It is with great pleasure that I write this letter of recommendation for Joe da Silva. Joe is a mentor, speaker, and trainer in sales and business success. Using his 40 years of life and professional experience he has been able to share in easy to understand techniques, how to be successful in sales. He taught me how to change bad behavior, focus on attitude and how to align this to create success.
I met Joe at Positively Speaking Toastmasters and was impressed by his confidence and the way he was able to incorporate his experience and professionalism in his communication and how easy he made it seem for the average “Joe”. Joe’s power pitch is to increase profits and productivity by aligning behavior, attitude
Joe’s power pitch is to increase profits and productivity by aligning behavior, attitude, and techniques.
By using Joe’s methods, I have been able to find my confidence and focus again, while going through a very difficult time in my life. By attending Joe’s weekly classes, The Action Suite, I have been able to go into a cold call via phone or in person and leave with either a yes, a no or a clearly defined next step. I have been able to maintain a focused objective and stick to an agenda in each presentation or follow up. Joe’s teachings are easy to put into practice and do deliver results.
I would be happy to recommend Joe to any sales professional or teams that are willing to put in the time and put into practice his techniques.
Business Development Manager
Assurant Vehicle Protection Services
(May 10, 2018)
You had a great presentation. All of the decision makers were present. It has come to an end and the decision is about to be made. Unfortunately, the decision is ‘no.’ Now what?
Frustration, disappointment, desperation, hurt and even anger may be some of the emotions that may be crossing your mind at this point. If any of those are true, I am going to let you in on a little secret; they can see it. Your body language, tone, and even words will clearly show how you feel. If you let them know how you feel, you have lost. The reason it one of the truisms of business: “Those that show emotion first, loses.”
You have planned for a couple of weeks. Put everything in place for a very important meeting with a major prospect including travel and accommodations as you will need to be there the night before to be able to meet them on time. Then you get the call: “Hi. I will be coming over to your town and would like to meet Tuesday instead of Monday.” All you can think is: “But, I had everything arranged for Monday in their city.”
“Now what do I do?”
This is where your versatility and mind has to shift because of an unexpected event.
I love this time of year. Not for the sunshine, singing birds and the warmth of the summer months coming, but rather, for the lie that everyone tells themselves about sales for this time of year.
The lie that says: “No one buys during the summer.” or: “Everyone is either on holidays or thinking about their holidays and not the business.”
If only those were true. However, how many of us fall for the great summer lie? This time of year could be the most productive time of the year for you if you change certain behaviors which will take you from salesperson to sales professional.
I was reminded in the book by Michael LeBoeuf, Ph.D.; “How to Win Customers & Keep Them For Life.” of a management course that I took many years ago and a fable with a very important lesson for all of us.
The fable was; ‘The Snake and Fisherman.’ There existed this old fisherman that would go out every day by himself in his small boat. One day, he looked over the side and spotted a snake swimming by with a frog in its mouth. Feeling sorry for the frog, he bent over and removed it from the snake’s mouth and set it free. However, he then started to feel bad for the snake as it would now grow hungry. He looked around his small boat but had no food. All he had was a bottle of brandy. He opened the bottle and gave the snake three shots. The snake happily swam away and everything was good. About an hour later the fisherman heard this insisting banging on his boat and when he peered over the side, there was the snake, but this time it had two frogs in its mouth.
You have an incredible product/service. You have a phenomenal presentation showing the features and benefits of your product/service. However, you are not making any headway. Why?
Is this scenario familiar to anyone? Let’s take a closer look at this often occurring situation.
What we must all accept, is that consumers today are aware and educated about our products/services even before they meet us. Therefore, if you are still highlighting the features of your product/service, you are putting your audience to sleep as they in all likelihood know as much, if not more, than you may. Do not sell on features. If you do have to mention features, keep it to a minimum. When you have a good feel for the minimum, cut it in half.