The Perception of a Difference

Wes Zimmerman . Wes Zimmerman

The Perception of a Difference Program in Your Company

Everyone in your company is part of the selling and serving process. Each team member has several areas of expertise which come into play with customers and prospects at appropriate times in the selling and serving process. It is analogous to team sports wherein sooner or later each team member is in the position to pick up and advance the ball toward the end zone or shoot a basket. To do this successfully every team member must know and understand the rules and how the game is played as a whole.

Selling is a profession with roots in antiquity. It has always been practiced by a wide variety of people with different goals, ethical standards and methods. Those in need of short term cash developed methods and techniques to manipulate the buyer into a quick decision accompanied with immediate payment. Sellers who had roots in the community or plans to establish them worked to develop a relationship with the buyer through what is now called "consultive selling". This time consuming method requires consistent attention to the needs of the buyer before and after the first order is received.

Honesty is essential, since without it, consistency is not possible. The seller is guided by concern for the buyer's best interests and long term success. This method is a continuing education and serving process that should be called "consultive selling and serving". There have always been as many gradations between these two approaches as practitioners of the selling profession.

Long term success, profit and both personal and corporate satisfaction result from consultive selling and understanding the education process inherent within it. No one will buy from a person they do not like and trust. Liking or disliking a person or business is based on the perception that forms on first contact. That perception is reinforced or weakened during each subsequent contact. This perception of a difference process gives the Program its name.

Everyone in a company is involved in the perception of a difference sales and selling process and consistency is vital to both. Consistency is best achieved when doing and saying the right things in the right way is part of a person's normal behavior, i.e. habitual.

A methodology is required that creates and reinforces these good habits. The long lasting, effectiveness of the Program is expressed in the words of a client:

"You have permanently changed the behavior of my people (and me)."

The program methodology identifies required steps, the sequence in which they are completed and when they should occur. The content of each step is always customized to the needs of the individuals in the group in relation to the goals of your company. The customization relates each subject to the perception of a difference you desire to create.

The timing of workshops has a strong role in the process of turning the concept into habitual behavior. The optimum time between workshops is two to three months in the first 12 to 14 months of the program. This interval provides time to practice the skills presented in the workshop, yet is short enough to maintain continuity.

Contact us today for more information about this powerful sales program.

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ISBN 0-9760307-0-5 - Hard Cover, 305 Pages

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