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PAYOFFS

"In the early 90's, NORCAL was the high priced leader in every market we served and losing market share with revenue shrinking $5 to $7 million a year.

"In VASS training we learned to translate our higher cost products and services into value and benefits for the customer and can now explain our differences in terms the buyer can understand:

  • By the end of 1998, we had moved our closing ratio from 16-20% up to 44%.

  • In 1999 we achieved 316% of the new business goal (a goal set 20% above 1998).

  • In 2000 we will reach 154% of the new business requirement (with another 20% increase), closing over 65% of the requests for information.

  • In 2001 actuarial reviews indicate the need for an overall price increase of 8.25%. With the price increase, we are set up to add over $8 million in new premiums for January 2001. A January new business record exceeding the average by over 200%."

Roy Musgrove, Vice President, Sales and Marketing
NORCAL Insurance, San Francisco CA


"Wonderfully profitable for us."

T. Joseph Semrod, President-Chairman of the Board Summit Bank


"To be brief and to the point, our sales went up 100%. The payback on the course was about 24 hours and since then it's pure profit."

Ken Sheetz, Senior Partner, Oxford Advisors, Inc.


"I got a dollar back for every dime I invested."

John Griffin, President, Thermocycle, Inc.


"VASS training provides a tool kit for the salesperson. It's an instantaneous payback."

Arlen Cheney, President,
OMark Sporting Equipment Division


"Using Vass training techniques to change the rules, enhance our response and provide major differentiation in what would normally have been a price decision, we beat five competitive lower bids to close a $1.3m contract within a month of the training."

Clyde Alleyne, General Manager
IBM Trinidad


"Your course provided me the tools to realize that my approach in the past was diametrically opposite to that of my client's interests and needs. This was quite a profound learning experience. The big question is how well did it work?

Fantastically! Over $300,000 in new sales were developed in the first 100 days following my attendance. By year end, I was able to reach 200% of my plan for a banner year. I attribute this directly to what I learned from your course."

Jesse Potter, Vice President, Sales & Marketing
Recruitment Solutions, Inc.


"We paid for our first VASS training session eleven times over within the first week of completing the course and that was just from one of our salespeople. We are now committed as a company to this concept and are working towards making all of our materials and people sound more "VASS-like".

Stath Karras, Executive Vice President
John Burnham Real Estate Services, Inc.,
San Diego, CA