Collector - September 2017 - 40

SALES

to protect your agency's future health.
Accept unhappiness with anemic sales or
commit to positive change. If sales are not
great, there are no other alternatives.
Strategic initiatives must focus on the
critical factors that give you a competitive
advantage. When you have a unique enough
advantage, you are able to get a much more
significant portion of the market. What
counts is both the strength of your "attack"
and the speed with which it is delivered.
If you are going to unleash better-trained,
more professional salespeople on the
marketplace, it's best to do it before your
competitor does.
Playing catch-up is way better than
simply surrendering the advantage to
your competitors, because that way you
will get to at least a level playing field. But
getting out there first with this kind of
comprehensive professionalism enables

you to establish market dominance early,
with all the obvious benefits to that.
A core principle of Insight Selling is the
focus on the buyer. The driver of success in
this approach is what the buyer wants:
* To be listened to, not pitched to.
* To be engaged by a salesperson who is
knowledgeable about operational issues,
including procedures, capacity planning,
implementation process, quality
assurance, compliance and data security.
* A collaborative process designed to
deliver on the buyer's definition of
positive change.
* Not having their time wasted by sales
approaches that offer nothing that
the buyer does not already get from
their agencies now (except empty
performance claims).
Have you trained your sales team to
address these needs?

2017

Top Markets Report

Tactical flexibility is the hallmark of
successful collection sales. Well-trained
collection salespeople understand their
agency's capabilities and limitations, and within
appropriate guidelines feel empowered to take
whatever actions needed to serve the client.
These sales professionals sincerely want
to work with the prospective client to build
a mutually beneficial relationship, and
they have been given the tools and skills
to do so. These collection salespeople will
become unstoppable and their agency will
achieve exponential profitable growth.
That agency will be happy with sales.
Marc Trezza is president of Search Net
Corporation (www.searchnetcorp.com/
agency). He has been providing sales
management solutions to collection agencies
since 1990. He can be reached at snctrezza@
mindspring.com or (518) 263-3500.

EXCLUSIVE

TO ACA MEMBERS!

Markets in focus include:
» Healthcare
» Finance Companies
» Government
» And Much More!

WWW.ACAINTERNATIONAL.ORG/SHOP
40

ACAINTERNATIONAL.ORG


http://www.searchnetcorp.com/agency http://www.searchnetcorp.com/agency http://WWW.ACAINTERNATIONAL.ORG/SHOP http://www.ACAINTERNATIONAL.ORG

Table of Contents for the Digital Edition of Collector - September 2017

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