Bob Frare, CSP, has been an expert in business development and
a popular speaker on the subject since 1981. He has worked with
more than 400 companies worldwide, delivering more than 3000 professional
Bob's extensive expertise in the area of sales management, sales
performance and public speaking has helped increase business for
his clients through his customized consulting, seminars, speeches,
assessments and educational materials.
His countless hours of hands-on experience allow him to help
you determine the areas that, when improved on, will lead to a
stronger sales culture, enhanced sales performance and measurable
increases in sales effectiveness.
Bob is the author of several best selling books on sales culture
and sales performance.
I found myself in a highly competitive sales opportunity,
where a long time customer was going to move their business to
another vendor. I used your "value audit" concept and
with the enhanced trust, was able present a much stronger Value
Proposition than my competition. This one opportunity led to a
complete evaluation of their telecommunication needs which resulted
in a sale for network services of $15,000.00 and I was able to
uncover other needs that led to selling them and additional $35,000.00
in telecommunication equipment.
The first time I met with a recent prospective client, he
told me he was thinking of hiring a money manager to handle his
portfolio, he said he had $250,000.00 in personal assets to invest.
As you know, I put my new clients through the "Partner Selling
Process" you helped me design. After our third meeting he
told me he was selecting me to manage his assists after interviewing
three of my competitors.
He not only asked me to invest his personal money but also added
his corporate pension, which totaled a little less than $2,000,000.00!
Allen Financial Consultants
Clifton Park, New York
Your reengineering of our sales process for our CAM product
and subsequent training programs have changed they way our national
sales force sells it. By developing the Initial Value ReviewT,
followed by the Comprehensive Value AnalysisT, our sales people
have been able to powerfully demonstrate the financial advantage
this product brings to our clients. At one recent client, we were
able to prove a 15 basis point advantage over all our competition.
This one opportunity in Wisconsin will result in $25,000.00 in
VP of Marketing.
MBIA, Insurance Company
Armonk, New York
As you know, our business is very price focused. Recently
one of my sales reps. used what he learned in your negotiating
seminar with one of his customers who wanted better pricing on
a large order. I have always had to work hard on this rep. not
to give money away, this time he kept building value for his customer
and was able to maintain our list pricing. This is one example
of many where we were able to maintain our pricing.
District Sales Manager
Little Neck, New York
I applied several of the concepts in your book in my sales
calls and they really paid off. As you know I own several sub
shops in the Southwest. I made cold calls to all the hospitals
and corporate cafeterias with a 2-mile radius of my stores. After
qualifying their needs, I bought them lunch for a day and delivered
subs for a cross section of their employees. The employees loved
them! The feedback helped demonstrate how my subs are better to
the customer in a way that I never could. My sales are up over
20% from the same time last year. Stop by next time you are in
town, and I'll buy you lunch.
Cousin's Sub Shops