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
