G.A. Bartick, president of Consilio, gave the keynote speech for the second day of the Powerhouse Alliance National Sales Meeting. Bartick is also the author of the bestselling book, Silver Bullet Selling: 6 Critical Steps to Opening More Relationships and Closing More Sales. Bartick is an international speaker and facilitator at conventions and meetings around the world. He has implemented hundreds of consultative sales programs for insurance clients such as MetLife, Lincoln Financial, AIS, Mercury, CRUMP, Pacific Life Insurance, CPS Insurance Services, Humana, and John Hancock. Additionally, Bartick has carried Series 6, 63, Life and Health Insurance and Real Estate licenses.
His keynote addressed tools to make organizations more effective. He asked the audience, “What’s the first question most sales managers ask the salesperson when they get back into the call into the car after sale?”
Instead of questioning the salesperson why the client wasn’t interested, he suggests that managers should coach to the next interaction. If the salesperson wants to be different with the next interaction, talking about the past will not make a difference. Instead, work on being able to talk about new products for the next time the customer is available. What are the benefits of it? What are the features and how can we see if it’s a good fit for the client?
Bartick then went through a number of possible scenarios and tips and tricks for finessing a sales team and ultimately cultivating the salespeople you want, for the results you are aiming for.
The Alliance is a national consortium of regional wholesale distributors that deliver leading brands to custom installers, specialty dealers, large retailers and industry buying groups in the residential and commercial audio video, home entertainment, smart home automation, security, networking, IT, and consumer electronics accessories markets. PowerHouse Distributors delivers on product availability and convenience, with member distributors stocking more than 250 lines, including the house brand A2V, in a combined 850,000 square feet of warehouse space.