• Introduction to Third Level Selling

    RA Potter Advisors helps elite service providers take their game to the next level. See more videos below

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  • Becoming a Strategic Partner

    Third Level Concept: Becoming a Strategic Partner  Most service providers like to think of themselves as Strategic Partners, however only 5% actually achieve that status in the eyes of their clients. These elite service providers have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win new clients and retain the ones they have? They engage clients at [...]

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  • Airbags: Why You Are Being Commoditized

    When I interviewed your clients, they told me that everyone was using almost the exact same message to win their business. I call theses undifferentiated messages, “Airbags.” No wonder you are being commoditize and being forced to compete on price, fees and rate. Once clients narrow their options to a short list of highly capable alternatives, nuanced differences in capabilities cease to be a factor in their final choice. Top competitors pretty much look the same. At this level everybody [...]

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  • 10 Reasons Why Clients Choose You

    There are 10 reasons why clients chose one service provider over another. I have listed them here by hierarchy. Only one of those reasons is price. If you understand and can align to those decision factors, you will win and retain more clients and not compete on price, fees and rate. On the other hand if cannot build preference up the decision hierarchy, you are condemned to lose or compete exclusively on price.  

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  • What is Value? What you don’t know is hurting your sales efforts

    What is value? Most service providers believe their value is in their capabilities, experience, services and solutions. Unfortunately it is not, and that is creating more obstacles in your efforts to build partnership with prospective clients. Once you realize that your value is in the client’s problems, it changes the nature of all of you customer communications; your conversations, your presentations and proposals.  

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  • Selling Products vs Selling Services

    Traditional sales training is derived from old fashioned and manipulative product selling. Our clients are high level service providers.  What they do impacts the careers and companies of their clients. Neither they nor their clients want to be manipulated into working together. Instead, they want to form a partnership to solve critical and urgent client problems.

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What We Teach - Who We Teach - How We Are Different

  • What We Teach

    What We Teach

    Elite service providers, the top 5%, have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win in competition? The short answer is that they engage clients at a deeper personal and professional level, a Third Level.  That leads to greater success and career satisfaction and less price competition. Once clients narrow their options to a short list [...]

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  • Whom We Teach

    Whom We Teach

    We teach your top producers how to take their game to the next level. That’s because you get a much better return (10 times better!) sooner by investing limited training dollars in your top producers. Most training dollars are spent on mid to low level people. The objective is to get them to perform more like your top producers. Little or no money is spent on training the top people because they are already very good, or so the thinking [...]

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  • How We Are Different

    How We Are Different

    The author is the instructor – most training companies leverage their content by hiring professional trainers who know a lot about the training content but no much about their client’s business. Bob Potter customizes and conducts all of his own training. He is not only the author of the books and the designer of the training, he also served in senior roles of his target audiences (Investment banking, professional services, consulting, commercial real estate) so he has the credibility and [...]

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