Anatomy of a Lousy Pitch
The 10 Worst Presentation Habits and How to Avoid Them
Whether you are speaking to an audience of one or one thousand, it’s crucial that you engage your listeners. As the presentation coach for some of today’s fastest growing companies, I know exactly what it takes to deliver messages that get results. Throughout my career, I’ve observed lots of presentations... literally thousands of them. I’ve been moved to tears, lulled to sleep and everything in between. This program analyzes the 10 worst (and most common) presentation habits and gives you specific ideas on how you can conquer them.Anatomy of a Lousy Pitch helps business professionals learn how to:
- Avoid the #1 mistake most presenters still make
- Grab your listener’s attention in the first two minutes
- Organize your ideas in a clear, concise and compelling approach
- Avoid the fatal trap most presenters fall into on “the big day”
- Eliminate death by PowerPoint
- Leverage the two most important (and overlooked) elements of successful presentations
- Ask the critical question that will win your audience’s approval
Anatomy of a Lousy Pitch
At the Sound of the Beep
Creating Voice Mail Messages that get RESULTS!
Leaving a voicemail message is one of the most common tasks that salespeople perform, yet very few are successful at getting their calls returned. As a business owner, I have sales reps calling me all the time. But since I’m often working with clients, I listen to voicemail more than actually speaking with someone live. It amazes me that a lot of sales people simply don’t know how to craft a message. What does it take to create compelling voicemails? How can you differentiate yourself and get results? This program gives you the specific tools and ideas you need to take your messaging skills to the next level.At the Sound of the Beep helps sales professionals learn how to:
- Develop stronger value propositions that stir interest
- Deliver a message that compels people to respond
- Craft the perfect words in six simple steps
- Avoid today’s top ten biggest voice mail blunders
- Measure the effectiveness of your voicemail campaigns
- Demonstrate persistence without becoming a pest
At the Sound of the Beep
Coffee is for Closers
The Five Closing Blunders You Simply Can't Afford to Make!
Is anything more important to the sales process than the close? It’s the one skill sales executives feel their reps need to work on the most.Commonly taught techniques like the “assumptive close,” the “1-2-3 close” or even the “puppy dog close” may sound promising, but they’re actually nothing more than manipulations. And in today’s economy, they’re simply not effective when a prospect can see it coming from miles away. If you’re like me, you automatically raise your guard when you feel liked you’re being “closed.”
Coffee is for Closers helps sales professionals learn how to:
- Start getting better decisions from prospects today
- Make closing comfortable for you (and for your customer!)
- Ask the “right” questions before gaining final agreement
- Focus on mindset over technique when asking for commitments
- Expose all of the buyer’s resistance early in the selling process
- Respond to common objections in an uncommon way
- Create a consistent and comfortable call to action
Coffee is for Closers
Crunch Time!
How to Get More Done Without Driving Yourself Crazy
For more than 20 years, I’ve watched business professionals buy calendars, and planners, and white boards and now smart phones...all in attempt to get more done. You start sacrificing personal priorities for the job and before you know it you’re buried with multiple projects screaming for more time and attention. At the end of the day you go home exhausted but feeling empty because it seems like you didn’t get much done.Sound familiar?
Crunch Time helps busy business professionals learn how to:
- Forget about “time management” — it’s nothing but a big fat lie!
- Keep the main thing the main thing
- Create better work/life balance
- Break your addiction to email and voicemail
- Eliminate your “to do” lists and start getting more done
- Answer six key questions to determine what’s most important to you
- Develop an action plan for driving your new behaviors forward
Crunch Time!
Stop Pitching, Start Solving
Helping Customers Discover What They Really Want
You probably have a number of questions that you like to ask customers during a sales call. Maybe you recognize a few of these: “What are your goals?” “Do you have a budget?” “Who is involved in the decision making process?” “What keeps you up at night?” While these questions may seem interesting to you, your customer probably finds them to be mind numbing. They don’t stimulate new thinking and ultimately you sound like every other rep that has walked through the door. Typically these conversations end with the prospect saying “Why don’t you leave some brochures for me to review and I’ll get back to you?” This program teaches professional sales representative how to craft questions that ignite emotions, discover motivations and get customers to act.Stop Pitching, Start Solving helps sales professionals learn how to:
- Recognize and control the urge to pitch prematurely
- Ask thought provoking (not mind numbing!) questions
- Use open questions to close more business
- Ask the “hard” questions in an “easy” way
- Develop your own library of over 50 high impact questions
- Why most reps have a “hopeium” habit and how to avoid it
- Kick your “hopeium” habit and make it easier for prospects to tell you the truth
Stop Pitching, Start Solving
Tough Tactics for Tough Times
Five Principles for Winning More Business in Today’s Economy
Tough times call for better insights, stronger value propositions and a more creative approach for staying engaged. It’s not enough to just make more calls or do more demos. You have to be better than you’ve ever been before, or you’ll risk missing the diminishing number of critical opportunities that still exist.Companies still have to buy goods and services no matter what the economy is doing. They may buy differently, they may buy less, but they still have to buy. If you can’t convince prospects that what you’re offering is a solid investment with meaningful return, then maybe the problem lies closer to home.
Tough Tactics for Tough Times helps sales professionals learn how to:
- Avoid the top five mistakes committed by sales professionals today
- Increase your win ratio by leveraging a simple (and often overlooked) idea
- Ask the insightful questions that no one else is asking
- Pursue new business in unique and creative ways
- Approach prospects who aren’t actively looking but are willing to buy
- Accelerate the buying cycle with a simple go for “no” attitude
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Tough Tactics for Tough Times
When Prospects Go Silent
Creating Follow Up Campaigns that Work!
Many sales professionals have never been taught how to conduct an effective follow up campaign. They either push too hard and quickly become a pest, or they wait patiently thinking “interested” prospects will respond to their requests. To be successful in selling today, you have to master the art of follow up. Knowing how (and when) to stay in touch with suspects, prospects and customers sets you apart and pays dividends over your entire career. In today’s busy world, if you’re out of sight, you’re probably out of mind!When Prospects Go Silent helps sales professionals learn how to:
- Win the battle for mind share with ten sure fire ways to stay in touch
- Develop campaigns that demonstrate persistence without becoming a pest
- Re-engage those prospects who have started to ignore you
- Jumpstart your own campaigns by leveraging Tim’s templates and scripts
- Make it easier for the prospect to tell you “no” early in the sales cycle
- Say “goodbye” in a professional way that brings them running back!
When Prospects Go Silent
You Had Me At Hello
Ten Tips for Making Every Contact Count
Many sales people today have never been taught how to properly prepare for a sales call. They simply recycle the same sales conversation over and over hoping to find someone waiting to buy. Anyone can make lots of calls, and it takes almost no skill to convert a huge number of contacts into a sparse number of opportunities. But if you want to significantly increase your production, you’ll need to do a better job of making every conversation count. Proper preparation builds your confidence, saves time, impresses the customer and leads to better opportunities. It spells success!You Had Me at Hello helps sales professionals learn how to:
- Create meeting agendas that your customers will love
- Focus on building your reputation before earning their revenue
- Establish credibility before the first contact
- Worry less about being interesting and focus more on being interested
- Prepare for the “buts”
- Create buy-in and gain agreement around next steps
