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TOPIC #4
SALES
(Laws Of Intentions And Attraction / Emotional Closings)
TITLE
“High Performance Productivity”
Do you strap into a fighter jet or do you strap the jet onto you? High performance flying & living is about feeling, intuition, & emotional connection. Selling is everybody’s business. In tough times everybody must be a producer. Because it’s not what you do, but who you do it with, and we like to do business with winners, there is a sales Process that builds credibility where trust is earned, and a sales Presentation when you close the deal. By avoiding the Seven Deadly Sins That Sabotage Sales, you will make your co-workers and clients feel like they belong to one family, and that loyalty is a two way commitment that you will buy, and I will provide extraordinary service so you always leave saying, “I like me best when I’m with you. I want to see you again!”
Dan Explains:
We all know that anybody can make a presentation and that a good day for a sales account executive is not putting in eight hours. It’s closing sales. Management does not care about the storms we encountered. Did we bring in the ship? Too many sales professionals confuse activity with accomplishment, especially those who have enjoyed some consistent success. They drift from the fundamental discipline and work ethic that got them where they are in the first place. They look at themselves as the competition and become complacent with their book of business and market share, while their competition is doing what they once did and stealing their clients out from under them.
Never knowing who your next opponent will be requires a constant commitment to always better yourself, physically, mentally, emotionally, socially and financially. In this presentation, Dan asks each audience member what one thing are they willing to do to better themselves in each area? What one thing are they willing to do to better your organization? What one thing will they inspire your team to be willing to do, that your competition is not willing do to, that will give you the competitive advantage? People want to do business with winners. Likes attract likes. We must connect at all levels, beginning with the “gate keepers,” knowing that before they will get us to their king, first in their eyes and hearts, and then in the real world, we too must be a king!
It does’t do us any good to market to those who can’t afford to buy our product or service; a sales presentation is not a conversation, a rapport-building chat, a speech with little content and entertaining, or a lecture with all content and no entertainment. Yes, these are all part of the sales process, but a sales “presentation” is when you literally stand and deliver your selling proposition that ends with an emotional story that calls them to action and seals the deal. A presentation without a signed contract is not selling!
In this 45 minute to2 hour seminar Dan reminds:
44% of sales professionals quit after the first sales call
24% quit after the second sales call
14% quit after the third sales call
12% quit after the fourth call
Holy cow! 94% of sales professionals are confusing activity with accomplishment and quit early! This is absurd, when you realize that 80% of all sales are closed and made AFTER the fourth call! The sale does not begin until the prospect says NO!
Dan also teaches that selling and customer service are a one-in0the-same process that takes time, energy, passion, creativity, and imagination. Only when this process is completed do you move into the Sales Presentation. According to the Bain Company, although it costs five to six times more to attract a new customer, most marketing efforts continue to be acquisition-oriented rather than retention-oriented. This is also absurd when businesses can actually boost profits almost 100 percent by retaining only 5 percent more of their existing customers. A 2 percent increase in retaining current customers has the same effect on profits as cutting costs by 10 percent.
This seminar then concludes with a focus on presentation techniques and as mentioned a discussion of the "Seven Deadly Sins That Sabotage Sales Presentations":
- Don't confuse activity with accomplishment
- Don't misuse your allotted time and overstay your welcome
- Don't confuse the sales "process" with the sales "presentation"
- Don't be too informative
- Don't wear the wrong thing
- Don't "wing it"
- Don't be a weak or lousy presenter
IT WOULD BE CRAZY TO HAVE DAN AS YOUR OPENING KEYNOTE SPEAKER AND NOT KEEP HIM AT YOUR MEETING ALL DAY, SHARING HIS 25 YEARS OF EXPERIENCE, INSPIRATIONAL STORIES, STREET SMART WISDOM, SUCCESS SECRETS, AND UNIQUE PERSPECTIVES ON LIFE WITH YOUR PEOPLE. YOU SHOULD TAKE ADVANTAGE OF DAN’S EXPERTISE IN SALES AND THEN LET HIM AMALGAMATE IT INTO LEADERSHIP AND BUILDING A WINNING TEAM. SAVE ON ADDITIONAL AIRFARES AND OTHER SPEAKER’S FULL HONORARIUMS BY HAVING DAN PARTICIPATE ON MORE THAN ONE SLOT ON YOUR MEETING AGENDA! REMEMBER, CUSTOMER SERVICE IS NOT A DEPARTMENT AND SALES IS EVERYBODY’S BUSINESS! SCHEDULE DAN’S SERVICES FOR A FULL DAY WITH A GENERAL SESSION KICK OFF KEYNOTE FOR YOUR ENTIRE ORGANIZATION, FOLLOWED BY SPECIFIC SESSIONS FOR LEADERSHIP/MANAGEMENT, SUPPORT STAFF, AND SALES PROFESSIONALS! CALL RIGHT NOW! 800-676-1121
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