Evaluations from Sales Summit - Spontaneous Combustion - Discovering the Customers Problems, Passions, and Priorities conducted by Kordell Norton

What did we do today that helped?  What insights will help you get better results and improve?

• This will help us get through our sells cycle with customers from beginning to the closing.  Very informative, well worth the time. (B. Diefenderfer)

• I loved the 4 Phases of the Sale

• The “You Cans” and understanding the sales process.  Rather than being a “canned” how-to, this was a great “this is how you “feel” your way through the sale. (J Nothelfer)

• Best thing I got out of today was how to approach problems of the customer and all the way to solutions to help the client. (A Guerra)

• Loved the “Environment, Problems, Results, Solutions!”  Everything that involved “listening & writing” was a great process (K Mowbray)

• Best!  A truly new approach to handling sales (H Click)

• Structure my conversation with my members concerning what our credit union has to offer for loans & services. (C Enslin)

• I understand that listening to my customers for their problem is more important than trying to get them to buy.  (K. Johnson)

• The information on how approach with current clients was right on.

• The Start/Stop card provided a simple and powerful tool to keep me focused (I. Monterrosa)

• Loved – Google Alerts, - Facebook, - LinkedIn.  The P.S. add to email was a great insights as well as the EPRS sheet (D Lewis)

• Wow . . . the I, Me, Us, Our versus the better YOU and YOURS (D Burridge)

• “What do you need to stop doing today to move to the next level” was powerful (C Remick)

• Ask more questions (Dee)

• You taught me new things.  And you also qualified everything my company stands for. (L Sprecher)

• Simple ways to evoke an emotional response from our customers.  Emotion causes Motion (K Magcuso)

• Learning to have the client tell you how their problems are affecting them internally was a great insight (H Adams)

• We are working on evolving from our Order Taker ways to Sales Consultants.  This session gave good insight on how to train staff and making this change.  We also learned how to sell the experience! (T Shoemaker)

• The “You Can” Philosophy (L Haupt)

• I got a lot . . . like the 4 P’s of the customer, and the “You Cans” (D Morris)

• The importance of patience when listening and asking questions (B Vheer)

• Closing Skills/Not Marketing Skills.  The You Cans and the Start Stop Cards (R Medina)

• The Sales Grid for targeting groups to sell to.  The Environment, Problems, Results and Solutions model was right on. (J Denunzio)

• I love Kordell’s question:  “What do you need to Stop doing to move to the next level?” (J Gonzalez)

• Features/Benefits – What are the customers Challenges – What do Solutions look like – What are the results of the challenges?  All great insights to have when working with the customer (R Schappell)

• Better ways to ask questions to clients (G Neira)

• Google Alerts and how to use them.  The 4 Phases of a sale presented in this manner (especially Probe & Present) (M Bieber)

• Selling in today’s environment (G Miles)

• The “You Cans”.  Plan, Probe, Problems, Results questioning line (J Goodhart)

• The You Cans (C Cafarella)

• The segment about Features and how they translated to “You Cans” (D Martz)

• Very knowledgeable on selling and different/new ways to approach the marketing (C Frost)

• Improved upon the way to sell.   Creates a different way to sell something.  EPRS is a good way to sell! (M Foo)

• It is easy to sell a product or service without being “pushy” (J Domsic)

• Kordell was very vibrant in his speaking.  I know how to pull out the challenges now. (L Fessler)

• EPRS Approach and the Networking Approach were right on (B Rogers)

• Ideas on how to retain and build customers.  EPRS! (A Wolter)

• Learned about ideas to qualify, interview, problem solve and hopefully promote new business with the EPRS system (A Kepner)

• The “You Can” section was great (M Miller)

• Provided interesting insights to identifying customers’ needs.  Needs= sales (B  Boyle)

• How to sell service with better confidence (J Hayer)

• Loved the business card idea! (D Rainsey)

• How to talk to the customer about their needs and find out their special requirements (S Rolf)

• How to become more of a consultant (F Schubert)

• New methods to approach customers that I have never thought of. (J Gizim)

• Opened my mind to other ideas on how to sell

• Made me think about customers problems as a “you can” moment. (B Rohrbach)

• Motivation (R Bruno)

• List priorities and help members (J Arnidis)

• Realize that customers have more answers for our business.  Learning EPRS and how to talk to clients and ask them questions  (A Graeff)

• Helped me sell the simple.  Getting prospects to do more of the talking.  (A Sears)

• Tactical examples were more valuable (R Sambasiram)

• EPRS .  This is a strategy I can put to use immediately

• Layed down steps to get information from our customers through follow through (T Morrell)

• Helped with sales approach – showed where to focus on sales – we could have used more time for the presentation  (T Wahl)

• Don’t sell the services after the problems. . . but ask what are the results the customer wants (J Kurtz)

• Let us look at the company direction during slow time, work on our customer base.  (R Boland)

• The EPRS System he presented was spot on (J Kay)

• EPRS – new steps  will help the customer find and admit their problems (J Ford)

• This workshop helped us learn new ways to sell and to get with the times.

• Contact with members (customers).  Interact with members & learn about them.  Selling services by interacting with members.   The information on getting members to bring ME business.  (J Amill)

• Thought about everyday situations in a new way (S Elliott)

• The “You Can” statements.  I like that exercise. (B Chulins)

• Timeline of Sales (getting to the selling experience).  Getting Customer Testimonials about who we are and why they do business with us. 

• Appreciate current customers and work to get new referrals.  Sell with Emotion . . . not logic (L Wrobel)

What do you wish you had gotten more information on?  How did Kordell do?

• Kordell did great!  All the info was great.

• I thought the presentation was extremely interesting and helpful – great enthusiasm

• I think he did a great job

• He was awesome

• Great job

• It was awesome – Fun and Effective

• I thought the presentation was awesome, informative and energizing

• Kordell was entertaining and informative.  We received good working ideas to use individually and as a sales force. 

• He was great, entertaining.  Great for selling a service instead of a product.

• Nothing.  This was a great experience.

• I wish it would have been a longer session.  The class was awesome!  Kordell was so entertaining.

• “I would love a review of what was covered.  Kordell was amazing.”

• Kordell was great.

• I think it was adequate time, because otherwise it might have been too much material.  Kordell did great.  He had many good insights.

• Great information, would like more time.

• Kordell did great.

• Kordell is very informative & quite personable.

• Kordell’s a great speaker and imparts his concepts very well.  Not a normal training session!  Well done and informative!

• Kordell did great.  He’s a very good communicator. 

• Kordell was awesome, kept the training very interesting and interactive

• Very interesting and educational

• I think he gave enough insights and information without going overboard.  Gave great ideas that can help.  Much more information may have been overkill.

• Kordell did a wonderful job, he was a great speaker and covered everything I needed to know.

• Would love a full day session.  Great Program!!!

• Kordell did great.

• Top benefit.  A new way to sell and make customers sell you to themselves.

• More time.

• Thought he was very interesting.  Kept us awake.

• I wish it would have been longer.  Kordell did a great job relating these strategic to every work. 

• Kordell was very interesting and entertaining.

• Enjoyed the session.

• Kordell did great.

• Kordell did a great job presenting & staying on topic

• Great

• Excellent

• Kordell was very enthusiastic and very friendly

• Great presentation and informative.