Wednesday, December 12, 2007
EcoQuest Business Owner Testimony
To Allen Brasington success comes as a result of always thinking about his customers and constantly creating added value. He operates his business using the principle that Proper Preparation Produces Phenomenal Performance, and his execution of that principle is constantly evident in his results.
Allen and Rita Brasington won the Big Pig Award at this year’s International Convention, in Columbus for outstanding sales. Having owned an insurance agency and achieving top sales honors in that industry as well, Brasington shares with us how to put the 5 P’s to work for you too.
Generally speaking, once an EcoQuest Business Owner finds something that works in the selling process they turn it into standard operating procedure. “Why reinvent the wheel? If it ain’t broke, why fix it?” And truly, it is very important to create and follow a nice, simple, focused message. Still, we will learn from Allen Brasington why in order to excel, there are times when Business Owners need to shake things up and refresh their perspective.
Proper Preparation
“Know Thyself” - Socrates’ guiding rule has a distinct significance in EcoQuest. Business Owners often grapple with how to do this business since there are so many ways and tremendous opportunities. Allen advises, “It’s important to align yourself. Of course you know your background; but also be sure to understand your strengths and follow your goals.”
“I worked with an electrical wholesale supply house and that lead me down the path of pursuing commercial accounts. However, even with this knowledge, the learning curve is continuous,” Brasington comments. “My willingness to prepare properly is paying big dividends today. I haven’t had to make a cold call in over a year; I know that the work I do today will produce results a few months down the road.”
Study, Study, Study - Whether residential or commercial, you must know your audience. Find ways to uncover your prospects’ real needs and focus on solving those problems. “Know your customers’ true hot buttons. In the case of my commercial customers, I always address ways to increase their profits,” Allen shares. “During this discovery stage look to find the needs, nature and personality of your prospect and any other insights before your presentation.”
He explains, “I am constantly studying. I want to know my customers’ potential challenges and opportunities as well or better than them. We build our presentations based on their feedback, and they recognize it.”
Pursue the Service - In talking with Allen you also realize his heart is in the right place. One of his mantras is “Pursue the service, not the sale.” He expands, “If you’re strictly pursuing the sale, your focus is not right. I know if my heart is in helping them, the results will follow. It is very gratifying to hear from our customers how much our service means to them. The product is important, but what sets us apart to them is the way we do business.”
Today, Allen and his wife Rita are living the lifestyle they have always dreamed of. “When people see how we live, it looks like a fairy tale. Our bonus car is our mobile office, we homeschool our kids, travel when and how we want to…what they don’t see is the work it took to get here,” Brasington says. “Knowing what to do is simple – having the willingness to do it may not be so easy. But as we all know, everything worth having is worth working for.”
Allen and Rita Brasington won the Big Pig Award at this year’s International Convention, in Columbus for outstanding sales. Having owned an insurance agency and achieving top sales honors in that industry as well, Brasington shares with us how to put the 5 P’s to work for you too.
Generally speaking, once an EcoQuest Business Owner finds something that works in the selling process they turn it into standard operating procedure. “Why reinvent the wheel? If it ain’t broke, why fix it?” And truly, it is very important to create and follow a nice, simple, focused message. Still, we will learn from Allen Brasington why in order to excel, there are times when Business Owners need to shake things up and refresh their perspective.
Proper Preparation
“Know Thyself” - Socrates’ guiding rule has a distinct significance in EcoQuest. Business Owners often grapple with how to do this business since there are so many ways and tremendous opportunities. Allen advises, “It’s important to align yourself. Of course you know your background; but also be sure to understand your strengths and follow your goals.”
“I worked with an electrical wholesale supply house and that lead me down the path of pursuing commercial accounts. However, even with this knowledge, the learning curve is continuous,” Brasington comments. “My willingness to prepare properly is paying big dividends today. I haven’t had to make a cold call in over a year; I know that the work I do today will produce results a few months down the road.”
Study, Study, Study - Whether residential or commercial, you must know your audience. Find ways to uncover your prospects’ real needs and focus on solving those problems. “Know your customers’ true hot buttons. In the case of my commercial customers, I always address ways to increase their profits,” Allen shares. “During this discovery stage look to find the needs, nature and personality of your prospect and any other insights before your presentation.”
He explains, “I am constantly studying. I want to know my customers’ potential challenges and opportunities as well or better than them. We build our presentations based on their feedback, and they recognize it.”
Pursue the Service - In talking with Allen you also realize his heart is in the right place. One of his mantras is “Pursue the service, not the sale.” He expands, “If you’re strictly pursuing the sale, your focus is not right. I know if my heart is in helping them, the results will follow. It is very gratifying to hear from our customers how much our service means to them. The product is important, but what sets us apart to them is the way we do business.”
Today, Allen and his wife Rita are living the lifestyle they have always dreamed of. “When people see how we live, it looks like a fairy tale. Our bonus car is our mobile office, we homeschool our kids, travel when and how we want to…what they don’t see is the work it took to get here,” Brasington says. “Knowing what to do is simple – having the willingness to do it may not be so easy. But as we all know, everything worth having is worth working for.”
# posted by John E. Quest @ 3:48 PM 
