Editorial

A business with unlimited potential.

A business with unlimited potential
Are you searching for a Franchise opportunity with unlimited potential? Then take a look at D.E.I. Management Group, a franchise specializing in sales training. Why? Because with an estimated 21 million sales people in the U.S., your client pool is virtually unlimited. Whether coaching the individual sales person or doing group training for major companies, D.E.I. Team Members can help others achieve greater success while creating wealth for themselves.

D.E.I., one of the largest sales training organizations in the country, was founded in 1979 by Stephan Schiffman. To date they have trained approximately half a million people in 9,000 companies, giving D.E.I. a large presence in the industry.

While they have only been Franchising for two and a half years, New York based D.E.I. currently has about 19 franchisees – Schiffman calls them “Team Members” – in the U.S. and one in Dublin. Expansion plans call for that number to reach 50-60 by the end of 2005 and they expect an increased presence overseas as well.

D.E.I. delivers what other companies can’t
Schiffman says their training program is unlike any other on the market. “It’s definitely not a canned program,” says Schiffman. “We don’t rehash stuff that’s been around since the 50s and 60s. We understand the process of selling and define our system as helping people to do what they do better. We look at what the company is trying to accomplish and determine how our training could fit into that goal.”

JUST THE FACTS

Business established in 1979 by industry expert Stephan Schiffman

D.E.I. has trained more than 500,000 sales professionals and 9,000 companies throughout the world

Clients include AT&T, Blue Cross/Blue Shield, IBM, Merrill Lynch, Motorola, Sony and many more.

There are an estimated 21 million sales people in the U.S. and most of them have had no sales training

Clients report a 20% t 40% icrease in sales revenue after implementing D.E.I.’s techniques

The training programs are highly individualized. “Our programs,” says Schiffman, “are deliberately designed to complement or fit in or match any business that exists.”

Starting his career as a psychologist, Schiffman became a public speaker which led to sales training. It was a development process, says Schiffman, because in order to be a successful trainer he had to learn to market himself, and by studying his own sales process, he learned to train others to become better at sales.

Schiffman has written 35 books on the subject of sales, including titles: Cold Calling Techniques, Getting to “Closed” and High Efficiency Selling Skills. His clients, who range from Fortune 500 companies to startups, report a 20% t 40% icrease in sales revenue after implementing D.E.I.’s techniques.

Franchisees in the D.E.I. system typically work with banks, insurance companies, brokerage houses, small to medium sized businesses, as well as corporations. According to Schiffman, some franchisees are billing a million a year by working with 15 to 20 companies.

Leading up to the training, a potential franchisee does a virtual discovery day to learn about the business through a process called webinars. The second important step is to meet the candidate face to face and to also learn about and meet the supporting family.

The reason for this, says Schiffman, is that while franchising is the best way to become a business owner, the best franchise owners are those with a good family infrastructure.

Profile of a D.E.I. Team Member
D.E.I. Management Group does not require you have sales training experience. They can match your professional sales skills and personal potential with their expert training to create a business where your success will only be limited by your desire to succeed.

“If you look at the curve of everyone’s life, you’ll see that many people eventually reach the point where they’re no longer content with what they’ve been doing. They’re no longer having fun, they’re bored and burned out,” says Schiffman. “D.E.I. gives them the opportunity to reestablish their identity, reestablish their career and reestablish their ownership to create wealth.”

The most important quality in a potential franchisee, says Schiffman, is that he must have an understanding of the value of training and a belief that it will benefit the sales process. “At one point in my career,” says Schiffman, “I was meeting up to 500 people a week.

That’s the kind of opportunity this is – exciting, vibrant, never boring.If I could sum it up,” says Schiffman, “we’re looking for that individual who realizes that he has great potential but hasn’t yet found the vehicle by which they can express that potential.”