2013 Best Sales Training Company

2013 was a good year for RPF GROUP INC and Business Growth Experience. We were named best sales training company in Akron, Ohio. Thank you for your support. That is not all. We have been very busy. Dr. Tony Alessandra and I have written another book called, The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers. The book is a best practices of successful sales people. It has 65 short chapters of what successful sales reps do to be successful. For the new rep this is a playbook to show you how to be successful in sales.
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Eleven Cardinal Sins of Sales Representatives

If you are in sales or wonder why your sales are suffering, ask yourself if you are hurting yourself by: Being desperate. If you are desperate, do not let the prospect see it. It will chase them away faster that junk yard dog. Being artificial. People are looking for authenticity in their relationships, especially a sales relationship. People want to know you can be trusted.  You do not want your prospects thinking of you as Jerry Springer. Being unprepared. There is no excuse for not being prepared. With the internet you can find most everything you need to know before
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Are Star Performers The Only Salespeople Who Matter?

Only star performing salespeople matter. Sounds cold doesn’t it? Repeat this statement ten times… “Only star performing salespeople matter.”  Believe it.  Live it.  Be it. When I talk with a CEO and/or sales manager, they often “head fake” me.  They say they believe in hiring and retaining only star sales performers.  Yet few actually live it.  Most sales teams have a select few salespeople who out-produce everyone else by a factor of 10 or 20.  And most sales teams have a few charity cases – salespeople who produce barely enough revenue to pay their own salary.  What “saves” most low
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There are no time management problems

There are no time management problems. You cannot manage time. Time exists. It is what you do with time that is different, not how you manage it. As a professional sales trainer and business coach, I often hear comments like, “I don’t have time,” or “I need help,” or “I wish I had more time.” Since I never felt that way I started to ask myself what I was doing differently. What I came to realize was that I did not manage time I a managed my behaviors. Time management is not a time issues, it is a behavior issue.
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Is the American Dream Dead?

Is the American Dream Dead? Let me provide some text for this question? I was meeting with a gentleman who is looking to license my Business Growth Experience Methodology. He was semi-retired in his late 50’s and trying to decide if this was the right and safe choice for his future. He solicited feedback from several experienced business professionals he worked with over the years because he trusted their advice. When discussing the potential target market he made this comment, “my associates and I feel the American dream is dead for people fifty-five and over. Many lost their homes and/or
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30 Day Plan – To put you in the top 5%

30 Day Plan – To put you in the top 5% The intent of this post is to change how you think to create results you never thought you could get. The process is simple and it does require some discipline and focus. It is not hard. We want to: Direct all your effort into just one thing. Remember, everything is selling. Sell yourself on this idea.   To achieve anything there is prices to pay – be willing to pay the price. Understand that what we think about most we become Eliminate self-imposed limitation Activate the imagination See possibilities
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“What came first…the chicken or the egg?”

Today’s post is by my friend and guest blogger James Nemley.  The age old question in life is, “What came first…the chicken or the egg?” The age old question for business owners is, “What comes first…success or confidence?” Some might say that success breeds confidence. Considering the incredibly high failure rate of new businesses I think that a new question needs to be asked. “What comes first…success or the knowledge to succeed?” The latest statistics from the Small Business Administration (SBA) show that “two-thirds of new employer establishments survive at least two years, and 44 percent survive at least four
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The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers

The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers Dr. Tony Alessandra and I are proud to announce our newest book  The Definitive Sales Playbook is now available on Amazon.  Brian Tracy was kind enough to write the Foreword. The book was the outcome of a sales membership site Tony and I built with the help of TruNorth. The book reflects the different modules available in the site. The book is designed to be help new sales reps increase sales through the use of best practices, remind seasoned sales reps what they did to be successful and
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What is Your Intelligent Self-Interest?

What is Your Intelligent Self-Interest? Intelligent self-interest is defined as choosing what the most important to you with the intent to take action. Let us explore how this concept applies to business.   Many small business owners try to be all things to all people. They do not understand the power of focus. Successful people know they have a limited amount of time, energy, and money and they stay hyper focused on actions that will help them implement their intelligent self-interest (ISI). They ask themselves if a specific action is taking them closer to their ISI. If not, they ask themselves
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