Pay Attention! There is a Black Hole!
A hole through which thousands of euros and dollars are leaking.
My name is Edgars Untāls, and I’m a business trainer. Read this story until the end. If you’re a company or sales team leader, there’s a high chance you’re losing money too.
Many companies today are leaking not just money but also their competitive edge. Sales teams that don’t fulfill their functions have become mere order-takers. Either they’ve lost their true mission or never embraced it fully. There’s a fundamental business truth: real profit comes from outbound activities—proactive calls and client visits. Incoming orders are akin to passive income.
I’ve been in sales training for over 15 years, and I can tell you—this is the BLACK HOLE where many companies lose money. Companies with seemingly stable portfolios have become complacent, and their salespeople have turned into mere processors.
The Real Money is in the Customer Card
The real money is in proactive communication, by asking strategic questions and shifting from being executors to becoming strategic partners.
If you are in charge of sales results, then I have a few questions for you. Simply go to your salespeople, ask, and evaluate answers:
• Which 20% of customers provide 80% of the income?
• What is important to these customers?
• What is the business specificity of each customer?
• What are their current problems that you can help solve?
• What are their strategic goals?
• What are the most important criteria they expect from their partners?
• What are the current projects and what will they be in the next six months or a year?
• Where will the next deal come from?
• What is the expected deal amount and timeline?
• Why does the client choose you?
• How can you increase the average check amount within the existing deal?
• How can you promote more frequent repeat transactions?
Your salespeople need to know these answers, and they must be documented in the Customer Card within your CRM.
My Plan to Fix the Black Hole
Step 1: Audit Your Current Process
We analyze your customer service and sales processes, evaluate outgoing and incoming activities, segmentation, product positioning, planning, and discipline.
Step 2: Change in Communication Strategy
Shift your team from order-takers to proactive partners. We move from a customer service mindset to a sales mindset. This transformation requires bold decisions and support from leadership.
Step 3: Focus Shift
Your team needs to understand why this change matters. We “sell” the idea internally, and I facilitate strategic coaching sessions where employees discuss, perform exercises, and adapt to the new reality.
Step 4: Evolve Communication
Employees need to build different relationships with clients. Together, we’ll revise scripts, create new templates, and set up a systematic approach to upselling, managing project phases, and maintaining high-value client relationships.
Step 5: Training
Once the communication shift is clear, we conduct hands-on training. We align training objectives, set KPIs, role-play scenarios, and establish post-training action plans to turn knowledge into sustainable skills.
Program Content Overview
- Systemic Thinking: Advancing proactive communication, understanding Customer Lifetime Value (CLV), and enhancing CRM efficiency.
- Psychology of Interaction: Understanding conscious and subconscious influence in sales and customer service.
- Client Profiling: Gaining deep customer understanding and creating detailed and strategic profiles.
- Sales & Communication Skills: Covering everything from email to in-person meetings.
- Role-Playing & Implementation: Practice is 70% of the training. We learn by doing.
Step 6: Implementation
The key to success is what happens after training. Management must ensure employees carry out their new functions with full commitment. Joint calls, analysis, quality audits, and coaching are integral to this phase.
Step 7: Evaluate Progress
8-10 weeks post-training, we gather to analyze progress. Each participant presents their achievements and receives feedback for continued growth.
The goal is clear: transform your team from order-takers to strategic partners, stabilizing and boosting your company’s financial flow.
Investment: 100 EUR/hour + VAT
Location, Date, Time: By agreement
Trainer: Edgars Untāls – Certified NLP and business communication trainer, trained by Jordan Belfort and Richard Bandler, representing Brian Tracy’s legendary programs in the Baltics. Author of “Sales Wizard,” “Don’t Make Me Think!”, and “Corporate Tales.” Founder of Coaching and Consulting Group. With over 15,000 sales visits conducted, I know what it takes to get results.
See You in the Training Sessions!
EDGARS UNTALS. I deliver Results 