Performance Based Results News

Free PBR Seminar on How to Ask Physicians Great Probing Questions

Fri, 25 Feb 2011 16:55:30 -0700

Paul Cherry, Patrick Connor of Performance Based Results and John Kuchna will team up for a new 60- minute Web seminar, "How to Ask Great Probing Questions: Discover What Physicians Are Really Thinking" on Friday, February 25th, 2011 at 1:00 p.m. EST. Have you noticed that certain questions can elicit a great response from one physician and a closed response from the next? It is very difficult to comeup with one great question that works on all kinds of physicians. Some doctors are agreeable but never take action. Others are quantitative and critical, putting you on the defense. But if you know what questions to ask--based on a physician's specific thinking style--your results can skyrocket. Whether you're trying to develop new relationships or strengthen your existing ones, consultative probing questions tailored to thinking styles can give you sustained access and expand the length of the call. Web Seminar Benefits: • Assess why some questions "dis-engage" the doctor. • Uncover your physicians' thought process so that your call is targeted to his or her needs. • Understand how to align your current questions to physicians' thinking styles. Who Should Attend: Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals Register for this FREE seminar here! https://www3.gotomeeting.com/register/325333646

Questions That Get Results Authors Present Free Seminar on Team Motivation

Thu, 24 Feb 2011 16:22:55 -0700

Paul Cherry and Patrick Connor, the authors of Questions That Get Results (Wiley and Sons) and the Managing Partners at Performance Based Results, present a new FREE 30-minute Web seminar on Thursday, February 24th, 2011 at 1:00 p.m. EST: "Questions That Get Results: Five Powerful Questions To Motivate Your Team." According to the Gallup Organization, 71% of employees are not engaged at work. They may have great potential and perform their jobs satisfactorily--but they don't have that spark. If you can get to know what makes these individuals tick, you can motivate them towards action. The key is to ask good questions. Questions that engage, motivate, uncover hidden issues and still hold them accountable to achieving excellence. As Cherry and Connor explain, employees have different motivations. For some, it's recognition. For others, its more responsibility, professional growth, or the feeling that what they're doing is making an impact. That's why you want to ask the right questions. You can cut through the fluff and superficial responses, and get useful information that will benefit both of you. In this free web seminar, Cherry and Connor share five powerful questions to: • Stretch this individual's mindset. • Get them to take ownership of their actions and outcomes. • Help this individual become more accountable and results-oriented. http://www.pbresults.com/Store/webinar-five-powerful-questions-to-motivate-your-team.html

Top MSL Secrets Seminar was Just What the Doctor Ordered

Fri, 21 Jan 2011 13:38:19 -0700

Performance Based Results founder Paul Cherry and Medical Science Liaison (MSL) Institute Founder Dr. Jane Y. Chin had a resounding success with their live training seminar Top 3 MSL Secrets to Remarkable Thought Leader Engagement: How to Shine When You Have No New Data. Cherry and Dr. Chin discussed ways to have a meaningful scientific exchange when you as the Medical Science Liaison (MSL) have no new data to bring to your Key Opinion Leader (KOL) relationships. They showed the attendees how to make a significant impact on their KOL relationships even without new data, and how new data can sometimes be a "crutch" to your competitive advantage as a MSL. The 45-minute live training Web seminar addressed three pressing KOL relationship challenges: 1."How do I sustain a remarkable relationship when I have no new data to bring?" 2."How do I create value so I can meet with my KOLs again and again?" 3."How do I differentiate myself as a MSL professional when engaging my KOLs?" About Jane Y. Chin: Dr. Chin is President of the Medical Science Liaison Institute. She has a doctorate in biochemistry and experience in sales and medical affairs. She coaches reps to be more scientifically confident in communicating with physicians. For more information on how Chin can help sales teams improve their effectiveness, contact her at jane@pharmrepclinic.com or through her Web site, www.pharmrepclinic.com.

Free Webinar will deliver Probing Questions helping Pharmaceutical and Medical Device Reps engage Physicians

Tue, 21 Dec 2010 17:06:37 -0700

Performance Based Results announces a free sales webinar, How to Ask Great Probing Questions: Discover What Physicians Are Really Thinking. The event will be co-presented by John Kuchna, president of Strategic Outcomes along with managing partners Paul Cherry and Patrick Connor. When: Fri, January 28, 2011 Time: 1:00 pm Eastern (10:00 am Pacific) Duration: 60 min (including 15 min QandA) Event Description Have you noticed that certain questions can elicit a great response from one physician and a closed response from the next physician? It is very difficult to state that one great question works on all physician types. Some doctors are agreeable but never take action. Others are quantitative and critical, putting you on the defense. But if you know what questions to ask--based on a physician's specific thinking style--your results can skyrocket. Whether you're trying to develop new relationships or strengthen your existing ones, consultative probing questions tailored to thinking styles can give you sustained access and expand the length of the call. Webinar Benefits Assess why some questions "dis-engage" the doctor. Uncover your physicians' thought process so that your call is targeted to his or her needs. Understand how to align your current questions to physicians' thinking styles. Who Should Attend Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals.

The Art of Questions That Get Results

Mon, 29 Nov 2010 10:29:45 -0700

Authors Paul Cherry and Patrick Connor understand the art of the question. They write about it in their just-released book, Questions That Get Results: Innovative Ideas Managers Can Use to Improve Their Teams Performance, published by John Wiley and Sons, Inc. Some questions are often well intentioned, but garner little useful information: ''How's it going?'' ''How are you coming along with _________ (the project, task, job, customer, etc.)?'' ''Do you have any questions?'' ''When can I expect __________?'' ''What do you have for me?'' These questions are problematic Because they are vague, employees often give answers that contain little or no substance. A better way to ask questions is to use what Cherry and Connor call ''descriptive openers.'' These are phrases that can initiate dialogue and motivate people to open up. ''Will you please describe for me how you think we could improve this process?'' ''Can you clarify for me how this idea will meet our requirements?'' ''Will you please share with me which systems, programs, or people are helpful, and which are a hindrance?'' ''Will you please help me understand your thoughts on this project?'' Cherry also asks, "Think you know what your employees want? Some misguided managers feel it's not their job to inspire excellence from their employees--they should magically motivate themselves. Others think all employees respond to the same type of reward system. But employers need to respect employees' differences; they're individuals with motivations as different as their work styles. Managers need to respond to those differences if they want their employees to perform above and beyond expectations. Understand your employees like you understand your customers. In both cases, it's important to find out what they want from their relationships and what it is they value. The only way to understand what people value is to engage them--by asking them!" About the ...

Managers explore better Employee Communication in article featured at Clement

Tue, 17 Aug 2010 15:16:11 -0600

Performance Based Results announces that the Clement Communications leadership industry newsletter Smart Supervision features the Paul Cherry article, Think You Know What Your Employees Want?, as its lead story in the July 5th edition. In the article, Cherry states some managers take the path of least resistance, preferring to put up with mediocre performance rather than make waves with employees who are not giving their all. Cherry further shows managers how to talk with their people and listen to their definition of success so they can help their employees perform above and beyond their job descriptions. Featured Article: Think You Know What Your Employees Want? by Paul Cherry. Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running--and it wasn't a screensaver. Frankly, it bugged me; why should Solitaire Cindy game her day away while I busted my hump in my job, along with our fellow employees? I asked her manager how she felt about that. She sighed, "For what we pay Cindy, she does a decent job, so she's earned the right to futz around." I even talked with Cindy myself, hoping to encourage her. "Cindy, with your skills and smarts, you could make a real impact here. Why waste your talent and office hours playing computer Solitaire?" Cindy shrugged as she flipped a card with a click of her mouse. "They don't pay me enough to make the extra effort worth my while." It was like a Mexican standoff: Cindy wasn't motivated, but then, the management neither confronted her nor gave her any motivation. Like so many managers, they took the path of least resistance. People would prefer to put up with mediocrity than make waves with employees. But you have choices on how to address this behavior. For instance, would you disconnect Cindy's Solitaire software to force her to step up to the plate, or would you confront her, running the risk of annoying her and losing he...

Sales Leadership Training presented for Manufacturers Resource Center and Iacocca Institute

Tue, 25 May 2010 12:08:27 -0600

Paul Cherry, Managing Partner and Founder of Performance Based Results, will be among the leadership training experts participating in Strategic Leadership for Growth and Innovation on May 27, 2010. This Leadership Certificate Program, jointly developed and sponsored by the Manufacturers Resource Center, Iacocca Institute and Lehigh University will strengthen sales management skills of regional manufacturing leaders. Cherry will deliver a highly-charged and fast-paced program to help participants learn and receive the tools to grow their companies. The one-day program of sales management training and leadership training will enable participants to gain the necessary insight to identify the core competencies they need to differentiate themselves in a commoditized market. learn how to manage and motivate a sales and marketing workforce. disregard worn-out, go-to market strategies. coach their teams to maximize their true potential. Participants will master a number of concepts in order to thrive in todays competitive and chaotic sales and marketing environment.

Distributor Sales Training program benefits leading American leather manufacturer

Mon, 03 May 2010 10:55:13 -0600

Performance Based Results announces the development of a customized distributor sales training program for Occidental Leather. According to PBR founder Paul Cherry, the program was designed to assess and document distributor sales training of top performers to determine what they were doing right and where they could perform even more effectively to generate the necessary revenues to grow their business. PBR was honored to work with a company that still manufactures all its products in the USA. The quality of their products is outstanding. Cherry further recommends that all building and contracting industries should consider doing business with this fine organization.

Master Strategies in Advanced Sales Training will be covered in upcoming live audio conference

Wed, 28 Apr 2010 12:06:23 -0600

Business 21 Publishing recently announced a new live audio conference, Overcoming the Stall: How to Shift Your Prospect Out of Neutral and Advance the Sale featuring Paul Cherry of Performance Based Results on Thursday, June 3, 2009 at 1:00 p.m. EST. According to Cherry, in sales, professionals inevitably hear lines like these: "We e putting off the decision until next quarter." "I need to run this decision by my boss." "I like your product, but just need a little more time to decide." Cherry defines this as the "Stall" - where prospects take the easy way out and find excuses to put off a buying decision. In some cases, they really can't buy now. But in many cases they have huge problems and need help more than ever. Business 21 Audio Conference Coordinator, Erik Schembs states, sales professionals who participate in this live teleconference will learn to master advanced sales training strategies that will challenge their prospects to explain what they mean when they say they can't buy. The probing technique -- it's always about the questions you ask -- will be introduced to help sales professionals identify a prospect's needs and create a sense of urgency to act. Schembs further states, participants will learn how to ask the right questions, qualify what prospects can really invest in a solution, and uncover what the customer values -- in addition to many other ways to overcome the stall.

U.S. Department of Energy benefits from PBR leadership coaching

Thu, 15 Apr 2010 19:54:11 -0600

The U.S. Department of Energy recently chose Performance Based Results for sales management coaching to develop a select group of departmental leaders at their Washington DC headquarters. Brian Costlow, Director of the Office of Administration states the DOEs goal was to develop leadership coaching skills to coach, manage, motivate, plus hold their teams accountable, maximize their candidates' performance and deliver great customer service in their leadership training. Feedback from Costlow's team reported the PBR process was outstanding and delivered solid results.

Time and Territory Management Techniques to be presented at April 7th Teleconference

Wed, 07 Apr 2010 13:53:49 -0600

Lorman Education Services announces a new 90-minute live teleconference, Time and Territory Sales Management Techniques, featuring Performance Based Results managing partner Paul Cherry on April 7, 2010 at 1 pm. EST. The teleconference will focus on the initial premise that what truly separates outstanding salespeople from average performers is that they focus on making high-quality efforts--not just the number of hours spent on busy work. Participants will learn proven strategies to pre-plan sales calls, focus on digging deep in sales territories, gaining access to key decision makers, and proactively managing accounts with customers expectations. Participants will walk away with practical information on how to close more sales with less effort.

Leading Agricultural Manufacturer takes part in PBR Distributor Sales Training

Thu, 01 Apr 2010 11:17:09 -0600

Performance Based Results announces the creation of a customizied distributor sales training program with the Thurston Manufacturing Company. The object is to ensure that dealers and distributors are spending the necessary face time in customized sales training that will educate and engage their customers regarding Thurston's unique tillage and fertilizer application systems.

Successful Sales Management Coaching completed for Philips

Tue, 30 Mar 2010 20:28:37 -0600

Performance Based Results announces the completion of a year-long contractual series of advanced sales training, sales coaching, and sales management training with Philips Electronics North America. According to Director of Sales, Chris Strasinski, Philips was extremely pleased with the results of helping his sales managers more effectively achieve their goals.

Five Whys Technique is subject of upcoming Audio Conference

Sat, 27 Mar 2010 20:25:01 -0600

Business 21 Publishing announces their latest collaboration with Performance Based Results with a live audio conference presented by managing partner Paul Cherry. The program, Prospecting: Discovering Hidden Buyer Needs Using the Five Whys Technique, will be presented live on April 27, 2010 at 1:00 pm EST. Using impact questions and "The Five Whys," this hour-long program will help participants to hone their "discovery" skills and master the probing and listening skills that allow superstars to achieve breakthrough results.

The Sales Trainer Shares 8 Must Have Qualities for Achieving Sales Success

Mon, 22 Mar 2010 10:20:34 -0600

The Sales Trainer is pleased to announce that "8 Must-Have Qualities for Achieving Sales Success" by Paul Cherry is the featured article in its latest edition. Performance Based Results recently interviewed 400 highly seasoned business-to-business sales professionals. In this article, Paul Cherry has identified eight qualities you'll want to look for in order to hire the right candidate, or when you're coaching a current sales performer to achieve maximum results. Featured Article: 8 Must-Have Qualities for Achieving Sales Success by Paul Cherry. Performance Based Results interviewed 400 highly seasoned business-to-business sales professionals. With their help, we've identified eight qualities you want to look for when hiring the right candidate, or when coaching a current sales performer to achieve maximum results: 1) Being Creatively Persistent. There's a fine line between persistence and pushiness, and a smart sales professional knows how to toe that line. When good salespeople hit a wall -- unreturned phone calls, no response to e-mails -- they don't give up easily, but they don't make pests of themselves, either. Such a person will find ways to reconnect before an opportunity withers away. It's not just a matter of leaving call after call in his contact's voice mail. In order to connect, he'll talk with the gatekeeper, the executive assistant, and others in the organization. He may call or even show up in person at odd hours, like 7 a.m. or 7 p.m., or even make phone calls on a Saturday morning. When great sales people reach a sales stall, they approach the situation from a new angle. For example, one sales person was trying to reach an organization's VP of Sales for months, with no response. So he bought notepads made to look just like a $100 bill and wrote a note to the VP reading, "Let's turn this into real money for you and your sales team!" He crumpled it up, threw it into an oversized envelope, and mailed it to him. The client got a laugh, ca...