Ally Relationships: Sales Training help you Stop Selling

Ally Relationships

. . . a powerful alternative to selling

“This is not the same old sales training with a new glossy package. It's a powerful and practical way to build and sustain success. Following the Ally Relationships model will surely give you an unfair advantage over your competitors.”

Gordon Hecker, VP, Chief Marketing Officer
Nationwide Financial

Selling to new clients – and then keeping those clients as customers – has never been easy and it gets harder every year. What's needed is a powerful new alternative to the traditional selling approach. That alternative now exists in a sales training program that really isn't a sales training program! Ally Relationships is not about selling, but rather about building strong business relationships.

Ally Relationships helps you to increase your selling effectiveness and protect your hard-earned customer base by elevating your business relationships to the highest level – an ally relationship.

Sales techniques have changed little over the years since the concept of “Needs Satisfaction Selling” was introduced in the late ‘50s. New names have appeared such as “Strategic Selling”, “Consultative Selling” etc; new software enhancements proliferate, but the basic selling model hasn't changed — seek the need, and then sell to it. And it worked – up to a point. But when everybody takes this same approach, nobody stands out from the crowd.

Ally Relationships replaces the old selling/persuasion model with one that results in the Client initiating the buying activity. With Ally Relationships, you stand out from the crowd. The result is more satisfying for both parties and is ultimately a more collaborative way to conduct business.

In this sales training program, you will learn how to call on your customer's key executives and create a meaningful dialogue with them. You will be able to call on CEOs and C-level executives and you will help them see you as a strong ally.

Preview Tony Putman's new book - Ally Relationships.

Chapter 1 (PDF)

Chapter 2 (PDF)

Tony's Bio

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Find out more. Attend a free webinar. Email or call us at 513-772-5115

Business results have been impressive

Firms typically sustained and increased business with over 90% of current clients.
One formerly “marginal performer” developed over $2,000,000 of business with new clients in one year, over $5,000,000 the next.
A prospect targeting team went from minimal business to “preferred provider” with over 50% of prospects in less than half the expected time.

Putman validated his concepts with dozens of client firms, including a 5 year project with 400+ partners of a Big 4 Accounting/Consulting Firm. According to the partner responsible for Development, Putman's concepts achieved “ the highest level of acceptance in the history of the Firm.”

"A Powerful Alternative to Selling "

Building and Sustaining Professional Success

How can professionals build and sustain success?

Just being really good at what you do isn't enough. Your competitors are good, too. They have read the same marketing books, attended the same sales training programs you've been to – and they are constantly trying to persuade your clients and prospective clients to hire them instead of you. How can you deal with this constant competitive attack? How can you ensure that, when a client decides to buy a professional service, you are who they think of first?

This dilemma has been successfully addressed by Tony Putman, an international marketing consultant who has helped service professionals – accountants, lawyers, bankers, financial advisors, consultants, engineers etc. – for over 20 years. Putman's approach has been to help professionals raise their business relationships with their clients to the highest level, what he calls: “The Ally Relationship.”

At that level, the professional is in the room and in the conversation when the client recognizes their need for professional service. The professional doesn't need to initiate the selling cycle. “As a result,” Putman reports, “you've protected your most valuable asset: the inclination of your market to buy from you instead of your equally-qualified competitors.”

"A Powerful Alternative to Selling "

MORE COMMENTS ABOUT THE PROGRAM -

“Building Ally Relationships across multiple industries has enabled me to create strong coalitions in the areas of corporate responsibility and sustainability, and to affect positive, systemic industry change.”

Heidi McCloskey
Global Sustainability Director
Nike

…… for professionals who want to operate at the top of their game. It focuses on developing Ally Relationships – one of the most important skills a professional can learn. Bottom line: it's the difference between being engaged or just responding to RFPs.”

Jack Russi
Vice Chairman and Regional Managing Partner
Deloitte & Touche LLP USA

“It is fast – I've seen it happen in 10 minutes. It is empowering – you become embedded in the Client's internal Rolodex for discussions of value on issues of primary importance. It is differentiating – very few people are doing it, mostly because they don't know they can.”

Charles S. Stuart
Author of Essence Marketing

Anthony O. Putman Biographical Sketch

Tony is an internationally known consultant and coach with over thirty years of experience. Chairman of The Putman Group in Ann Arbor, Michigan, he has personally worked with over 1000 leaders, in hundreds of client organizations, ranging from giants among the Fortune 100 to one-person firms; their businesses include high technology, manufacturing, health care, higher education, retail, financial services, accounting, consulting, and many other kinds of professional service firms.

Some specific organizations he has served include IBM, Deloitte & Touche, Ford Motor Company, Nike, Bell Labs, Health Partners of Minneapolis, The University of Michigan, Detroit Edison, AT&T, and the United States Department of Defense.

Tony is the widely acknowledged world authority on creating Ally Relationships between service providers and clients. Among the many issues Tony has helped his clients address are:

Moving an entire firm's relationship with its customers from service source to Ally
Transforming a global consumer products enterprise into a “sustainable business”
Merging two historical competitors into a single high-performing firm
Taking a global high-tech consulting firm from opportunity-constrained to demand-driven growth, constrained only by their capacity to find qualified employees
Taking vision and mission that exist mainly on paper and making them real .

Dr. Putman is an internationally known author, speaker and workshop leader. His classic book, Marketing Your Services: A Step-by-Step Guide for Small Businesses and Professionals , was published by John Wiley & Sons in 1990 and is in its eighteenth printing; the book is recommended on more than 100 websites, and has also been published in Italian, German, and Spanish. Ally Relationships: The Key to Sustained Success for Your Service Business is scheduled for publication in May 2006. He has been an invited speaker and workshop leader at numerous national conferences, and at several universities, including The Georgetown University, the University of Michigan, and Johns Hopkins.

Dr. Putman received his Ph.D. degree in Psychology from the University of Colorado in 1973. He was a founding member of the Society for Descriptive Psychology, which he has served as President, as Editor of its Bulletin, and as Editor of Advances in Descriptive Psychology , Volume 5. He is Founder and Director of the Society's publishing wing, Descriptive Psychology Press.

He is the author of over twenty articles and chapters in professional journals and books, including seminal articles on “Communities”, “Organizations” and “Being, Becoming and Belonging” in Advances in Descriptive Psychology . He has been listed in Who's Who in Finance and Industry.

"A Powerful Alternative to Selling"