Increase Sales Performance with the Mindsets, Habits, and Focus of World Class Performers
No matter what your sales system is or how rich your pipeline might be, if you’re not implementing the habits that elite performers use regularly, your ability to execute and close sales will always be limited. In other words… you (and your sales) will underperform.
Finding leads, qualifying leads, following up, and servicing clients depletes us of our two most precious resources – time and energy. Filled with stories, stats, and actionable steps, Alan will share how to maximize both time and energy, as well as teach strategies for what to control, what to let go, and how to trust the process. This program is critical for anyone who wants to improve his or her sales performance.
In this session, attendees will learn the most effective strategies to:
- Shift your mindset from selling to solving
- Become a world-class active listener (telling is not selling)
- Consistently create quality touches (sales is a high-contact game)
- Learn to care more about the prospect than making the sale
- Develop unparalleled relationships
This program is ideal for sales teams and sales leaders looking to improve their sales performance. (annual sales meetings, sales training, sales leaders, sales representatives, sales support)
Why this program really works:
The most successful businesses in any industry solve a problem people have in a helpful, user-friendly, and convenient way. They offer more in value then they ask for in payment. They create an engaging customer experience. They exist to serve… not to sell.
So many organizations today have sales professionals that:
- Are too focused on doing what’s best for themselves and not for the customer
- Try to convince a prospect to buy by bragging about their features and benefits
- Use sleazy manipulation tactics or try to coerce their way to a sale
- Think solely about short term success instead of playing the long game
- Care more about their personal sales quota than the organization’s mission
During the 20+ years that Alan served as an elite basketball performance coach, he was selling. He was selling his training philosophy to his players and coaches, and he was selling his services as a small business owner. He learned very quickly that ‘telling is not selling’ That the key to connection, and having impact and influence, was to actively listen. He listened to his players, listened to his coaches, and listened to his clients.
He also learned that sales, like basketball, is a high-touch game. And a ‘touch’ is any interaction you have with a prospective customer. A research study by the National Sales Executive Association, found that in B2B, when a sale professional had 3-4 touches they closed at a 10% rate… and when they had 5-11 touches they closed at an 80% rate! Thus, while sales is measured by outcomes/results, it is dictated by the process.
Success Simplified: Alan’s Three Fundamentals of Sales Performance
Sell with stories. Alan will explain why 92% of decisions we make daily are driven by emotion (not logic). Emotions drive behavior, not facts. Captivating stories sway emotion and emotion dictates decision making. If you want someone to remember something, connect it to emotion. The most effective way to do that is through story. Your stories, and the incurred lesson, should be clear and concise.
Sell by listening. “Telling is not selling.” Instead, a successful salesperson asks questions. Want more sales? Ask more questions! Want better sales? Ask better questions! You should never have to convince a customer to buy from you. If you ask them the right questions, and they are a highly-qualified customer, they will convince themselves. Active listening is listening to connect, not listening to respond. It’s listening to learn, not listening to reply.
Sell with relationships. Alan will remind you that customers will always do business with those they know, like, and trust. Which means the key to being an elite sales professional is being an elite relationship builder. Elite sales pros know, “It’s not about me, it’s about you.” They are interested in transformational exchanges, not transactional ones. They do what is best for the customer (and the relationship), not the sale.
Alan teaches these fundamentals with the wisdom of a decorated coach that clearly understands how to increase impact and influence, how to make your message meaningful and memorable, and how to earn trust and respect… all of which will lead to more sales!
Influencing at Its Best
This keynote is always a hit with sales professional audiences because it gives them the fundamental tools required to improve their impact and influence, and to sell more effectively. Alan simplifies success by sharing practical examples with entertaining stories.