How
the Best Get Better in Sales
Since
1977, Jack
Falvey has been presenting this keynote
address to the Fortune 100 at national meetings. Prior to each
engagement, he spends a day in the field calling on customers with a
meeting participant. They don't send him out with the deadwood, so he
has worked with some of the best sales professionals in the world.
This
presentation shares what professionals do that
makes them so successful. It challenges the audience to apply the same
strategy to their own markets and customers.
Content: How
professionals build selling skills is addressed using a
brief tennis analogy. The audience is asked to participate in a
three-minute clinic! The exercise illustrates the point that an overall
strategy can apply to all levels, and that skills are developed by
being a student of the game on a daily basis.
The time it takes to become a proficient professional is normally greatly underestimated. The task becomes one of making every sales call a "sales training" call.
- The best sales people don't always make the best sales presentations. But they always ask the best questions.
- The best sales people are students of their customers' business and often know more about a customer's situation in their area of expertise than the client themselves!
- The best sales people are students of the selling process and what works best for them with their customers in their marketplace.
- The best sales people are always subject experts. They never stop learning. Current customers provide the best source of application knowledge.
- Without a pre-call objective and a set of closing questions, sales people are merely well paid tourists. Sales professionals know where they are going and how to get there.
The
presentation includes a couple of
summary handouts and can be recorded with reproduction rights granted
to the client organization.
By means of a dialog with the audience (45 to 90 minutes, with 60-70 minutes being ideal), the running time is adjusted with full content being delivered at all lengths.
Fees: $12,000 plus first-class air transportation and hotel accommodations.
The advance field day is included on an "expenses only" basis.
By means of a dialog with the audience (45 to 90 minutes, with 60-70 minutes being ideal), the running time is adjusted with full content being delivered at all lengths.
Fees: $12,000 plus first-class air transportation and hotel accommodations.
The advance field day is included on an "expenses only" basis.
| Client Companies | |||
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Client Associations and Non-Profits |
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| Ad Club of New Hampshire Ad Club of Vermont American Cancer Society-Florida American Marketing Association-Boston American Red Cross - Massachusetts Bay American Society for Training and Development Automotive Wholesalers Association of N.E. B-Dry Owners Association The Border Area Mutual Fire Aid Association Carpet Manufacturers Association of the West Design Management Institute Greater Boston Convention & Visitors Bureau International Racquet Sports Association Marketing Mecca-Maine McIntosh College Muscular Dystrophy Association-Boston/Albany |
National Association of General Merchandise
Mfg. Reps National Investor Relations Institute-Boston National Society for Sales Training Executives Neponset Valley Health Systems New England Fastener Distributors Association New Hampshire Bankers Association New Hampshire Society of CPAs Northeast Human Resource Association Sales and Marketing Executives of Boston Sales and Marketing Executives of Chicago Sales and Marketing Executives of Minneapolis Sales and Marketing Executives of Rochester Sales Executives Club of New York Seacoast Communications Network Smaller Business Association of New England |
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