Performance Based Results News

How to Succeed at Selling to Difficult Customers is topic of upcoming event

Wed, 09 Dec 2009 16:41:08 -0700

Lorman Education Services will join forces with Performance Based Results to present a teleconference on How to Succeed at Selling to Difficult Customers. Moderated by Paul Cherry of PBR, the 90-minute program covers topics such as Why Difficult Customers Can Create the Best Sales Opportunities, Building and Solidifying the Right Relationships, and "Overcoming Objections, Stalls, and Price Bully Tactics. Participants can choose the teleconference alone, or the teleconference and CD set. For more information, contact Paul Cherry at 302-478-4443 or contact Lorman at 866-352-9539.

Overcoming Sales Objections is subject of newest PBR Webinar

Wed, 18 Nov 2009 14:43:47 -0700

Business 21 Publishing announces a new webinar with Performance Based Results entitled, Overcoming the Stall: How to Confront Excuses Head On and Advance the Sale. The hour-long Webinar will take place on Wednesday, November 18, 2009 at 1:00 PM ET. This event includes a FREE copy of the e-learning module, A Proven Technique to Overcome The Stall, that will allow users to revisit the content at any time to reinforce key concepts and share the training with their entire team. The module includes a quiz (print and online), handouts, a leaders discussion guide and a summary sheet. Speaker Paul Cherry will show participants how to master strategies that challenge reluctant prospects to explain - not just to the salesperson but to THEMSELVES - what they mean when they say they can't buy right now. He'll demonstrate how to ask the right questions to probe a prospect's concerns, help prospects identify their needs and create a sense of urgency to act.

Setting Clear Performance Standards featured in Clement publication

Tue, 10 Nov 2009 12:58:19 -0700

Performance Based Results announces that the Clement Communications leadership industry newsletter Smart Supervision features the Paul Cherry article, The Power of Clear Performance Standards, as its lead story in the October 12 edition. In this article, Cherry discusses the importance of managers setting clear, concise performance standards for themselves and their employees in order to meet expectations and goals--and to learn them inside and out so that everyone will benefit. Featured Article: The Power Of Clear Performance Standards by Paul Cherry. It had been one year to the day since my friend Jake had relocated to Florida to beef up profits at a medical equipment company. Since I was in Jake's area on business myself, we agreed to meet after work for drinks to celebrate. Jake had every reason to think he'd get a glowing evaluation on his performance review. But when he trudged into the bar at my hotel, Jake looked like he was down in the dumps, not on top of the world. "They gave me the sack! Can you believe it?" As he knocked back his drink, Jake was so angry I half-expected him to swallow his swizzle stick along with his Mojito. "I relocated for them. I worked nights and weekends, I even broke dates. I did everything right and then some. And what does my boss tell me? 'You did a pretty good job, but you could've done more.'" I shook my head. "It's outrageous, Jake. I've seen for myself what a great manager you are, and I'd bet the ranch you followed the company's performance standards to the letter." "I would have, if they'd ever bothered to outline their standards for me." Jake took another swig. "I tried to get specifics, but my boss was the kind of guy who acts on gut instinct. How am I supposed to measure my performance using somebody else's gut feelings?" In his frustration, Jake bit his swizzle stick in half. Lucky for him, it was one of those sugar cane sticks, so Jake didn't have to see a dentist on his way to the unemployment...

PBR joins The League of Extraordinary Minds for Mentoring Webcast

Thu, 05 Nov 2009 20:57:36 -0700

Paul Cherry of Performance Based Results is excited to announce that on Thursday, November 5th at 8:00 pm EST, he will be among 54 elite business experts participating in the webcast series, The League of Extraordinary Minds. Organized by renowned marketing experts Rich Schefren and Jay Abraham -- this FREE mentoring series of "power panels" -- will provide participants with clear, concise strategies to transform businesses into forces to be reckoned with.

New Hire Sales Training leads latest Philips reinforcement workshops

Thu, 05 Nov 2009 12:54:34 -0700

Philips Remote Cardiac Services reports that it has enlisted Performance Based Results to conduct reinforcement training in the areas of sales management coaching and leadership development--with an emphasis on new-hire sales training. This ongoing reinforcement will complement previous Advancing The Sale workshops created by PBR for Philips that focused on effective sales questioning techniques.

Customer Loyalty Webinar is Smash Hit with Kiplinger audience

Thu, 05 Nov 2009 12:48:26 -0700

Kiplinger announces that the recent webinar with Performance Based Results, How to Keep Your Customers from Jumping Ship, was a resounding success. Participant feedback tallied after the event showed phenomenal positive responses. Another webinar is in the process of being developed and is tentatively scheduled for January 2010.

Top Medical Device Distributor Benefits from PBR Coaching

Wed, 04 Nov 2009 11:35:06 -0700

Orthopaedic and Spine Technologies turned to Paul Cherry of Performance Based Results to provide one-on-one coaching for one of its new high-level sales representatives. Orthopaedic and Spine Technologies witnessed a significant improvement in sales performance upon completion of the coaching program. Barbara Denbigh, president of Orthopaedic and Spine, stated, "Thank you for the outstanding training that you have provided for our salesperson."

Keeping Customer Loyalty is focus of upcoming Kiplinger-PBR Online Event

Tue, 27 Oct 2009 13:31:54 -0600

Kiplinger announces that Paul Cherry of Performance Based Results will present his latest program, How to Keep Your Customers from Jumping Ship in a 90-minute interactive audio conference webinar. The dynamic program will focus on todays turbulent economy that is forcing many customers to re-evaluate long-standing relationships with their vendors. As a result, customer loyalty is vanishing. In these difficult times, customers expect more for less, and theyll put off decisions, pressuring for price concessions, and more. Cherry will provide a step-by-step strategy to improve customer loyalty by helping take back control of customer accounts, reining in the most important customer relationships, turning difficult negotiations into profitable ones, and re-establishing a foundation of trust that will ensure customers keep coming back -- even in a tough economic environment.

Sentry Group learns Customer Engagement Strategies in Channel Markets

Thu, 22 Oct 2009 11:01:50 -0600

Performance Based Results produced and delivered a customized sales training workshop to the Sentry Group on effective customer engagement strategies in channel markets. PBR founder Paul Cherry commented, "Whats particularly exciting about this project is benchmarking Sentry's sales force against the best in the industry."

Hollywood film shows how to Keep Colleagues Accountable

Fri, 16 Oct 2009 13:38:11 -0600

Life and art imitate each other in the latest Managers Minute e-newsletter with Paul Cherrys lead article, What THE INFORMANT! Can Teach Us About Workplace Relations. Inspired by the current Steven Soderbergh film based on the true story of whistle-blower Mark Whitacre, THE INFORMANT! is a cautionary tale showing how an employees insecurity and hunger for attention has a domino effect on the workplace. Cherrys article helps readers learn from Whitacres mistakes, showing how asking the right questions and digging deep for the truth from the start will save you and your colleagues a lot of headaches in the long run. Featured Article: What THE INFORMANT! Can Teach Us About Workplace Relations by Paul Cherry. Steven Soderbergh's latest film, THE INFORMANT!, is a dark comedy based on the true story of Mark Whitacre (played by Matt Damon), then President of the BioProducts Division at Archer Daniels Midland. In 1995, it was revealed that Whitacre had been acting as an informant, supplying the FBI with tapes implicating ADM in a complex price-fixing scheme. Over time, Whitacre had discovered he liked his corporate whistle-blower role -- maybe too much. In his naivete, Whitacre went to outrageous lengths to cling to his new sense of self-importance and keep himself in the spotlight, defeating the purpose of his undercover role. What's worse, Whitacre wound up under investigation for embezzling $9 million from ADM. As a result, he lost his whistle-blower's immunity and spent 8½ years in federal prison. The movie takes a tongue-in-cheek approach, though it was no laughing matter in real life. THE INFORMANT! is a cautionary tale showing how an employee's insecurity and hunger for attention, and the actions stemming from these issues, can cause a negative domino effect touching everyone and everything in the insecure person's orbit. When those dominoes fall in that person's workplace, the effects can be disastrous. Who among us hasn't had co-workers or even bosses who w...

PBR Program Reveals How to Sell at Higher Margins in a Price-Pressured Economy

Wed, 14 Oct 2009 11:33:39 -0600

Performance Based Results delivered a pilot program for The Reynolds Company, a major electrical distributor, titled How To Sell At Higher Margins in a Price-Pressured Economy. Participants committed to an action plan to document performance in the field as a strategy to determine ROI from training. The result: The Reynolds Company reported a 100% successful outcome based on the one-day program.

Polyester Film Marketers Learn PBR Training Techniques

Tue, 13 Oct 2009 11:59:51 -0600

SKC, the #1 leader in the polyester film marketplace, didn't want to rest on their considerable laurels. In order to continue their successful presence and dominance in the marketplace, they turned to Performance Based Results to make sure 2010 would be their best year yet. PBR's Paul Cherry worked closely with them in order to help hone their sales techniques, solidifying and selling more value added solutions in their competitive and commoditized market.

Discovering Hidden Buyer Needs using The Five-Whys is subject of PBR webinar

Wed, 30 Sep 2009 12:04:15 -0600

Business 21 Publishing will be collaborating with Performance Based Results again for a the new webinar, Prospecting: The Five Whys Technique for Discovering Hidden Buyer Needs. The 90-minute Webinar will take place on Wednesday, September 30, 2009 at 2:00 pm EDT. Cherry will explore how every good salesperson knows that "Discovery" -- questioning prospects to learn their true needs -- is a critical phase of the selling process. Salespeople can't effectively "map" needs to solutions unless they really understand the customers "pain." Easier said than done because it requires one of the hardest things a human being can be asked to do... listen. This webinar will use Impact Questions and "The Five Whys" to show participants how to master the probing and listening skills that allow superstar salespeople to uncover a buyer's true needs and achieve breakthrough results. FREE BONUS to improve learning retention: All participants will receive a free 8-minute e-learning module called The Five Whys Technique to Uncover Hidden Customer Needs that will supplement and reinforce the webinar course material.

Remanufacturing Community learns to Think Like A CEO

Wed, 23 Sep 2009 14:10:49 -0600

Performance Based Results is pleased to announce that Paul Cherrys article Think Like A CEO! is being featured in the September 2009 edition of Recycler Trade Magazine. Cherry, a leading expert in better questioning techniques for business relationships, discusses how purchasing agents sometimes think value can only be measured by how low the price is -- the better strategy is to think like a CEO instead of the purchasing agent. Cherry gives examples of the right questions to make customers look beyond the price tag and see the real value of a company's products and business solutions. Featured Article: Think Like A CEO! by Paul Cherry. Good CEOs understand the value of constantly assessing the competition to survive. Likewise, in order to thrive, they must keep on top of trends affecting the industry. Whether your prospects are CEOs or professionals who are deeper in the organization, your best bet for engaging them is to ask questions about these two crucial aspects of business—the competition and industry trends. When you speak about these core issues, you'll create the opportunity to bring insight and added value along with your products and services.Rather than launching into a pitch about your products and services, the key is to open the conversation by asking some good questions. This will encourage your prospects to talk about the very things that drive and impact their business, and it will give you insight into the kind of business results your customer seeks. The following questions can help you focus the discussion on the future while critically analyzing the present situation. If you can get prospects to ask, "Can I get where I want to go with what I have now?," no matter what the answer is, helping them to face that question will prove valuable to their business—and to yours—as your prospects come to look to you as a forward-thinking advisor.Use these questions to engage your prospects at a deeper level, and get into their mindset. But use them ju...

Engaging Your Team and Creating High Performance Culture program a resounding success at Iacocca Institute

Mon, 21 Sep 2009 16:33:23 -0600

On September 22nd and 23rd, PBR's Paul Cherry returned to The Iacocca Institute at Lehigh University and the Manufacturing Leadership Institute with his latest seminar, How To Engage Your Team And Create A High Performance Culture. The presentation was a resounding success as Cherry showed managers the most effective ways to motivate their people and help them achieve their full potential, such as: how to ask team members the right questions in order to get legitimate feedback -- how to get others to embrace new ideas -- how to discover what makes people tick -- how to confront tough problems before they fester -- how to empower your team to pro-actively take ownership of their jobs, and so much more.