Programs that Drive Sales

All programs are custom-tailored to your specific industry, company and/or meeting theme. The following presentations are available as keynotes or highly-interactive seminars, and can run from 45 minutes to 3 hours. Two or more programs can be combined to create a half-day or full-day program.

The Future of Selling
How to be a sales leader in the 21st century

The old ways of selling are dead. The archaic sales models of the last century are becoming increasingly ineffective. Today’s economy and today’s buyers demand a fresh approach. Those who master it first will be the most successful, both today and tomorrow. In this eye-opening program, you’ll discover:

  • Why the techniques that worked in the past don’t work now
  • What buyers really want
  • The single biggest mistake most salespeople make and how to avoid it
  • How to make your sales presentations shorter and more persuasive
  • The ten things salespeople do that buyers hate most
  • How to sell with honesty, integrity and confidence
  • The two most important sales skills and how to master them
  • How to completely lower your prospect’s defenses
  • Why your features are irrelevant
  • How to position your product or service as your prospect’s best choice

  • The Myth of Price
    Why you should charge more and how to do it

    Stop throwing your profits away! You can make a lot more money by simply discounting less and charging more. Don’t think you can? Just wait-immediately after this revealing presentation you’ll be raising your prices and reaping the rewards. Because you’ll discover:

  • Why you should probably increase your prices today
  • The keys to outselling your low-price competitors
  • Why you should (almost) never discount
  • What to do when your prospect pressures you for a discount
  • How to make your higher prices a selling point
  • The Jedi mind-trick prospects use against you and how to combat it
  • The one thing you must always do with your prospect
  • The huge problem with “value-added” selling and what to do about it
  • What people really mean when they say price is important
  • The big secret your prospect doesn’t want you to know
  • How to make your price seem like a bargain
  • The Tao of Selling
    An enlightened approach to increasing your sales

    Forget the old, hackneyed sales gimmicks. Forget about high-pressure. And forget the manipulative, self-serving tactics that today’s prospects know and hate. Instead, discover a fresh, innovative approach that lets you sell with integrity, confidence and enthusiasm. In this fast-paced, highly-interactive program, you’ll learn:

  • The two most important sales skills and how to master them
  • The three different types of prospects and how to deal with each of them
  • How to quickly build rapport with your prospect
  • The one thing you should never say to a prospect
  • How to completely lower your prospect’s defenses
  • The key to making the sale (It isn’t what you think!)
  • How to uncover your prospect’s hidden concerns
  • How to get a huge edge over your competition
  • The secret to creating a great sales presentation effortlessly
  • How to position yourself as your prospect’s best choice 
  • Social Selling
    How to use social media to boost your sales

    Social media is here to stay. And it can be a powerful sales tool if used effectively. With a minimum of time and effort, you too can reap the benefits of a strong social media presence. Even if you’re a technophobe!
    In this practical, jargon-free program, Don will share with you:

  • The advantages of social media over traditional marketing
  • Which sites you need to be on and which you can ignore
  • How to establish a presence on the most important sites immediately
  • How to quickly build a following on your sites
  • Seven ways social media can generate sales
  • How to use social media for market research and competitive research
  • The tricks to being able to update your sites in just minutes a day
  • How to leverage the strengths of each major site to boost your sales
  • 29 things you can post on your sites
  • Tactics for getting your customers to market for you
  • How to use social media to improve your customer loyalty

  • Never Sell Ice to Eskimos
    A practical program for powerful prospecting

    Want more sales? You need more prospects. (And not just any prospects-quality prospects!) But most salespeople avoid prospecting because it’s traditionally frustrating, time-consuming and unproductive.

    It doesn’t have to be, though. In fact, prospecting can be relatively easy and highly effective. That is, if you know the secrets to doing it right. In this powerful, hands-on session, Don will share with you:

  • What you must do before you start prospecting
  • The simple tool that will make your prospecting much more effective
  • How to find great prospects quickly and easily
  • How to make prospects want to hear from you
  • More than a dozen ways to reach your prospects
  • The secret to getting their attention
  • What to do with their attention once you’ve got it
  • How to get prospects to call you
  • Why perseverance is overrated
  • How to interest a prospect who’s already using another company
  • How to get the best return for your prospecting efforts
  • Talking Your Way Into the Sale
    How to create and deliver powerful presentations

    A great sales presentation grabs the prospect’s attention, holds their interest and makes them want to buy now. A poor presentation costs you the sale.

    Whether you’re selling to consumers or businesses, you need your presentations to be as effective as possible. In this dynamic program, you’ll discover: 

  • The big problem with most sales presentations
  • The secret to creating a great sales presentation effortlessly
  • How to make your presentation superior to everyone else’s
  • Why your features are irrelevant
  • How to eliminate skepticism so your prospect believes everything you say
  • What not to say during your presentation
  • The #1, most important word in sales (and other great words to use)
  • How to position yourself as your prospect’s best choice
  • Why you don’t need to have a better product or service to outsell your competitors
  • How to cut your presentation by 50 to 90% (and improve your closing ratio!)
     
  • The Physics of Closing
    How to make the hardest part of the sale easy

    There’s no magic to closing. (Although if you do the right things, they work like magic.) Effective closing is about physics. Physics?? That’s right, physics. (Along with a little psychology, economics and cryptology thrown in.)

    Fortunately, you don’t need a PhD to improve your closing ratio. (You don’t even need any previous science classes.) This eye-opening presentation will provide you with the insights and tactics you need. You’ll discover:

  • Why closing is the #1 challenge for salespeople
  • The single biggest obstacle to closing the sale and how to overcome it
  • How to resolve objections more effectively than ever before
  • The “Dandelion Principle” and how it can make or break the sale
  • Why the old adage “Always Be Closing” is terrible advice
  • The hidden code your prospects use and how to break it
  • Why buying signals can be dangerously misleading
  • The absolute, clear-cut, no-question-about-it, single, best time to close your prospect
  • How to make closing quick, easy and painless (both for you and your prospect)
  • The secret to dramatically improving your closing ratio
  • How to increase your profit (and your commission) on nearly every sale you make
  • When Bad Things Happen to Good Customers
    How to transform customers from enraged to ecstatic

    Mistakes happen. No matter how hard you try to prevent them. Fortunately, mistakes can be overcome and even turned to your advantage if you know what to do. This program will enable you to uncover and resolve problems no matter how major or minor, resulting in loyal customers who buy from you again and again. You’ll learn:

  • Why most customer service efforts fail miserably
  • Why an angry customer can be better for you than a happy customer
  • The first thing to do when your customer voices a problem
  • How to quickly calm a furious customer
  • The one thing customers want above everything else
  • What you should never do with an angry customer
  • The magic customer service question
  • The one word you never want to hear from your customer (It’s not what you think!)
  • The two critical factors that determine how happy a customer is with your service
  • Why you never want to satisfy customers (Yes, you read that correctly.)
  • The secret to getting more feedback from your customers
  • How to get your customers to brag about you to everyone they know
  • It’s NOT Who You Know
    Making the most of meeting and mingling

    To succeed in today’s world, you need networks of strong relationships to provide you with support, information, and opportunities. But how do you build relationships with people you don’t know? What do you say to total strangers? And where do you go from there? In this fun, highly-interactive session, Don will show you:

  • How to have confidence in any networking situation
  • The secrets to approaching total strangers with ease
  • Who to seek out when you enter a room
  • How to create a positive and memorable first impression
  • The one thing you must do every time you meet someone
  • How to meet more people in less time
  • The keys to starting and maintaining a great conversation
  • How to remember everyone you meet and make sure they remember you
  • Tactics for increasing your visibility and credibility
  • The easy way to get more referrals 
  • Standing Room Only
    How to boost attendance at your next event

    Whether you’re planning a monthly meeting, a public seminar or an international convention, you want as many attendees as possible. The more people you have at your event, the more revenue you generate from registrations, the more exposure your sponsors receive and the more value your attendees derive from networking.

    In this illuminating program, Don will share with you the secrets he’s used to help associations and other organizations shatter attendance records, in some cases more than doubling their registrations. You’ll discover:

  • How to position your meeting as a “must attend” event
  • 4 meeting myths that are costing you money
  • How to select the right speakers for your meetings
  • The biggest mistake chambers make when promoting their events
  • More than 20 tactics for marketing your event (many of which are free)
  • How to get other people to do your marketing for you
  • The most overlooked element of effective marketing pieces
  • How to get people to register now rather than later
  • How to raise your prices and your attendance at the same time
  • And much more!
  • Don’t see exactly what you want? Ask about custom programs built from the ground up, exclusively for your organization.

    Don Cooper, The Sales Heretic™ 303-832-4248 E-mail Don