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 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

Why Should I Choose You?
How to be the obvious choice

The  marketplace is more competitive—and more challenging—than ever before. How do you stand out among the competition? And how do you persuade a buyer to choose you over them? In this practical, insightful session, Don will show you:

• The single biggest sales and marketing mistake most companies make
• Why being great isn’t good enough
• How buyer expectations have changed—and what that means for you
• The two critical questions you need to answer
• How to differentiate your company—so you stand out from the crowd
• What you’re really selling (it’s not what you think)
• How to craft a marketing message that resonates with your prospects
• The keys to boosting your sales—even when you’re selling the exact same things

The Tao of Selling
How to increase your sales quickly, ethically, and profitably

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 your product or service as your prospect’s best choice

Think Positively, Sell Negatively
A counter-intuitive approach to boosting your sales

Since we were kids, most of us have been repeatedly encouraged to “think positively and everything will work out.” But not only is positive thinking not sufficient by itself to boost your sales, it can actually work against you.

Just as a battery needs both a positive and a negative end, you need both a positive and negative approach to selling to maximize your sales. In this eye-opening program, you’ll discover:

• Why being too positive can cost you sales
• What negative selling is and why you need to master it
• The forces that are always working against you and how to overcome them
• The keys to selling negatively
• How to quickly determine what kind of buyer your prospect is
• What to do when selling benefits doesn’t work
• How to sell to a group consisting of different types of buyers
• The most dangerous assumption you can make about your prospect

The Power of Free
How to sell more by giving things away

The most powerful four-letter word in sales and marketing is “free.” And most organizations don’t make the most of it, whether because they don’t know how or because they’re afraid of giving away the store. But when you use “free” in the right ways, it can make a huge impact on your sales! In this idea-packed presentation, Don will share:

• Why you need to be giving things away
• How giveaways can improve your marketing, sales and customer service efforts
• The Do’s and Don’ts of using giveaways
• 14 ways freebies make your customers want to do business with you
• How to give things away for maximum impact
• How “free” can get you in trouble (and how to avoid it!)
• 20 things people will do to get something for free
• How to boost your sales by giving away things that aren’t even yours
• More than 100 things you can give away (many of which cost you nothing!)

Opportunity Walks
Why most prospects don’t buy and what to do about it

More sales are lost than won. Because most companies actually discourage their prospects from buying—without even being aware of it. How many sales are you losing? And how can you win more of them? In this insightful program, you’ll discover:

• How companies unwittingly drive potential buyers away
• Ten reasons prospects don’t buy
• Why a second impression can actually be more important than the first
• What you’re really selling (It’s not what you think!)
• How to guarantee a customer will never come back to you
• Who the single most important person in your company is and how to leverage them
• How to limit the impact of a problem
• Nine ways to build confidence in your buyers
• The simple (and free) tactic that can dramatically improve your sales
• How to significantly improve your customer loyalty

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

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