Jeff Schultz-  

Executive Vice President of Sales-  

APG Office Furnishings-  

Cincinnati, Ohio

I have been in the office furniture industry for 16 plus years and have known Tye for many of those years. I have worked with him as a sales rep learning the industry and now a manager needing to train my own staff. His teaching is industry specific which is very important for us. Because of his background in the office furniture industry he can speak the same language and relate real life examples that connect and are credible with our sales team.

His instruction is practical and based on models that he applied himself in a successful selling career. Many of the sales training sessions I see are so generic and based on a system that someone has learned but that they have never implemented successfully in a selling career. They are trained sales trainers. I believe these types of programs are not successful in impacting our sales team.

Tye is willing to truly make an investment in those he has trained. He has followed up with me making sure we were able to incorporate practical follow up action steps to get the most benefit out of his teaching. He has customized his class to match the needs of our selling team which was helpful as well. We have used his book in our sales meetings and reviewed a chapter each month to keep the selling principles fresh.

Some of Tye’s specific points that our sales team has latched onto include the following:  

       30 second commercial

     Star Salesperson- planning your calls in your territory.   

     Negotiating skills- Don't give anything w/o getting something back,

   state your offer and be quiet. 

On all accounts Tye has proven valuable in improving our selling ability.