Prindle, Patrick and Associates

Transcription

stillwater few spotlight post patrick you're my guest today for cartier and your lovin one thing about sol is that that's come like havin uh... can imagine and use your inside of a business suit that here's directed at sales ok for your business and the sense that training your people with the newseum mindset that literally has no limits saal thanks for being on the show thank you for your attention my pleasure to be here you don't and and big money yeah you have started as like a file clerk and then in about one in three sales divisions for fortune five hundred company you'd have to do that that's a really good question sometimes actually ask myself the same thing really though it the turning point for me was uh... doing some filming for one of the companies i work for in the site general manager walked by and he said why do we pay you again and i was like wow i'd just uh... i think any difference in job stability some places so i a when they did with the idea best and that is to train people and uh... through that range prince what i really understood about myself as i have a however idea for taking big things tying him into small packages and being able to talk to people about them in a way to make sense and uh... you know if you can do that and nothing for the right people uh... eventually get noticed you have a chance to run bigger things well that you're a fifty three uh... black belt and compo karate okay so obviously spent years and years perfecting a trip but the skill and i've seen you do that in the sales world as well where you'll take and learn enough about it somebody's business nor operation and then be able to take it in create the next level for them because you've done that several times haven't you yeah that's true i have com sales is very much so like martial arts and and they had other things that we gain mastery over and that is to just learn how things worked well and learn how to make them better uh... i think that the biggest thing that uh... i i do when i coach people but i tell them very much so at the outset i'm probably never going to teach anything that you don't already know right i'm just gonna put it in a format that you can use over and over and over again to build process around excellent so what are some of the things that if you were looking at a at a company and you were beginning to work with them what works on the steps that you would go through to really master of their system and then be able to implement what you do i think one of the first things that you have to do is really understand where they're coming from because nobody likes you to walk in and say you're doing it wrong right and so the best thing to do is really understand what they're doing and what they're doing well and then go from there coming you really have to take you will have to take a very close look at how they interact with their clients where they're doing and that that's working right now and then augment that with other things that you've gotten from other places that work as well so you end up with kind of a hybrid you monitor the activities uh... rele directly me when you're setting up a system for from somebody in sales to about the the system that you actually begin to implement things work from the bottom up it's whether robert meets the road they're really overuse of cliche uh... so you really have to get to the bottom wrong of the organization where the sales happen and understand from that person's perspective what they think the processes and then you also have to work from the top down to make sure that the uniform language in uniform speech in uniform and practice and process from the top down so i mention that there is a a great deal of in a sense cross-training between uh... the the two levels because usually the thing that made a manager or if you're a great manager wasn't that he was a great sales person but usually what got him there who's been a great salesperson potentially is that what you see yeah you're right i mean one of the biggest mistakes that we make in businesses to take somebody who was great and sales and make my manager and i know that sounds terrible but that's really the trees because the two are such despair skill sets so part of what i do actually act uh... anita taken manage managers and teach them the skills that they were never given as a result of being promoted com and also help them remember the sales skills that they had when they're on the floor there interacting with clients directly how do you take a manager and begin to get them to you internalize that different aspects of what you teaching justin cubans um... the best way to do that is to actually put them back in the environment and to help them understand what's missing and help them do their own gap analysis i think the problem that in the most managers have as they try and create a mini me and that's absolutely wrong thing to do they need to create better rep for themselves is the main t_v_ aspect sometimes that uh... that idea that uh... if you're a bean counter do you really want to be counter someone for you esther hiring ourselves is probably our biggest mistake wouldn't doubt we've got another section coming up we're going we're about saw care cartier in the coaching and service that he does for businesses around the country and really giving you the tools delve deeper into now blocking the activity spotlight and have your my guest today saw cartier and i know that working in a great deal of wisdom on the process sales and business development from from from a ninja point of view qasar i'd know that you really are like that in your life you really change the way that people think from the inside out he give them the tools to break through i'd call you a bit of a spiritual bolt cutter bit that's my own view so i won't know who is an ideal client what kind of company are you really looking to the to help grow and serve i think that with the last ten years the economy being what it has been uh... it's been paramount for companies to reach into the resources at their current leon and help maximise 'em uh... a lot of times that's going to be you know back office but a lot of more times it's gonna be sales oriented uh... we have to be able to take on the existing sales people that we have the existing sales resource and make it go farther and faster companies that find themselves in that position which could be just about anybody in these days i mean i've been able to help companies all over the united states uh... increase their performance and uh... so if your company is a is a place where you need to maximize your sales force performance which help you do that groups who have actually taken several company the company sales groups from the white house all the way to the first level haven't you yen and sometimes talking about performance can be a little bit difficult because the numbers get stupid crazy we are talking about one hundred eighty percent return eighty seven percent uh... increases in production return on investments in you know in the millions of dollars um... and it's really just taking the current resources that you haven't putting a process that works and the place helping people see from the top down that it makes sense in getting people to support that they need anytime that you can really uh... groove if you will if you can take an online uh... sales persons y with corporate y and how can you not have just incredible growth takes time to do that now i know that you used several tools in your process and in in a valuating where somebody is because i know that the p_l_o_ simpson really great tools that you use that actually identified who can be the most successful in sales and who you really oughta move away from sales cracked right yeah that's true i mean uh... i think like we mentioned before one of the biggest mistakes you can make as a manager or hiring a recruiting and that is to hire yourself now as i was successful obviously you can't be too and the reality is that that's just not true uh... so i_d_'s assessments in the assessments can help me understand and help you as a corporate uh... recruiter manager understand should this person really even be here home and if it is somebody that you've inherited or that that currently exists within your firm um... how can we directly coach them because the worst thing you can do is just tryin shotgun in the dark and say well i wrote this works but if you have a really targeted focused way to connect with that person an area that make sense to gain the meant the most most benefit from your time spend with them in time effort energy that's just the best place to go absolutely how do you want people to commit to you i'm pretty easy to get in contact with uh... you can use i my phone number and you can tell me on the web site you can shoot me an email uh... i'm pretty easy to find sol cartier edsall cartier dot com or soccer ta dot com w_w_w_ many very into that he can do it like a large group yeah it's pretty a c_ a_ r_ t_ i_ e_ r_ and so on and followers and the one eight three nine four zero one five seven right so uh... call quicker visit well i'm sure they've relied on the screen here they are the biggest thing is is that when someone gets a hold of you what do you work are processed you walked into her well first of all uh... it's wise to find out if this trillion need and i know that that sounds crazy but so many times people just want to pitch and here's my thing do you want it or not and the reality is is there so many different ways to coach that we really need to make sure that that what i have offers the best thing for that company comment for their new the current time so will spend some time talking and then we'll go from there you really get it and i know that it has worked well wrapping up a shadow and everything i just want to say you know if you're picture interested in the matter a business coach of business development so a sales coach type of firstam solved you're amazing it and i just hope that you connect us all and thank i'd been i've known software number year so it's always good for that i would also say that this is uh... you know the business volunteers view telling your story if you're a business owner immediate you want your story how we want to tell and want you to contact us so that you would uh... see what it what it takes to be on doesn't stop thank you