Whatever your product or service, the perceptions of your clients and prospects are the single most powerful predictors of your success.
Psychologists know that those perceptions not discussed are the most powerful influencers of behavior. This means that the factors most impacting your buyers' decision-making are generally unknown to you -- no matter how successful you are in selling, and no matter how close you think you are to your clients.
Understanding client decision-making is not about "customer satisfaction." If you’re experienced at all in business, you’ve undoubtedly had customers you thought were "satisfied" leave unexpectedly, and customers you thought were vulnerable continue to buy. Customer surveys that capture perceptions about previous transactions are useful for accountability and discipline, but their results tell you nothing about what to do going forward to create loyalty.
To understand and influence sales, you need to uncover the real issues and motivations that drive behavior. As psychologists, The Penny Group has developed a sales tool that accomplishes that result with amazing simplicity and clarity. Tested in hundreds of settings and with tens of thousands of our clients’ customers, our patented technology will detail exactly why your own customers and prospects buy – or don’t.
More importantly, we teach you how to apply those insights to deepen relationships and to expand sales. Our process is accurate at the level of each individual client. Unlike any other provider, The Penny Group can tell individual salespeople exactly what to do to expand sales with each individual buyer.
And – unlike any other provider – The Penny Group guarantees those insights will add revenue.
“I’ve used The Penny Group over more than a decade in a number of settings. We’ve applied their process with clients, prospects and even with our board members. The insights we gain are always useful and consistently lead to improved results and new revenue.”
-- David Hanson, CEO, Fulton Financial Advisors
“The insights and feedback we received from our clients through The Power to Know® have been invaluable for both the Bank and for our individual relationship managers. We would describe ourselves as ‘very satisfied’ clients.”
-- William Rogers, President & Chief Operating Officer, SunTrust Banks
“The Penny Process provides us with measurable revenue gains year after year. We have successfully incorporated it across several lines of business. The results are outstanding.”
-- Jim Jessee, President, MFS Fund Distributors
