This lecture is for any salesperson or organization that has wants to overcome the anxiety connected with the pursuit of future sales goals. Instead of living with the fear that each month’s sales results may or may not fulfill your annual sales quota, you will learn how to measure the activities that lead to predictable future results.
The stereotypes of salespeople – Friends, Beggars, & Blue Suede Shoes – are all explored in this program. Learn how to defeat the negative perceptions people have of obnoxious salespeople. Discover why “beggars” are so vulnerable to price objections and ways to prepare for negotiations with professional purchasing agents. This is an abbreviated version of the flagship lecture that launched Rick’s career and Building Leaders.
Rick will tell you that he didn’t design the Non-Linear Sales Formula, but instead observed. Most sales trainers will try to teach you their process for selling. Rick will reveal the real process that all salespeople inherently follow and ways that you can successfully maximize your return on sales interactions by managing the activities within your control to confidently close more deals.
A man walks into a hair salon and learns that some stylists command fees significantly higher than the average. The top stylists make more money, schedule better appointments, manage their personal databases, and create loyal clients. These are the skill that every salesperson should emulate. You will learn in this lesson how to emulate these important skills that every salesperson should possess and continually raise the value of your time…and income.
If you take the any prospect you can get, you may never get what you want. Leaders develop the skills and prospecting network to “choose” the clients they want. This lecture will show you how to find the right clients that pay you handsomely for your service.
Everyone knows that the key to sales success is listening much more than you talk. The problem with most sales training programs is the focus on trite open-ended questions. This strategic lecture takes you far beyond the passé sales lessons of the past by teaching you listening skills instead of questioning skills. At the end of this session, you will have all the skills you need to “out-listen” your competition.
Traditional sales theory teaches aggression, control, and tactics designed to logically force decisions. Modern consumers are more sophisticated. Professional purchasing agents are well-trained negotiators. This session illustrates how the martial art of Aikido offers passive, yet powerful, method of persuasion through non-confrontational techniques.
Logical arguments produce long-term scrutiny that delays sales decisions and sometimes full blown analysis by paralysis. This is the first of two lectures on presentation skills that teach you how to appeal to the client’s emotions by speaking from your hear to touch the heart. At the conclusion of this lesson, you will know why telling prospects and clients what you know is infinitely less powerful than telling them how you feel and what you believe.
Psychological studies consistently show that trust and knowledge produce credibility. History is also rife with case studies where a single incident destroys credibility of an individual. This session teaches you how to delivery information that enhances your credibility and the methods to keep it.
Sales trainers for many decades have offered gimmicks and manipulative tactics designed to close deals. Astute salespeople know that these gimmicks frequently insult consumers and almost never work in the business-to-business realm. This enlightened program demonstrates the real methods you already use to close the sale by bringing them to the forefront of your consciousness and enabling you to gain more control of sales results.
Ultimately business decisions are made by humans with emotions, personalities, feelings, pressures, time constraints, and unique perspectives. This lecture demonstrates how top sales leaders are able to adapt their communication to the right audience for the right situations at the right time and within allotted time constraints. Discover how to adapt with the personality of buyers to raise your level of influence.
Heroes are not made when life is easy. Difficult times produce the opportunity to demonstrate your resolve and achieve the extraordinary. This lecture will persuade you to keep your head in difficult times. Sometimes you just need to be reminded of the power inside you.