Jason Crowley - Southern Divisional Sales Manager

Each sales person has six “Sales Senses.” If you aren’t using them, you are missing opportunities because these give you important support for your selling efforts.

The sense of confidence: Your “presence” or the “air” you have about you that’s bred by preparation and previous wins. The best part about confidence is that it is contagious. You can give it to your prospect. (Don’t confuse confidence with its evil twin, arrogance.)

The sense of positive anticipation: Everyone has read the best book on the subject before the age of five, “The Little Engine That Could.” I think I can, I think I can. Thinking you can is 50% of the outcome. (So is thinking that you can’t.)

The sense of determination: Hanging in there no matter what. Determination is having the prospect tell you “no” and you hear it as “not yet.”

The sense of achievement: Everyone subconsciously strives for his or her goals. Sensing achievement comes from a replay of the satisfaction you gained from making your last sale. Remember how good it felt.

The sense of winning: Everyone wants to win, but only a few actually do. That’s because the will to prepare to win must exceed the will to win.

The sense of success: This is the hardest sense to master, because you must sense it before you actually achieve it. That calm feeling of money in the bank. An “I can do it” attitude. A well-lighted path in front of you. The sense of positive purpose.

The George S. May International Company’s Survey Analysis is an excellent way to find out:

• Break-Even Point
• Key Operating Ratios
• Cost Control Effectiveness
• Organizational Problems
• Growth Potential
• Profit Potential
• Quality Systems Status, and Much More!

Profit Analysis:

Unlike the clients’s CPA or Chartered Accountant, who works with the financial history of a business as it relate to income tax implications, our Survey Analyst works with the profit potential of the business as it relates to the future. Our Analyst can do nothing to impact the past, but his or her work can substantially improve the profit picture for the future of that client.

Our Analyst during the Survey will perform a profit analysis pointing out areas of waste and inefficiency. This study will include a calculation to a tenth of a percentage point the profit potential of the business. Areas of lost profit opportunity will be discussed with the client in a manner that the client will have a clear picture of where to improve the financial well being of the business through profit management. This profit analysis could demonstrate thousands of dollars of lost profit for the average business.

NOTE: This part of the Survey is worth the $350.00 Survey fee by itself.

Human Resource Analysis

Most business owners have no idea of the productivity levels of their employees. Add to this, the fact that most have no method to evaluate employee morale.

It is not uncommon for the business owner to believe that all of the employees are content with their jobs and are working at full capacity. Our experience with over 10,000 new Surveys a year clearly demonstrates that most businesses do not maximize their human resources. The Survey Analyst uses questionnaires together with employee interviews and the power of observation to report on the level of productivity and employee morale.

When the Analyst arrives at the client, the Analyst has never met the employees before and will no doubt, never see them again. Our Analyst is not influenced by relatives or friends of the business owner. The business owner will get an objective review of the utilization factor of the employees for the first time.

NOTE: The review of human resources is worth the $350.00 Survey fee by itself.