Performance Based Results News

Managed Health Care Professionals learn latest Selling Strategies from PBR

Thu, 04 Jun 2009 10:01:16 -0600

Paul Cherry of Performance Based Results staged the Webcast presentation, Best Practices and Sales Strategies: How You Can Make That Sale in a Tough Economy for professionals in the managed health care industry. Robert Jenkins, CEO of Health Resources Online, states "It was a great success. Everyone stayed on the call to the very end. Normally there is some 'shrinkage' as the program winds down. Not at all yesterday. And, the evaluations we have received already are all extremely positive along with their comments."

Get Stuck Sales Moving featured in CEO Online

Mon, 01 Jun 2009 12:57:42 -0600

Performance Based Results is pleased to announce that the article Get Stuck Sales Moving! is being featured in the latest edition of CEO Online. Written by managing partner Paul Cherry, a leading expert in better questioning techniques for business relationships, the article discusses how fence-sitters take up so much of a salesperson's time and energy, often leaving them with little to show for it. In addition, some of the best customers can be slow to decide, especially in the early stages of the business relationship. Cherry's three-step approach will seek out real sales opportunities and sort out the best customers from the fence-sitters to get the sales process moving -- or decide whether it's time to move on. Featured Article: Get The Stuck Sale Moving by Paul Cherry. When I conduct sales training, the most common problem that comes up is the prospect who won't make a decision. Of course, we'd all prefer prospects to say yes, but at least when they say no, we can move on. Fence-sitters can take up inordinate amounts of your time and energy, often with little to show at the end. The problem is, some of the best customers are also slow to decide -- especially in the relationship's initial stages. So how can you sort out the real opportunities from the dead-enders? Try the following three-step approach to get the sales process moving -- or figure out whether it's time for you to move on. Agree Clarify and Legitimize. First you agree with the prospect, then you ask for clarification, and finally, you ask a question designed to uncover whether there's a legitimate sales opportunity for you. The questions are respectful. The entire process takes only a few minutes, and it can save considerable wheel-spinning -- for you and the prospect. Here are three scenarios showing how it works: 1. "Send me more information" It's hard to know what prospects mean when they tell you this. Some salespeople regard it as a guaranteed blow-off, but real prospects will often star...

Techniques for Overcoming Sales Stalls revealed in latest PBR Webinar

Thu, 28 May 2009 12:32:04 -0600

Business 21 Publishing anounced their latest collaboration with Performance Based Results, Overcoming the Stall: How to Confront Excuses Head On and Advance the Sale, was a rousing success. This webinar addressed the "Stall," where prospects use tough economic times as an excuse to postpone a buying decision. The event's speaker, Paul Cherry showed how to master a strategy that challenges sales prospects to explain -- especially to themselves -- what they mean when they say they can't buy, breaking through the inertia that immobilizes buyers at so many companies.

Sales Strategies for 21st Century unveiled at Iacocca Institute

Tue, 19 May 2009 16:58:23 -0600

The Iacocca Institute at Lehigh University and the Manufacturing Leadership Institute sponsored Performance Based Results to present 21st Century Marketing and Sales Strategies. PBR explored the latest marketing and sales strategies to help organizations capture new prospects and increase repeat business from current customers. Small and medium-sized businesses have access to many resources available today that let them compete with the big players. Yet, with so many choices, how do companies decide what does and does not work? It is important to get the correct answers in order to effectively differentiate products and solutions in todays price-driven, hyper-competitive market. By developing a cohesive marketing and sales approach for an organization -- sales teams can win more business, at higher profit margins, and with less effort.

Innovative Business Tactics discussed with famed Marketing Leaders

Fri, 15 May 2009 16:48:21 -0600

World-renowned marketing leaders Jay Abraham and Rich Schefren will be interviewing Paul Cherry of Performance Based Results in a program entitled, Innovative Tactics that Outperform What Everyone Else is Doing. Excerpts from the interview will be circulated worldwide through numerous print and media channels.

Sales Pricing Issues addressed in latest PBR Webinar

Wed, 13 May 2009 16:41:40 -0600

Business 21 Publishing reported thousands of business professionals participated in the PBR webinar, Escaping the Price Driven Sale. The online event presented ideas on how to minimize price objections and stalls, plus how to create and sell value in an economy where people are skittish about spending money. It also revealed the surprising outcomes of the latest Performance Based Results research -- sharing proven tips and alternatives to the price-driven sale. An on-demand audio CD version will be available. B21 will host the next live PBR webinar on Thursday, May 28th, 2009, titled Overcoming the Stall: What They e REALLY Saying -- and How You Can Break Through It.

Electrical Distributor Executives give Rave Reviews to PBR Presentation

Tue, 12 May 2009 16:32:18 -0600

The Performance Based Results team brought their sales training presentation to Kendall Electric. The feedback afterwards was overwhelmingly positive. Here's an example of a response received the very next day from one of the sales managers who attended the presentation: "I have received rave reviews over the training and in fact already got one success story of using power-probing questions on a customer that we had virtually zero relationship with. The salesman left the account with a good relationship with the owner of the company. Good Stuff!" About Kendall Electric Kendall Electric is a full line electrical wholesale distributor and 100% employee-owned company, serving the Industrial, original equipment manufacturer, and construction markets since 1930. Through large inventories of quality materials, leading-edge technology, an efficient internal material transfer and delivery system, and expert personalized service, they have become a valuable partner for thousands of organizations.

Developing Employee Strengths article featured by Clement Communications

Mon, 11 May 2009 10:59:00 -0600

Performance Based Results is happy to announced that the Clement Communications magazine Master Salesmanship is featuring Paul Cherrys article Repurposing Your Sales Team: How Managers Can Play to Employees Strength in the May 11th edition. In the article, Cherry discusses how a manager may complain to colleagues about an employee's weak points, but then consistently avoid confronting the employee directly. The unhappy employee may be doing his or her own avoidance dance--they are making an effort, but their strengths may not be suited to the job they've been assigned. Over time, this tense situation takes an emotional and economic toll on the employee and the company. Cherry's article explores how managers can repurpose an individual and play to their employees strengths. About Clement Master Salesmanship is published bi-weekly by Clement Communications which researches, creates, publishes and distributes programs and materials to help organizations communicate with employees, customers, students and others. Featured Article: Repurposing Your Sales Team: How Managers Can Play To Employee Strength by Paul Cherry. "My assistant Sid is making me crazy!" Jim, the Executive Manager, rubbed his temples in exasperation. "The glaring errors in his reports just get worse and worse. It's been almost seven months since I hired Sid. When is he going to get the hang of this?" I asked, "Have you taken Sid aside and explained to him how crucial it is for him to pay attention to detail in these reports?" "When haven't I explained it to him?" Jim let out a short, hot sigh. "Don't get me wrong. Sid's highly skilled in other areas, and I don't want to embarrass him or hurt morale by reaming him out in front of the whole department. I've talked with him in private, tried to be subtle. But Sid just doesn't seem to grasp that it's more important to me that he take his time crafting his reports and getting the data right, rather than rushing through them. I've tried giving him...

Asking the Right Sales Questions is topic of Imark Marketfocus interview with Paul Cherry

Fri, 01 May 2009 13:01:41 -0600

Paul Cherry of Performance Based Results is among the industry sales experts interviewed in the May 2009 issue of IMark's Marketfocus Magazine. In the publication's Showcase feature, Cherry discusses the topic, The Rules of Engagement: Asking the Right Sales Questions.

Food Industry Executives drive performance with new Sales Questioning Techniques

Mon, 27 Apr 2009 16:15:53 -0600

Paul Cherry presented the program Asking the Right Questions to Drive Greater Performance for The Food Ingredients Distributors Association (FIDA). Senior executives from food companies across the country attended this program, learning the best ways to sell and deliver value, as well as leaving the seminar with a new set of tools, ideas, and strategies to face the challenging marketplace -- where customers are getting hung up on price. About FIDA Based in Fort Wayne, Indiana, FIDA's aim is to provide a forum to promote professionalism, growth, value of services, training, and the development of standards and practices for the food ingredient industry.

PBR Proactive Distributor Selling Program helps Stryker Managers Maximize Sales

Thu, 09 Apr 2009 14:23:27 -0600

Stryker, a world-renowned medical device manufacturer is pleased to announce that Performance Based Results presented the program, Proactive Distributor Selling. The on-site seminar gave managers the opportunity and ability to better develop, manage, and coach distributor relationships to maximize sales training results. About Stryker: Stryker is a global leader in medical technology with a history of success and exceptional growth. It is one of the largest players in the $35.6 billion worldwide orthopedic market and its products improve the lives of healthcare professionals and patients in over 120 countries worldwide.

Senior Management of Texas Electrical Distributor learns PBR Sales Techniques

Thu, 02 Apr 2009 14:32:47 -0600

Performance Based Results announces that Patrick Connor and Paul Cherry presented the seminar program, Questions that Sell to electrical distributor management executives at The Reynolds Company. About The Reynolds Company The Reynolds Company is independently owned and serves the Gulf Coast region including Texas and Louisiana. With over 60 years experience, it has become a market leader in delivering value added services and gaining long-term customer support -- growing from about 100 million to almost 500 million in ten years, it is ranked as the 17th top wholesale electrical distributor in the U.S.

Keynote Speakers Paul Cherry and Patrick Connor enthusiastically received at IMARK Showcase 2009

Thu, 02 Apr 2009 14:12:47 -0600

Paul Cherry and Patrick Connor of Performance Based Results, were keynote speakers at the IMARK Showcase '09. Their presentation, Excellence in Leadership: How to Engage Your Team and Create a High Performance Culture, garnered phenomenal feedback and success. Their powerful program on Questions That Lead provided senior executives with proven strategies on asking the right questions in order to help managers discover what makes their people tick -- creating an environment of collaboration, developing a customer-focused mindset, and confronting tough issues before they fester. About IMARK: IMARK Group is a member-owned marketing group comprised of 176 independently owned electrical distributors throughout the United States, including more than 70 distributors ranked as the top 200 largest in the nation. Member companies serve local customers from more 1,000 branch locations. With more than $8 billion in combined sales, IMARK Group is the largest member-owned, member-governed cooperative in the electrical industry.

Kiplinger presents Powerful PBR Program about Assumptions that Sabotage Sales

Tue, 31 Mar 2009 13:53:43 -0600

Kiplinger presented Paul Cherry of Performance Based Results and his program, Five Assumptions That Can Destroy the Sale. This powerful program challenged seasoned salespeople to break away from their set assumptions regarding their current sales process, and to be more active and strategic as they sell in a reactive marketplace. About Kiplinger For eight decades, the Kiplinger organization has led the way in personal finance and business forecasting. Founded in 1920 by W.M. Kiplinger, the company developed one of the nations first successful newsletters in modern times. The Kiplinger Letter, launched in 1923, remains the longest continually published newsletter in the United States. In 1947, Kiplingers created the nations first personal finance magazine. Located in the heart of our nations capital, the Kiplinger editors remain dedicated to delivering sound, unbiased advice for your family and your business in clear, concise language.