How to out fox your competition

Greg Cox

President and C.O.O.

Dale Carnegie-Chicago

Our clients have changed Pressure Communication overload The focus on price is greater than it has

been since the dawn of time.

The game has changed Technology

E-mail Voice-mail Call ID Internet

The value of an effective order-taker has plummeted

The game has changed Widespread Buying Criteria Shift Fewer opportunities

Increased # of competitors per opportunity Increased # of rejected salespeople per

opportunity

The Time Crunch

Salespeople must be able to: Protect & expand

current accounts Develop deeper

relationships Ask better questions Clone great results Consult

A visit to the sharpening shed

Get Moving! Decide! Get a process Get coached Get a win Use your new skill