Being the commercial director or sales manager you want to grow. Or at least consolidate. With new sales channels, more competitors, economic slump and demanding customers, the playing field is more challenging than ever. And your salespeople need to work ever harder to be successful. So you push for more quotations, more sales calls, more phone calls, more, more, more, more…….
Or is there a better more effective way to sell?
“The Golden Rule of Selling: the sales philosophy of unselfishly treating others as you would like to be treated.” – Charles M. Futrell
Hiske Terpstra Sales Improvement is based on the conviction that every long-term, fruitful, and profitable client relationship begins with the intention to really help the other reach his goals.
In sales this works on two levels:
1. Put the client’s interest before your own interest. This is how you truly help your customer and shape the preconditions for your commercial success.
2. Selling successfully starts with successful sales management. Reward your salesmen for quality, service and customer orientation. Stimulate them to behave in a correct manner.
To also realize this substantial improvement in practicing sales and managing your team in your organization, contact Hiske Terpstra.
All business functions exist by the grace of sales. Because no matter how good your product is, without customers there is no living in it.
Still there exists tension between salespeople and the back office. Tension concerning promises made, client expectations, dissatisfied or loss-making customers. A salesman has to be able to also sell “No”.
Win-Win or No Deal
Your core task as a salesman is: Helping your clients take the right buying decisions! That means that “No” is always an option. For the customer, as well as for the salesperson. A transaction is only considered a success, when all parties are content with the result. If value is created on both sides!
“People love to buy, but they hate to be sold” – Jeffrey Gitomer
To also realize this substantial improvement in practicing sales in your organization, contact Hiske Terpstra.
Hiske Terpstra MSc. (1981) studied International Business, specialization Marketing at the University of Maastricht. During an exchange at Texas A&M University, May’s Business School, she attended the course personal selling was sold instantly. Diligently, she focused on the sales profession and worked as:
• Account manager in the pharmaceutical industry and for a search engine marketing firm
• Commercial coordinator of media projects for the stimulation of international investments in several growth markets in Latin America, the MENA region and Southeast Europe.
• Interim team manager of a team of salespeople in the energy sector
• Initiator of and external advisor to commercial change projects with e.g. bailiffs, real estate developers, IT companies and a bank.
Discipline, trust, genuine interest and flair embody the success formula of Hiske Terpstra. Clients that have worked with Hiske unanimously judge:
“Hiske is hard working and result driven. Drive, enthusiasm, and motivation. Both quantitatively as qualitatively she has done a very good job. Hiske strives for good cooperation within the team and often takes the initiative in this.”
Esther Vijlbrief – Field Sales Manager Boehringer Ingelheim (2006)
“Hiske is a remarkably honest and open person with great work ethics. She takes initiative to go beyond the expected parameters of her job and is very eager to learn and keep improving. She also persevered through difficult projects and situations, which shows her strong character and drive.”
Lieve Luijten – Sales director Big Media Group (2009)
“One of Hiske’s core competencies without a doubt is networking. Hiske has shown to build bridges between BtB and BtC, and between Sales and Customer Service.”
Rosa Kleve – Sales & Marketing Manager E.ON (2010)
Hiske Terpstra’s vision on selling successfully
Do you have a question? Call or mail Hiske Terpstra!
Hiske Terpstra
Postbus 1049
5200 BA ‘s-Hertogenbosch
The Netherlands
Tel: +31 6 2787 6767
Connect with me through LinkedIn
