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"Our objective is to be perceived as the best value provider. Your guidance has helped us to make significant inroads in this direction. If I can be a reference for you and your EthicalFactor differentiation system, it would be my pleasure to do so." 2009 letter from Mark Carlie, Partner, Stone Carlie CPAs Now scheduling sessions in Clayton, MO for 2010 _____________ CONTENTS 1.
Who Should Attend
2. Join Us and Learn 3. Background on the Ethical Selling Institute and Developer/Presenter Fred Firestone 4. Sampling of "Professional Services" Client Letters
1. Who
Should Attend Executives from the professional services responsible for delivering on any or all of the Three Key Business Development Objectives (create "very satisfied" clients who become "promoters," provide more products/services to existing clients, obtain new clients) who:
2. Join Us and Learn
Fred Firestone, J.D., M.Ed., is a former practicing attorney and is founder and president of the Ethical Selling* Institute, a subsidiary of Sempact, Inc. Since 1988 he has provided training, speaking and consulting services to businesses and organizations on how to pull ahead of their competition by building more of the EthicalFactorSM - (defined as trust, credibility and partnership) into their crucial customer interactions. The objective: provide a Superior Customer Experience which will yield greater market share and/or higher prices/fees. His clients include Anheuser-Busch, 3M, AT&T, Enterprise Rent-A-Car and the US Postal Service, as well as professional service firms. He also is a Vistage International Expert Resource Speaker on the topic of Differentiate or Attenuate. Client Listing *Our definition of selling is not the conventional one. We take a broad look; it encompasses any moment of truth that influences perceptions of service image. Thus, all people who have contact with customers/clients/guests/patients would be involved in "selling." Our approach has absolutely nothing to do with zero-sum selling tactics such as handling objections, getting around gatekeepers and sure-fire closes. Integrity defines our methods and our clients. Back to Contents 4. Sampling of "Professional Services" Client Letters (linked herein) American
Society of IRS Problem Solvers -
Paul Hendrickson, President
(Ethical Selling System - Professional Services - Legal, Accounting) Prior
to engaging you and the Ethical Selling Institute, we did a
comprehensive nation-wide evaluation of potential "sales training"
programs. Our members pride themselves in their professionalism;
they
are all about integrity and want nothing to do with anything that would
compromise that perception in the minds of their potential
clients. To
say they were skeptical about anything to do with "selling," would be
an understatement. I say, unequivocally, that we found in you and
the Ethical Selling Institute the partner we were looking for.
Your
integrity-based approach resonated with our attorneys and CPAs.
They
embraced the Ethical Selling System as a way to convert more prospects
into clients by delivering on your EthicalFactor (trust, credibility,
partnership). Your
concept of ethical selling and differentiation from the competition by
building relationships through trust, credibility and partnership hit
the mark with the AITP audience. I found the enthusiastic
presentation
and delivery of your talk to be entertaining and captivating while in
itself demonstrating how to build relationships with those
present. I
know that you have previously presented to AITP at the National
Conference with positive results, and I would recommend you as a
speaker and your method of ethical selling to other individuals and
organizations.
Your
workshop on the ethical selling
system was superb, and it changed the way I approach development in my
law practice. Before
your seminar, my focus in networking and business development was on
all of the things that I can do for the client. Your workshop
helped me
make a subtle but all-important shift in focus. I now converse
with
potential clients with a focus on what they want, what they fear, what
they need, rather than what I do. This change has made my
business
development efforts more satisfying and enjoyable. I recommend
you and
your system to any professional who wants to move to the next level. Contech
Construction Products - Matt Houser, PE, Sales Engineer
(Ethical Selling System - Professional
Services - Engineering) As
a Professional Engineer in the Highway Construction and Land
Development Industry, I struggled with obtaining a certain level of
comfort in my sales efforts. The gimmicks and tricks I had
learned in
other sales training programs didn't produce sustainable results and
didn't satisfy my desire for maintaining a positive self-image within
the engineering profession. After attending the NoHardSell
Ethical
Selling Workshop I began to reshape my approach to my sales process and
as a result I felt more comfortable. As a result, business has
sharply
increased and my professional reputation as a "trusted consultant" has
deepened many on my business relationships. In many aspects I
have
differentiated myself from competitors because of the skills I learned
in the workshop.
Society for
Marketing Professional Services - Carie A. Dunn, Chapter
President (Ethical
Selling System - Professional Services - Architecture, Engineering,
Construction) Please
accept
this letter as a follow up to the presentation you made for the St.
Louis Chapter. Your topic, Differentiate or Diminish: Practical
Value
Added Strategies in the Challenging Economy, was particularly well
received. The following points you made really hit home with our
members (marketers in the AEC [architecture, engineering &
construction] industry):
Your
presentation was
fast-paced and engaging. Your overall
rating as a speaker ranked 4.62 on five-point scale. The
following are
some comments received from members:
Stone
Carlie & Company - Mark
Carlie, Member
(EthicalFactor Differentiation System - Professional Services -
Accounting) I
want to take this opportunity to comment on the consulting services
you've provided to Stone Carlie and their resulting impact. Give
the
results, this letter is a pleasure to write. We engaged your
services
beginning in 2006 as a Marketing Strategist, with the designated goal
of transitioning our tag line, "Going Beyond the Numbers," into our
differentiator. We believed, as you do, that our competitive
advantage
opportunities had much more to do with our ability to deliver your
"EthicalFactor" components (trust, credibility and partnership) at
crucial client interactions, than merely with our ability to deliver
excellent compliance work. The following are some highlights of
your
involvement:
In
sum, I see you as a trusted resource. Our objective is to be
perceived
as the best value provider. Your guidance has helped us to make
significant inroads in this direction. If I can be a reference
for you
and your EthicalFactor differentiation system, it would be my pleasure
to do so. Stone Carlie
& Company - Richard Kraner,
Member
(Ethical Selling System - Professional Services - Accounting) As
a CPA, I was cautious of anything that had an aire of
salesmanship.
However, I found that the concept focuses more on listening than
selling, more on asking probing questions than selling, and more about
assessing a prospect's need for your product or services than
selling.
What a novel approach! The use of a disciplined and methodical
approach
to meeting and speaking with potential clients has broad application
for the sale of all products and services. Your insights have
dramatically changed my approach to meeting with potential clients and
there is no question that I feel better prepared, more in tune with a
prospect's needs and better able to quickly determine whether the
services I provide would be considered to be of value to the
prospect.
Thank you for providing your approach, guidance and counseling and
assisting me in personalizing this approach to the services I provide. I
am writing to comment on the recent marketing programs you did for
Touche Ross. Your work included two focus groups, one with both
our
Audit and Tax management, and a seminar, "Client-Centered Marketing -
Your Competitive Edge," for our entire office. I was very
satisfied
with what transpired. You conveyed useful information in a
creative and
entertaining format, that succeeded in provoking thought regarding our
relationship to our clients and our products. In addition, the
fact
that you thoroughly focused on our specific agenda and developed your
programs consistently, lent to their credibility. My
members found the information on sales and customer service tactics
that help not only land new customers, but enhance and retain the
revenues form current ones very useful. They especially
appreciated the
introduction of the concepts of The Ethical Factor (trust, credibility,
partnership) and the Core/Outer Core differentiation model to determine
where The Ethical Factor's use may be most effective. I received
a
number of very positive comments from members after the meeting.
5. Relevant Articles Attend a
two-hour hands-on session in Clayton
Now scheduling dates for 2010 Seating limited to 15 Sessions to be held at 7710
Carondelet in Clayton, Missouri,
first floor conference room
7. Interested in
Participating or Questions?or
Participate in a one-on-one 20-minute mini phone briefing Call us @ 314-863-4000 or e-mail us
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