MR Communications Consultants Inc.

Success In Business Is Hard To Achieve....
..........And Harder Still To Sustain.

Selling to new customers – and then keeping them as Clients – has never been easy. What's needed is a powerful new alternative to the traditional selling approach.

That alternative exists........
.............It's called “Ally Relationships.”

It helps you increase your business development and protect your hard-earned customer base by elevating your business relationships to the highest level – the Ally Relationship.

Needs Satisfaction Selling

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 complements 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.

“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

“A perfect blend of the profound and practical, Ally Relationships will completely transform how you manage valued relationships! Get ready to have your influence soar and your impact multiply!”

Chip Bell
Author
Magnetic Service

“…… 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

“I not only felt eager to use his techniques, I had written down my plans for two new clients, five prospects and three old clients.”

Steffie Allen
Board Chair, Women's Vision Foundation
President, The Athena Group, LLC

MRCC conducts free 1 hr. public Webinars that present the highlights of the Ally Relationship 4 1/2 hr. Live Webinar sessions.

Attendees will experience over 80% of the Workshop content in a session featuring interactive components and a full range of audio-visuals including program videos.

Webinars are held periodically on Tuesdays
from 12 – 1 pm ET.

Firm 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

Key Accounts are just that – key , to your success. How can you help your Sales Reps increase business in their Key Accounts, and increase success in opening new accounts?

Just being very good at what they do isn't enough. Your competitors are very good too. They have read the same marketing books, attended the same sales training programs– and they are constantly trying to persuade your customers to buy their products instead of yours. How can you deal with this constant competitive attack? How can you ensure that your customers will always be more inclined to buy from your Account Reps over theirs?

From time to time there will be technical breakthroughs that make a particular product appear superior. But the business world knows that technical differentiation is temporary; most products and their accompanying services and prices balance out. So how can your company's offering of product/service/pricing be distinguished from your competition?

This dilemma has been successfully addressed by Tony Putman, an international marketing consultant who has helped hundreds of organizations in most every industry for over 20 years. Putman's approach has been to help Account Reps raise their business relationships with clients to the highest level, what he calls: “The Ally Relationship.”

At that level, your Account Reps will always have an inside track with your customers to offer them alternatives to whatever your competitors propose. And your customers will be more inclined to remain loyal to your Company. Of course your competitors are well aware of the importance of relationships in making sales and will always try to establish the closest relationship possible with your customers. So how is the Ally Relationship concept different from the relationship building techniques most sales people apply?

The truth, as Putman discovered, is that most sales people don't follow specific techniques to build relationships with their customers other than whatever lunches, golf games, sporting events or other social amenities their customers are willing to accept. But the business world has become too busy to participate in these practices as in the past. So sales people are often reduced to simply trying to be affable, hoping this leads to a closer relationship with their customers. Few customers can afford to be loyal simply in response to “warm personalities”. Customers require more value to remain a customer.

Ally Relationships meets this need because ally relationships evolve through the nature of the conversations that your Sales Reps have with their customers. Features and benefits is base information easily available in our web-connected world. The ally conversations revolve around the customer's strategic issues, topics where your Sales Reps will learn how to add value for their customers…. consistently! Ally Relationship techniques are based on specific principles and techniques which can be learned and perfected.

Putman validated his concepts with dozens of organizations including a 5 year project with 400+ partners of a Big 4 US 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.”

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.”

Putman validated his concepts with dozens of client firms, including a 5 year project with 400+ partners of a Big 4 US 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 ”.