Strategic Financial Insights

04/11/2023

Mindset….all it is.

03/31/2023

Truth✊

03/08/2023

Truth…

01/11/2023

Trade show season is here, are you prepared? Will you make the same mistakes again, and blame getting fewer and fewer leads on the trade show, the economy, or lack of attendance? Or, will you accept it’s Your Fault? Contact us to learn trade show strategy and how to maximize lead generation at any trade show!

07/20/2022

Selling is stressful....but remember, there's a difference between service and being subservient. Service is expected in any transaction, but jumping through hoops for the hopes of an order is WRONG! You're establishing the benchmark of service unless you get an IOU from the client. It's ok to break the standard as long as YOUR CLIENT understands that and will give in return.
An example is a client who was selling food for a large distributor. A "whale or elephant" prospect finally asked my client (the sales rep) if she could deliver 5 whole prime rib on a Saturday to this client. Jumping at the chance, calling her sales manager...this was big! After 4 years, they got an order. In our weekly debrief she informed me proudly of her 'new whale account'. Smiling, I nodded and asked, 'Have they placed another order?' I'm going in Friday...The following week, she informed me she got the same order. I said," Let me get this straight, on Saturday morning you drive your vehicle an hour, pick up the prime rib, drive back, deliver it, and get no commission because the order is under minimum?"
She told me yes, but they 'promised to give her a big order". The next week the same, and when we met I asked if she'd learned a lesson yet? Her reply was it takes going the extra mile to get a client. Shaking my head, I said does the client know that? She looked at me funny and suddenly the light bulb went on. "What should I do? she asked.

I replied, it's time to make them a client or fire them. Here's what you do, next Thursday, go in and see the chef with your laptop. Ask him if he needs his 5 prime rib. Then ask him what else he needs because you need a $750.00 order to get paid any commission and then smile and tell him YOU ARE NOT a 501c non-profit. Then wait patiently....with your laptop open and tell him your delivery will arrive by truck on Friday. She told her sales manager my advice and he told her "don't be stupid and blow this opportunity", that guy doesn't understand. She called me and said "what do I do"? I said get paid or be a non-profit, you decide.

That Thursday she called me to say she got a $900.00 order and it worked. In 6 weeks she was doing two deliveries a week averaging $1800.00 each, and 6 months later she was the preferred vendor getting 6K a week in orders.

Get uncomfortable, get an IOU, and start going to the bank, its what we do!

04/12/2022

Sales has become a lost art. People think barraging cold contacts with nonproductive email solicitation is selling. Just as in years past, the rain maker leads the pack in income, perks and more. The phone still works, email can work, and creating business still happens every single day. The problem with “today’s sales techniques” is they are the same used in 1970 just repackaged to make it seem new….
Want to break the mold? Learn to sell? Be the rain maker? Reach out!
We’re here, we’re ready, and all you need to do is take the first step!

12/30/2020

11/09/2020

There’s nothing like recruiting a top level manager for a client. No mass resumes, recruiting the right candidate to fit job and company culture!
Congrats Missy!

10/14/2020

There is a huge difference from service, and being subservient.

sub·ser·vi·ent
/səbˈsərvēənt/

adjective
prepared to obey others unquestioningly.

Prospects and customers deserve to be treated with respect, and a professional level of service. Caving into unreasonable requests with no repercussions or IOU sets your standard now. In other words, that whatever extra you performed is now to be expected, not prior levels. Unless you get something for yourself in return, don’t jump through any hoop to satisfy a demand.
Know when to shut your cell and email off....you’ll thank us later.

03/02/2020

Check out the new name

Strategic Financial Insights is now Points North Performance Group. Please go and like our new page!
https://www.facebook.com/pointsnorthperformancegroup/