Contact
Joni Garza, SCORE AdministratorFort Worth - Chapter 120
817-871-6002
scorefw@gmail.com
How to Break the Rules and Win at Sales
When selling, there are always two systems at work: The Prospect’s System and The Salesperson’s System.
If a sales professional is to become consistently successful it is important that they lead in the sales process. The salesperson must know and apply a selling process that works. Merely showing up at the sales meeting and placing yourself in the arms of your prospect is not enough.
Selling by “feel” or relaying on features & benefits to close business is not only ineffective, but also expensive. Sales professionals need to be fully aware of why people buy and how prospects think though the buying / selling process. Prospects have developed a process they follow when being sold and they respond to the behaviors and techniques of the sales experiences they have encountered.
We believe there are no bad sales prospects, just bad sales people.
It is time to adopt a different sales approach. A sales approach that is purposeful and highly effective. A process that is based on “qualifying hard – close easy”. A process that does not relay on high pressure, chance or high volumes of call points to be successful.
In this workshop you will learn “Five Rules” to better selling and then see how these five rules are applied in a different sales approach that allows you to “Break the Rules and Close More Sales”
Larry is the president of Dallas-based Persuasive Communication, a franchise of Sandler Training Systems. Larry was previously Sales Director for VQ OrthoCare, a manufacturer and distributor of orthopedic rehab equipment. In that position, Larry built a sales network from scratch, managing a team of account executives and independent sales contractors who sold to orthopedic, pain management, rheumatology, and medically integrated clinics.
Previously Larry was Senior Regional Sales Manager – for Cool Systems Inc. / Game Ready, a manufacture of cold and vasopneumatic compression therapy products. There, Larry co-developed the firm’s national military sales strategy and developed and implemented its orthopedic growth and expansion plan.
Larry has over 30 years of sales development experience. He spent over two decades in the medical device industry working with small organizations enhancing growth in share market and new product introduction.
Throughout his career Larry has won numerous awards for sales performance, sales and development initiatives and leadership achievement.
His extensive experience in start-up territories, regional and national expansion projects and numerous sales development roles served him well in transitioning to Sandler Training Systems ownership.
Larry received a BBA in Finance/Economics from Souther Methodist University.
Larry Faigh, President
Persuasive Communication/Sandler Training
214-808-8482
It has been said that salesman never die; they just keep closing. So when Larry Faigh decided to take on another entrepreneurial venture after 20 years of selling for Corporate America, teaching and improving selling techniques to small business was a natural next step.
Now the President of Persuasive Communication, a franchise of Sandler Training Systems, Larry was previously Director of Wholesale-Pacific for VQ OrthoCare, a manufacturer of orthopedic rehab devices.
In that position, Larry built a sales network from scratch, managing a team of account executives, independent contractors and distributors who sold into orthopedic, pain management, rheumatology and medically integrated clinic environments.
Previously, Larry was Senior Regional Sales Manager, responsible for the Southwest, Central & Midwest Regions of the U.S. for Cool Systems, Inc./Game Ready, a manufacturer of cold and vasopneumatic compression therapy products. There, Larry co-developed the firm’s national military sales strategy and developed and implemented its regional growth and expansion plan.
Before that, Larry was the owner of Sienna Medical, a medical device distributorship specializing in electrotherapy and orthopedic rehab products based in Dallas. In addition to running the business, Larry developed sales strategies for existing product lines resulting in $700K increase in first year revenue and implemented new product lines and market direction and strategies resulting in a $500K sales increase.
Larry received a BBA in Finance/Economics from Southern Methodist University.
Because our work is supported by the U.S. Small Business Administration (SBA), and thanks to our network of 10,000 volunteers, we are able to deliver our services at no charge or at very low cost.