A MESSAGE

FROM BRENT

​I have spent nearly 45 years in this amazing, sometimes crazy profession, selling my first car at age 16 on my father's car lot. I didn't spend much time in the retail car business, quickly venturing into outside sales in the areas of home improvement, water purification systems and pre-arranged funeral services, all of which were "in-home" sales. I climbed my way up the sales ladder from introductory retail and in-home sales to business-to-business (B2B) dealing with purchasing agents, and then to mid-level executives. By age 28, I had finally reached the top level of executive sales producing business television, working directly with CEO's of Fortune 500 and 1000 companies. Some may call that peaking early, but others may see it as achieving goals that one learns to set early in their sales career. After achieving the very top level of sales, as exampled in the above very short explanation, I now find myself here helping other sales people climb the ladder and reach their full earning potential. I truly love what I do and find great satisfaction in helping others.

If you have come to the realization that you may be in a situation of allowing your company to under perform, and you also realize that you might be already losing revenue OR setting yourself up to lose revenue due to improper maintenance, then you probably do need me. Would that be a safe assumption? I thought so. So here's what you can do. Pick up the phone and call me, or email me. We will discuss your biggest challenges and hurdles that continually get plowed over by a low performing, stumbling or stagnant sales team. We will discuss whether or not they're actually 'running as a team,' at a steady pace, conducive to your industry and specifications for your company's products or services. We will then take a look at your most challenging of challenges, whether it's closing new business, closing old business, prospecting, presenting, team strategies, follow up and so on. I will then assess your challenges over the course of a few days or week. 

After coming up with a brand new recipe or more than often, an  improved one, I will then get back in touch with you and confirm that what I have come up with is in line with what you need and want and whether your product or service meets my criteria. For client competition and exclusivity reasons, I must be quite selective as to whom I choose to book with for my speaking engagements and training workshops. Once I have your date(s) booked, I immediately get to work writing the topics and talking points, based on our consultations and in depth discussions, specific to your company and your needs. I then start rehearsing it and polishing all the details to solve your challenges. 

The ball is in your court. So how did you answer the above questions? Are you tired of being idle? I'm sure you realize 'idled' ships are often susceptible to take on water and that water can easily become stagnated!  No ship is 100% leak proof all of the time.  Have you checked lately? Are you truly ready to commit and pull up anchor and set sail to the bank? Have your oxygen tank and climbing gear ready too, because when I join your team, we are going to the summit of the highest peaks. The air may be thin, but your bank account will be fat! 

Sincerely yours in success, 

Brent A. Poe 

PS. Never ever allow yourself to have an apologetic attitude for being in sales. When done right, sales is one of the most noble and actually the oldest profession in existence. (Some people think something else is the "oldest profession," but that's just a sub-section of sales.) Always hold your head high as that's what top earners do. In my experience, "anti-sales people" are usually just envious and want what you have. But, they don't know HOW to do what you do in order to get it! Read and listen to all of the sales and personal development materials you can find. I never hired anyone who couldn't give me the titles of at least three books or audio series they have in their personal sales and development library. If you lose your thirst for knowledge ... you lose! As sales professionals, we need to always look for ways to improve ourselves.​

As outlined below, there are many things I can share with you regarding being a top sales professional. Perhaps the most important thing I can share with you about this business, is that it's the highest paid hard work there is, or the lowest paid easy work there is. What's going on inside the mind of each sales person is what separates greatness from mediocrity.

​​There is no such thing as a natural born sales wonder or aficionado. Sales is something you learn! A sales-centric, master or aficionado is a title that is earned over a long period of time with hands-on experience! It's a combination of hard learned lessons and carefully selected ingredients and seasoning! To be successful in sales, you need to understand this critical fact: YOU ARE IN THE PEOPLE BUSINESS! Regardless of your product or service, it's necessary to be able to "quickly" get to know and understand the people to whom you are selling. Once you are able to quickly establish the logical and emotional view points of other people's perspectives, you are one step closer to being a sales aficionado. Sales people who are able to get along with the greatest number of different kinds of people and recognize their different personality types and behaviors, are always the most successful sales "professionals," whether selling consumer direct or B2B. They also learn to become excellent phone behavior reading specialists! They become a "sales-chologist", bringing them yet another step closer to being a "Sales Aficionado." These are just a few traits that are imperative to be successful in sales. Top sales professionals are excellent listeners, people readers, smile painters, peace keepers, persuaders, interviewers and problem solvers.

The very top sales professionals, the best of the best, are almost never recognized as sales people, because they have learned how not to be obvious! One of the worst remarks a sales person can hear while making a presentation is, ” you're a great sales person,” which is often confused or mistaken as a compliment. What you're really being told is, "I recognize you and I want you to stop," or "please go way!" Let me point out two key words, 'Problem solvers.' If you have not helped your prospect realize that he or she has a problem, which you have already solved, you're going to struggle. One hundred percent of the time, their problem is ... they're not doing business with YOU in concert with their needs that you deliver. If they don't own or use your product or service yet, then that's a serious problem. Your product, service or idea is always the solution. It's your job to help them realize this. If you are not already doing this, then I would say that is also a problem, isn't it?

​​Each and every sales person must view themselves as being self employed. Because in a sense, you are. You write your own paycheck based solely on your performance. You're a walking, talking, personal services corporation, so to speak! When you start doing this, everything change$! Take the 'problem solving' example. If I ask, you, the business owner or sales manager, "Are your sales revenues being met each and every month?" and you replied, "Well, no, not every month but we're close." My natural response would be, "Well that's a problem, isn't it? I can certainly help you with this, because I just happen to have a whole truck load of solutions." I bet you would be interested in solving this problem, wouldn't you? However, if your sales volume and profit margins are where they need to be every month, quarter and fiscal year, you don't need me! If all of your sales and marketing goals are being met consistently, month after month, you don't need me, or do you? You may be thinking you don't need me, but it's important to realize if your sales revenues are consistent, then those revenues may have become stagnated, as well as your sales team and management. 

When your sales team, and especially management, become stagnated, including even your 'top performers', it forms a breeding ground for bacteria and parasites to work their way into your sales and/or marketing department, the  bloodstream of your business, which is in point of fact, the life  blood of your business!  This often overlooked mistake can become very dangerous, stunting your growth, without an immediate or obvious symptom. I help refresh the life  blood of your business by refocusing your sales team and planned marketing efforts!  Having me show up at your top performing engine (company) for a talk and/or workshop is comparable to taking your prized automobile in for a tune up and oil change. Or perhaps a vaccination for your child would be a better example? The next thing I have to say is very critical for you to understand! Your product or service will never be more successful than your sales team is prepared to sell it, no matter how good your product or service may be. Your sales and marketing effort supersedes everything. Also it's very important to realize the HR factor and how to hire the right sales people and when to hire them. If you are not hiring and properly training the right people, you will struggle. Don't become stagnant!