Selling Via Personality
By Ken DiPrima
How many times have you made the same sales presentation, eliciting what you considered to be the same client responses, only to achieve mixed sales results? More than likely, it was not what you said, but how you presented the information, which made the difference.
If you have arrived at the point in a sales call where you are actually making a full sales presentation, you have captured the client’s attention and, by definition, they are interested. How you present your case, what you emphasize, where you guide the facts, and what kind of closing question that you ask will …
GPS: We’ve Been Reinvigorated!
By 
The GPS Annual Meeting is when our analysts and consultants gather to renew their energy and enthusiasm, while sharing best practices that have been developed in the field. It is also an opportunity to re-connect with colleagues who are seen only once or twice a year, meet new people, and stay up-to-date regarding the newest state and federal regulations/tax code changes.
There is a lot of note taking and spirited conversations as we examine what we can do better, faster, and smarter to benefit our clients. Speakers have been preparing their presentations for months and are excited to provide valuable …
GPS Reviews: Developed A Sales & Marketing Plan With Real Accountability
Situation
A client offering residential and commercial dry cleaning and general cleaning services, with four locations, engaged GPS Consulting to assist in crafting a plan as well as implementing recommendations to take the business to the next level. “I have been consulting with your representative in regards to a sales and marketing plan that will bring us an additional $300,000 to $500,000 in total annual revenue in the next two to three years.”
Process
“Much of his time and efforts have been spent on reviewing our current financials and how our present marketing dollars are being spent. He spoke with …
A Warm Welcome For GPS Business Consultants & Analysts!
All of us at GPS Consulting are filled with excitement and anticipation, knowing that our Annual Meeting (when we gather to share best practices and learn about the newest state and federal regulations and tax code changes) is right around the corner. In order to properly greet the over 300 business consultants and analysts flying in for this event, we took over one of our conference rooms to stuff welcome bags, assembly line style.
Four hours later, each bag had been lovingly hand-packed by Tina, Andrea and Jesse, manning a station of bags, tissue paper, snacks, candies, fruit, etc. Tina …
GPS Reviews: Offering A Wealth Of Knowledge
Situation
The owner of a company supplying concrete, landscape rock, gravel and sand since 2012, engaged GPS to reorganize the office through enhancing the organization’s bookkeeping and general business practices.
Process
The GPS consultant “is a wealth of knowledge and we are implementing most, if not all, of his suggestions that would further benefit our business, now, and into the future. He has an impeccable knowledge of what he does to assist business owners.
He is quick on his toes and is very passionate of his job. He has the capability to help not only our business, but our staff …
An Irish Blessing On Saint Patrick’s Day From GPS!
Not only did we celebrate Saint Patrick’s Day, but we also bid farewell to Andrea (a.k.a. Peanut) as she leaves us to go back to school. This Irish blessing seemed appropriate as we wished all our clients, coworkers, partners, friends and family, a very happy Saint Patrick’s Day!
May love and laughter light your days,
and warm your heart and home.
May good and faithful friends be yours,
wherever you may roam.
May peace and plenty bless your world
with joy that long endures.
May all life’s passing seasons
bring the best to you and yours!
…
Make No Little Plans!
By Ken DiPrima
Is a Goal Enough to Enable Change?
How are your New Year resolutions going? Have they been helpful? Have you ever achieved any of them, anytime in the past?
Why do they always seem to fade into never-never land, while life marches on?
Most of us never stay on target, long enough, to actually achieve our stated objectives. January, which is usually the coldest, darkest and dreariest month of the year in the Midwest, can also be the most depressing. Not only for the weather, but for the likely-hood of well intentioned resolutions going astray, leading people to burden themselves …
GPS Reviews: Now, We’re An Effective Management Team
Situation
A third generation family farm, growing crops and raising cattle, engaged GPS to “provide business consulting services to increase the long term profitability of our company.” Overall goals of the Value Enhancement Project were to set up “a strategic business plan along with organization and process measurement, upgrade the productivity and reward process, and provide general training.”
Process
The GPS consultant “quickly identified the root cause of the issues within our business. There existed a lack of defined leadership within the management group; there were numerous trust issues within the management group that led to a lack of accountability; …
I Won’t Change, Don’t Make Me…
By Ken DiPrima
Every time, that I hear someone say, “I don’t need to change what I’m doing, even though, I’m not succeeding,” I think about the southern Illinois town of Shawneetown. You’ve heard the clichéd definition that insanity is doing the same thing, over and over, and expecting different results.
Here’s an example of how intransigence can destroy lives, communities and, literally, break the bank.
Past Success Does Not Predict Future Performance
Shawneetown, Illinois, one of the oldest towns in the state, is located on the shore of the Ohio River. Early residents established a ferry service across the river and Shawneetown …
GPS Reviews: Provided Assistance In Achieving My Goals
Situation
The editor & publisher of a weekly community newspaper decided to engage GPS “after a year of trying to run the paper after my husband died. He was a former banker, as well as a newspaper man, and handled all financial matters relating to the business.”
She had, first, signed up for a seminar for small business owners, but she quickly realized that “I did not have the background to implement the suggestions presented for improving profitability.
I also needed help with developing realistic sales targets to use in comparing our current numbers and what I wanted to achieve …
