On Nov. 7, Tom Stoyan – Canada’s Sales Coach – will be sharing: “5 Habits to Double Your Sales in the Next 6 Months!” with CAPS Montreal!
More information on the workshop will follow shortly. In the meantime, we had a chance to interview Tom about his experience, his organization, and how to double your sales in 6 months. Read on….
Interviewer: Isn’t it virtually impossible to double sales over six months?
Canada’s Sales Coach: Not really. The fact you only travelled from Ottawa to Montreal over the last six months is not related to how far you are capable of traveling over the next six months. Especially if you were walking…and now you are given a bicycle.
Interviewer: So we will receive some ‘tools’ to leverage our efforts?
Canada’s Sales Coach: ‘Leverage’ is a good term. Yes, you will be given sales tools, tools that my corporate clients have paid me hundreds of thousands of dollars for. Tools designed to make you more money, more quickly with less effort.
Interviewer: So it’s easy to increase sales?
Canada’s Sales Coach: Oh, you will have to work…progress, real progress doesn’t come without work…but smarter work is not only more profitable work, but does require less effort and is more fun. And as a result, you will be enjoying both your business and yourself, again.
Interviewer: You told me earlier that people in the class will actually think differently as a result of their time with you. How will they think differently as a result of this program?
Canada’s Sales Coach: Without giving everything away, here are some thoughts that have helped my clients increase their sales. Become Better Prepared and you will change how you spend your time. Become Better Prepared and you will change how you clarify if and how you can be of help to your next potential client. Become Better Prepared and you will change how you think of ‘selling.’ Become Better Prepared and you will change your thinking on what you really need to sell…first.
Interviewer: OK, I understand you don’t want to give everything away, but can you elaborate on that last point?
Canada’s Sales Coach: You see what most of your competition misses is that the #1 thing we sell is always the same. The #1 thing we sell is trust. Now when I say that to most sales professionals they say, ‘Of course. That makes sense’. However, when I ask them to detail their trust-building strategy…they often go quiet. Think of the disadvantage they have been under all these years. It’s no wonder they see selling as ‘hard’.
Interviewer: I’m thinking of the advantage over their competition they will have once they get some clarity around their strategy in this area! You will include this in our program?
Canada’s Sales Coach: I will fully address this during our time together.
Interviewer: With the ‘Become Better Prepared and you will change,’ it sounds like you have a theme here.
Canada’s Sales Coach: There are no real secrets about improvement in any field, sales included. But there are some ‘truths’. These ‘truths’ include developing a clear philosophy of sales…activating a clear sales process…and mastering some simple but highly profitable sales tools.
Interviewer: So who is this program designed for?
Canada’s Sales Coach: Professional Service Providers including professional speakers, coaches, consultants and other knowledge workers.
Interviewer: Thank you, that’s helpful to know. Can you tell us about what you mean by ‘Become better prepared and you will change how you spend your time?’
Canada’s Sales Coach: Sure. To improve your results, one almost always has to change how they are presently using their time. A few years ago, as part of my commitment to getting better, I decided to up my professional reading. In order to reach my goal, I changed how I spent my time just before I went to sleep each night…and how I spent my time each morning.
Interviewer: OK I have to ask, what was your goal and what were the results?
Canada’s Sales Coach: I committed to reading a book a week in my field –sales, sales coaching or coaching.
Interviewer: A book a week? My understanding is that most people don’t read four books in a year? What were your results?
Canada’s Sales Coach: I read a book a week for 39 months.
Interviewer: Wow! So a little change can produce in big results?
Canada’s Sales Coach: We are talking about the power of focus. Most of us don’t achieve what we want, not because we are not smart enough or good enough. It’s often as simple as not investing the time to clarify what we want. When we do that, it becomes easier to know how to spend our time to make it happen. My Sales Insight here is: Focus on the daily application of baby steps. When I was training for the Olympics, I didn’t start by running a 160k a week. If I tried that, of course I would have failed. But by starting at 20k a week, I was able to work my way up to that bigger number and for an 800 meter guy that was something).
Interviewer: Can you tell us about ‘Become Better Prepared and you will change how you clarify if and how you can be of help to your next potential client?’
Canada’s Sales Coach: This is one of the most powerful and profitable ideas I share. I developed this early in my career and this idea is in use by hundreds of professionals across Canada on any given day. In fact, this idea alone will give you a clear strategic advantage over your competition. And for that reason, I have agreed to hold a special Webinar as part of this program on this topic alone.
Interviewer: Actually, Coach, this Webinar is positioned as a Bonus for those who pre-register for your sales course. So let’s keep it a secret for now.
Interviewer: Any advice for our readers?
Canada’s Sales Coach: Yes. As you know, our society rewards competency. Find someone who knows how to do what you want to get better at…and spend some time with them. Write out your questions; offer to buy them lunch, dinner or breakfast.
Interviewer: Can our readers’ buy you lunch?
Canada’s Sales Coach: For those who show up, they won’t have to.
Interviewer: How should our readers change how they think of ‘selling’?
Canada’s Sales Coach: Gone are the days when professionals will put up with a sales philosophy that is some derivative of ‘cornering someone, twisting their arm…and slam-dunking a close’! It is critical you start behaving in a way that demonstrates you really ‘get it’. For example that you understand that the notion of it being your job to ‘close’ someone… is indeed a myth. More and more professionals are finally getting it that what many of our clients really want from us is help with their buying decisions. And if we can’t or won’t provide that, they will find someone who will.
Interviewer: I know you stopped travelling for business a number of years ago, what made you decide to come to Montreal to do this for us?
Canada’s Sales Coach: Two reasons. I lost my cousin two years ago. Since we were the same age we were close and he liked to challenge me. His biggest challenge was for me to spend more time with what he called, ‘us little guys’ – especially after hearing I got another contract with one of the biggest companies in Canada. So this program is in his honour and why I’ll be giving away two scholarships valued at over $10,000 to work with me privately. The Bryan Johnson Scholarships will be awarded to two professionals who work for themselves.
I consider CAPS my baby. When I started what I called then, the Ontario Speaking Association, it was to help each other do better. I am pleased to see so many members continuing that tradition.
Interviewer: Thanks Tom and I look forward to taking part in your workshop myself.