting software package, we incorporate their use into our book’s procedures. We can even write proposal automation library materials for you when appropriate.
Fill out the Contact form or call us.
