In any industry the first 10% are the ELITE performers. The next 10% are the TOP PEFORMERS and the other 80% constitutes ‘the others’. Elite and Top performers have that ‘rarefied magic’ that causes clients to want to be around them and to give them referrals. In which column does each of your salespeople fit? If too many of them are in the bottom eighty percent, this program will help them develop the knowledge, skills, and attitudes that will set them apart from the pack. They will know how to identify the mind-set and behaviors to create a career with unlimited possibilities. There is very little difference between people; it is recognizing those small differences that close the gap between average performance and profound success. Having the ability to tap into the good graces of others, as Elite and Top Performers do, creates a career path that is easier, more fun, and much more rewarding.

A High Status Presence (typical of Elite and Top performers) increases your client’s readiness to assign projects to you that will in turn lead to referrals. This utilizes the practice of working smarter; not harder. Speaking the language of leadership is just one of the attributes that clients unconsciously search for when selecting their the supplier to be part of their winning team.

How to Write Emails that are Opened, and Responded to, Before those of Your Competition

Conversations via email have become one of the primary means of communication and like interpersonal conversations, some are inspiring and others are downright painful. In business, a high status presence influences clients to work with you. Similarly, high status email communication inspires the recipient to open and then respond to you earlier than later. Smooth, efficient, and timely communication is the keystone of business efficiency and satisfying interpersonal relationships.

This session will give you five sure fire strategies on how to be favorably noticed and leave a lasting professional image. Your follow up time will be drastically reduced, prospects and clients will ‘sign on’ to you and your projects will be easier to keep on track!

There are only three sources of business for any organization and great customer service, leading to Customer-Success, is one of the key ingredients to all three.

1. New business from new clients (Strangers)


2. New business from existing clients (Keepers)


3. New business from past clients (Deserters…but more likely they were deserted!)

Your customers, like most people, want to spend their money where they feel wanted, valued, and liked.

How long are your clients gone before you notice? Of course, the ideal is keep 100% and to have each of them give you three referrals! This is easier than you think with the right protocols implemented by a compelling team! Those who do slip away (deserters), can be yours again with a 5-step please forgive me and take me back process!

The investment to gain new clients is costly. Leverage this effort with Customer Care that brings even more clients and sales.

Providing world-class service will help increase profit and productivity. Why not set a goal that not only attracts more customers for your business but also increases the yield per customer. Your customers, like most people, want to spend their money where they feel wanted, valued, and liked. They want to be loyal to their suppliers! Participants of this program will learn the 12 secrets they can implement to develop and maintain customer loyalty, one customer at a time.

Create new opportunities and close more sales in this comprehensive six-month workshop series. Designed to accelerate your sales success and career growth this course includes the CSP exam and designation upon successful completion. The six powerful modules include:

• Cold Calling Strategies for Chickens, Cowards, and the Faint-of-Heart!


• Quality Questioning and Listening Skills: Sell to Executives with Ease and Speed


• Managing Key Accounts: Protect Your Business from the Competition


• Time and Territory Management: Accountabilities and Responsibilities


• Negotiate to Win! Make Powerful Presentations without Fear and Trepidation


• Plan Your Work and Work Your Plan plus Professional Sales Etiquette

 

Still haven’t picked up that phone? Completely overcome the fear of rejection!

The best system in the world will fail if the participants are unable to manage the six fears that dismantle their sales efforts. This course uncovers and provides an action plan to eliminate fears and obstacles that come between them and success. The participants will learn why and how, in a one- to three-minute cold call, it is necessary for a salesperson to:

• Have the clients sit up and listen in the first 10 seconds.


• Deliberately activate, and then dismantle, the prospect’s oppositional agenda: “I will not be sold to!”


• Use specific language to advance the sale; learn what never to say.


• Tap into the client’s own enlightened self-interest.


• Welcome objections and use them to pull the prospect/client towards you instead of their objections working to push you away.


• Increase chances of getting the appointment from 25% to 75% in one simple step.

“In business, as in life, we do not get what we deserve; we get what we negotiate!” Chester L. Karrass
In a perfect world, in business and life, everything would be fair and equitable where justly deserved promotions and raises would be offered on a regular basis. In addition, our natural talents and contribution would be regularly acknowledged, as a matter of course. Moreover, reciprocity would be the norm where no one would repeatedly take from us without giving back…and still expect more! In an ideal situation, we would never face rejection when making requests or asking for what we want. Effective negotiating, on the other hand, will make a difference in your success at work, in your lifetime earning potential, and in interpersonal relationships. Mastering these five negotiation strategies will be easier than you think.

Participants will learn how to:

1. Position ‘the ask’ in a way that taps into the good graces of others


2. Manage ‘doomsday thinking’ and ‘fear of rejection’.


3. Identify any limiting mind-set(s) that create a pattern of career or personal sabotage


4. Understand the correlation between money and power and changing the world!


5. How to manage the “negotiation success trap”

Learn how to sell to the top decision makers and write proposals that they understand and act upon. Too many salespeople are like a blind dog in a meat house, taking what is right before their nose because it is easy. Discernment and the right selling skills can take you from reaction to results.

Big Game Hunters and Closers generate a steady supply of income for their company and in doing so provide the CEO with something to sell to the bankers, brokers, employees, and shareholders – performance – the essence of their company. This program helps salespeople develop the skills and laser-like focus to become Big Game Hunters and Closers and have more than their share of top clients. Their client lists will be coveted by the competition! This presentation delivers on the specific language, manner of presenting, and process for selling to the top.

It is the law of the jungle that the Alpha members—the strongest and most productive—of any group are the leaders. The group’s success or failure depends, in large part, on the Alpha’s ability to deliver results. Whether dragging home dinner for the pride, or sizable contracts for your company—without Alphas, everyone goes hungry.

In How the Best CEOs Avoid Revolving Cash Flow Crunches presentation, Alice uncovers both best practices to increase Top-line Revenues and Profits and the pitfalls that CEOs need to mitigate if they want to avoid cash flow crunches at any time in their budget cycle.

Even though the Topline Revenues may have been over budget last year, how does one account for what could have been, but wasn’t? What measures will you use to stop this drain on your profits? Despite popular belief, a company cannot ever make up for a bad month or a bad quarter. Achieving balanced performance allows the CEO to have confidence in the current forecast.

As the CEO you have only one thing to sell, performance, the essence of your company—to bankers, brokers, employees, and shareholders. Corporate success and performance starts with healthy Top-line revenues and profit. Consequently, attracting the rare top performers and then practicing your INspired Leadership (Inspire + Educate + Challenge & More Challenge = INspired Leadership) is vital to keep the star performers from being poached by the competition.

In most industries, salespeople can be categorized as follows:

Elite Performers = first 10%
Top Performers = next 10%
The Rest = 80% (If your sales team is made up of The Rest, cash flow crunches are inevitable.)

This program helps engineers (and technical experts) develop the skills and laser-like focus that they naturally possess in order to leverage their credibility, knowledge and status, to enable them to enjoy more than their share of top clients. The client lists gained by participants of this workshop will be coveted by the competition! This presentation delivers on the specific language, manner of presenting, and process for un-selling to potential clients in a way that guarantees generating new business.

Conversations via email have become one of the primary means of communication and like interpersonal conversations, some are inspiring and others are downright painful. In business, a high status presence influences clients to work with you. Similarly, high status email communication inspires the recipient to open and then respond to you earlier than later. Smooth, efficient, and timely communication is the keystone of business efficiency and satisfying interpersonal relationships.

This session will give you five sure fire strategies on how to be favorably noticed and leave a lasting professional image. Your follow up time will be drastically reduced, prospects and clients will ‘sign on’ to you and your projects will be easier to keep on track!

Active representation of salespeople leads to an increase in active participation by the prospects/clients so the role of interactive communication will exist for decades yet. In other words, live, in-person salespeople can rest assured of their future value. Having said that, Artificial Intelligence (AI) can definitely assist salespeople in ‘scrubbing’ social media platforms to find new prospects and deliver a compelling message that stimulates and invites the potential user to be proactive and reach out to you!
Some salespeople use the term “It was a bluebird!” to describe leads from new prospects that drop into their lap, seemingly unbidden! AI Bots can be seen in the same context because when the AI device has been ‘told/programmed’ what prospects to look for on a specific platform, the salesperson still continues to do their own prospecting to current, past, and existing clients. The leads from the AI become ‘the bluebird on your windowsill’! Real time sales skills are still required to convert the AI leads to paying customers.
An AI scenario is when there is a lead magnet, with a sign-up page, sent to strangers in your preferred market. This is very common with Marketing of Educational Products via Internet where the sales presentation happens entirely online. Ebay, Amazon, and Wayfair are stellar examples of Business to Personal AI selling! Although Business to Business remains dependent on real life skilled salespeople, their role can definitely be supported with Artificial Intelligence!