hgd A Good Day Is When Results Meet or Exceed Expectations.
What If Every Day Was A Good Day?
 

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Testimonials

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David Danielson is one of the most creative and inventive sales professionals I have had the privilege of working with. His ability to make the complex simple, the theoretical practical, and what is at times incomprehensible understandable is exemplary.

David and I have worked together helping some of the world’s most successful sales professionals and account managers achieve even greater levels of success. 

If you are in sales or sales leadership, David’s insight and ability to enlighten makes this book a must read.

DC – Global Sector Leader & Partner, West Midlands, UK
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I feel with Dave’s many years of hardcore selling experience, and equal time spent teaching, this book will help sales professionals focus on what is most important to the customer. It will be a boon for anyone who is looking to increase their productivity in these difficult times.

Bhartesh Jamdade – Sales Manager, Mumbai, India
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When I was a new sales rep I never had the benefit of a tool like The Seven Steps for Taking Control of Your Sales Destiny. However after attending Dave’s training sessions, I immediately took a quantum leap in sales comprehension. In fact, working with Dave’s methodologies helped me become last year’s #1 sales consultant in North America in every product category and despite the terrible economic crisis we are now experiencing.

If you truly want to make real money and quota, Dave’s method REALLY WORKS! I heartily endorse this superb selling series as it will keep me consistently rich, on top, and happy, over and over again.

Many thanks to Dave Danielson for creating such a wonderful sales tool.

Langford Meredith – President, Top Salesmen Club of America
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After 27 years as a senior sales executive with the same company, in essentially the same territory, I thought I knew everything! That was before I begin participating in Dave’s classes. Dave’s sessions have definitely helped me in the areas of gaining a difficult appointment, advancing the sale, and most importantly, closing the sale. Now, I carry a ‘Needs Discovery Survey Sheet’ and ‘Engage & Advance Worksheet’ into every new account I call on.

JH – Atlanta, GA
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One thing I can say about Dave’s book is it really gives you that ‘Ah-ha’ experience. The struggle with sales, trying different things, getting tired of the uphill struggle to make targets, wishing you can just understand a small part of what is really going on and get some traction. This is where Dave’s ‘Ah ha’ moment comes in; placing things in prospective focusing on the things that are really important and producing results with an easy action plan.

This is by no means a quick fix but it is extremely liberating when one negotiates the struggle for growth in sales on a strong foundation. I’m sure this book will get you to say “Ah ha…Now it’s all a lot clearer.”

Cornel Swart – CEO and Entrepreneur, Sandton, South Africa
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Letters to Dave from Training Session Participants

Dave,

I could not be any more proud of what we are accomplishing after having read some of the success stories from the sales organization. I truly believe we can get all of our people to understand and use this process. Let’s keep providing the tools and educating the team and I am confident the victories will drive even greater usage.

Thanks again Dave for the energy you put into this program.

Mark – President, Americas Region

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Dave,

The sales training is helping our team become highly focused. When they see that these tools are resulting in real sales, it makes everyone strive for excellence. At the end of the day, you are making my job easier as it helps my region achieve personal and team targets.

Thanks again for your training program. I can see a noticeable difference in the professionalism, performance and level of desire across the board.

Todd – Sales Director, Canada

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Dave,

No matter where I work, no matter what industry, no matter what era, this is how I will think, sell, and ultimately succeed as I go forward from now on! Do you think I’m just a bit excited to get up in the morning and go to work now? You bet your life!! I get chills just thinking about it! No kidding, right now I’m feeling giddy and its 6:20 PM on Friday evening!!

Thanks for Everything!

David – Senior Sales Consultant

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Dave,

In regard to the training sessions, I have learned too many lessons to mention. Points that stick out in my mind in general are the need to follow the step of sale process as close to the letter as possible. Be constantly aware of the step you are in at all times. Confirm with the prospect on each call that they are also at the same step in the process including the timeframe for a deci­sion. By doing this it will ensure that I will forecast the account more accurately.

After the initial training class I attended in Atlanta, I now constantly review with my prospects the negative and positive impact/outcome that is driving the business decision towards a solution. I am very aware of the need for a compelling need to not only purchase, but to move forward in the sales process. I now ask myself, “Have I given the prospect a compelling need to continue having dialog with me to purchase”. I also ask the prospect, “What do you see as the compelling need to investigate our technology and/or invest in our solution?” It's all about compelling need! Have I given one? Do they have one?

Thank you again for a very applicable and practical training course.

Dave – Senior Sales Consultant

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Dave,

I need to tell you about a recent call we made. You would have been proud of us at this account. While we were opening our discussions, rather than presenting our product I simply asked a ‘thinking question’ about the customer’s goals and expectations. “What positive impact are you expecting by implementing a solution?” The customer opened up like a fountain giving us not only his expectations along with facts and figures, but also an outline of their strategies and initiatives. 

Thanks for taking the time with us,

Jeff – Senior Sales Consultant

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Dave,

Larry and I had a great day yesterday. We spent four hours in front of two customers. We received one commitment to buy and one commitment to proceed with a sample and a demo. Going into our second call, Larry and I agreed not to talk about our product or bring out a sample or brochure for a minimum of 15 minutes. Instead, we would just listen to the customer’s concerns and qualify them. I believe we made it 25 minutes! In the end, it added tremendously to the quality of the call.

Thanks,

Scott – Senior Sales Consultant

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Dave,

Thanks for lighting a fire under us about the subject of why deals slip. I had gone dark since our kickoff meeting in January in order to stay focused, primarily because my entire pipeline started to slip! However, since I see I am not alone in the ‘Why Do They Slip’ experience, I will now be working the methods you taught us because we all need effective solutions to address this problem.

Thanks,

Brian – Senior Sales Consultant

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Hi Dave,

As usual, great exercise! Your ‘Why Do They Slip?’ book is very thought provoking. It challenges me to utilize approaches that I would not have considered and will ultimately cause me to step out of my regular approach and broaden my customer engagement skills.

Thanks for putting these coaching strategies together. I will definitely use this tool.

Rob – Senior Sales Consultant

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Dave,

The information contained in the ‘Why Do They Slip?’ book is amazing! This should be called the Salesman’s Bible! Study this information right before making every call!

Jay – Senior Sales Consultant

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Dave,
I have been using the Value Letter after survey calls as a way of confirming my conversation with the prospect and more importantly as a framework for the survey call itself. Knowing that I am going to send the letter forces me to ask better questions to uncover the customer's compelling needs and business objectives.

Thanks,

Larry – Senior Sales Consultant

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Dave,

FYI. As a result of the training, Rob’s productivity has increased tremendously in Q1.

Emile – VP Sales, North America

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Dave,

Rick, my top sales rep is an animal with this approach. It is my goal that everyone on my team will be using this technique regularly by the time you come to Chicago in April for our regional meeting.

Thanks,

Chuck – Central Region Sales Director

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Team,

Investing in professional sales communication and skillfully guiding each customer through the sales cycle works. On our team, Harry has developed a series of professional ‘Value Letters’ that he is using with good success.

Take the Leap!

Ralph – North East Regional Sales Director

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Hi Dave,

I have closed three deals recently. In all three deals, I used the ‘Value Letter’ during the sales process and also included it in the executive summary sections of the proposals. I know it helped.

Thanks,

Rick – Senior Sales Consultant

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Dave,

The type of discussion you highlighted in the recent competitive report takes place on almost every call. This was the best competitive information we have received yet in the 26 years I have been with the company.

Thanks,

Tom – Senior Sales Consultant

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Dave,

I really learned a lot about the way we need to deliver our value proposition. Before this exercise, I knew how to talk about most of the value our product delivers to customers. However, I didn’t have the glue to make them appear like one value statement.

Thanks,

Brian – Senior Sales Consultant

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Dave,

I see the Value Proposition as an automatic door opener to help me engage perspective customers. I am printing 20 copies immediately and will reprint when necessary. This Value Proposition will win us business! By the way, the “Building the Value Bridge” graphic is great!

Thanks,

Paul – Senior Sales Consultant

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Dave,

The Value Proposition can be used for every survey call. It creates an opportunity to talk about the customer’s business needs and gets us focused on what is important to our prospect. In the process we can more effectively position our solution. If we show value, we advance the sale. It's that simple!

Thanks,

Carl – Senior Sales Consultant

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Dave,

After your course in Atlanta I used the process with one of my working opportunities…Success! Then, I used the same approach with another account…Success again! Two deals closed!

Thanks for Your Help Dave,

Michael – Senior Sales Consultant

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Dave,

I was very enlightened by your latest exercise. I now feel very confident in going up against the competition. The information is compelling and coupled with the Value Proposition, I am jazzed up and ready to attack!

Thanks,

Ed – Senior Sales Consultant

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Dave,
I will have one of the value proposition handouts with me and available to use in every survey call. I know if I use it effectively I will be raising the discussion to the highest level of professionalism, which will only serve to enhance the perception of my company.

Thanks for doing this, Dave. When we are prepared, we are less likely to be caught off guard by the competition.

Brian – Senior Sales Consultant

As you know, depending on the sector, companies spend up to 29% of their training program dollars on sales training. Have A Good Day is an effective tool for ensuring adoption and maximizing ROI on sales training investment.

 


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