Your training program was and still is an inspiration and a guide I still use in my retirement from the firm, my consulting business, and my volunteer work as a business mentor.
I really appreciate your partnership and the support you give to VHT Studios. I’m looking forward to continued success.
We continue to use FOCIS and have had amazing results. We are about on an 80% to 90% closing rate and we’ve had 2 acquisitions using your methodology.
Thank you for sharing your advice and experience with us. It was most helpful to be exposed to PSI’s strategy, process, and tools. Thank you!
Before taking FOCIS Selling, our revenue was stuck at the same level for 3-4 years. We began using the custom sales process developed in the FOCIS classes, and we now have a backlog in 2019 that is double what our sales were pre-FOCIS.
It was a privilege to take FOCIS Selling. I came into this hoping to gain an advantage in my upcoming career, and I am confident I gained just that. Thank you so much for the opportunity to learn from you.
Working with Phil was one of the best decisions I’ve made for our sales team. We already had a strong, high-performing group that consistently exceeded goals, but what drew me to Phil was his concept of catching the bigger fish. I booked his FOCIS Selling workshop with the hope of stretching our team’s thinking—and I am so glad I did.
Phil was absolutely phenomenal. The FOCIS Selling workshops were engaging, practical, and immediately actionable. He didn’t just deliver content—he partnered with us by helping us develop a stronger sales process. As part of his program, he even coached us through a few real deals. I can’t tell you how valuable it was to be able to call him, bounce ideas around, and refine our approach in real time.
Less than a year later, our team closed one of the largest deals our sales team has ever brought into the company—$5.3 million. While our organization has closed larger deals overall, this was a landmark achievement for our sales team. We’ve always excelled at consultative selling and relationship building, but Phil elevated us even further. He taught us how to build the “wall of implications,” to bring every decision-maker to the table, and to position opportunities in a way that made saying no nearly impossible.
We now have several more “big fish” in our pipeline, thanks to Phil’s coaching and methodology. I can’t recommend his program enough for any sales leader looking to take an already successful team to the next level.
Your skill in crafting effective sales strategies and your knowledge in training individuals and teams changed my thinking around sales permanently.
I learned an immense amount in FOCIS and have already used it several times, but I think I learned even more from just listening and observing. By watching you I learned to apply the art of asking questions to every aspect of life, I learned how to conduct myself in business settings, I learned the importance of fostering and maintaining relationships, and much, much more. I will carry these lessons throughout my life.
I learned a lot about the sales process, and I think I’ve improved greatly as a communicator and in using persuasion. I also learned a lot that is helpful beyond a sales scope, for example providing value to the people in your network or simply being more “professional.”
I wanted to let you know that I ended up receiving a promotion to our field/outside sales team. I still utilize what I learned in your course and throughout my internship regularly, and want to thank you again for the opportunity and everything it has helped me with so far in my career.
We hugely appreciate Productive Strategies’ continued involvement in the growth and success of Avison Young. You have made a significant impact here and we value that greatly. Thanks again. Danny N.,
Thank you, Phil., I’m still using the FOCIS method in so many areas of my life, and I think of you often. What a wonderful gift you gave me. Thank you so much.
This is a particularly good sermon. Will make sure I pass it along to the younger lawyers.
I win virtually every deal I go after. I use what I learned from Phil Krone and FOCIS Selling ten years ago when I was with the Christman Group.
After attending FOCIS, I realized I had minimal structure to my sales calls with my potential investors and lacked a systematic approach. Implementing FOCIS and asking proper questions, in the right order, allowed investors to explain their current challenges with their investments. It enabled me to present/provide a solution that worked for them based on the opportunity cost of their challenges (implications). This consultative approach is very different than just selling them my product. It’s not close. Just before the 4th class, I had two one-call closes that week, after using what I learned from the classes up to that point. Remember, I sell investments and an ROI. People don’t just invest $50K–$100K with someone they just met. Never mind meeting, I spoke with them over the phone. Granted, these were referrals, but one even mentioned “You’re asking great questions.” I will be taking this class again when it comes back around, as I truly felt inspired and realized it is possible to achieve my goals in helping others achieve theirs. This class gave me confidence in understanding that I know how to prepare for my calls/meetings now, which were my biggest takeaways. Build the wall of implication!
Many thanks to you for making my career at Masuda, Funai successful and purposeful. I very much appreciate the support and guidance of good friends like you.
Since we have integrated the FOCIS methodology in our sales process, the quality of our meetings has risen exponentially, with both the prospect and our firm having a much deeper understanding of the goals of the prospect and how we might fit into their investment strategy. We are four weeks into implementation, but we feel positive results (new investors) are around the corner. We go into meetings with confidence and really get a terrific two-way dialogue with our prospective clients, a 180-degree change from our prior process. It is both engaging and fun.
Great job today – thank you for providing a webinar on Virtual Selling – I believe it was very well received.
Although I’m not a salesman and never have been, I continue to admire and appreciate the wisdom and thoughtfulness of so many of your messages, whose insights and applications often extend well beyond sales—which is actually not so surprising when you think about it. This edition on the importance of basics is particularly resonant with me. It’s a message I repeatedly impress on my law students and young law firm associates—and for essentially the same reasons you state below. And as usual, your use of LeBron and Kareem is a particularly effective way of bringing home the point, to sales people and non-sales people alike. Keep up the good work!
Thank you for teaching me about FOCIS. It is a great course and approach to sales.
We hugely appreciate Productive Strategies’ continued involvement in the growth and success of Avison Young. You have made a significant impact here and we value that greatly. Thanks again. Danny N., Managing Director, Avison Young
Phil, you are amazing at coaching us during those role plays! Thank you.
Phil, I received TOP producer award last week for 2018 production of $4.3M for AY Globally. My fourth son looked up that AY has 1,105 brokers. Thank you for all your assistance in helping to make this happen.
Phil and his team have been instrumental to my success in sales. I carry the core elements of his proprietary FOCIS sales training system with me on a daily basis as I navigate a crowded market seeking ways to differentiate my value proposition to clients. While other sales training programs may be able to boast about the sheer number of people they train, Phil’s program is centered on results and is accompanied by white glove coaching/consulting through the sale process. To top it off, Productive Strategies is always on call to help think through complex sales/negotiations as needed. I unequivocally recommend Productive Strategies if you are new to sales or looking to take your sales career/organization to the next level.
Phil, thank you so much for being part of the FMSC 2019 International Partner Conference. It was so valuable to have you pouring into our distribution partners. We appreciate your valuable input and our distribution partners are grateful to you. God Bless you.