Selling has never been more challenging. Today's information clutter, digital capabilities and challenging business environment have extended the sales cycles and sales have slowed for many companies. The result is reduced sales, price discounting, margin erosion, and lowered revenue. Unfortunately, the cost of sales escalates because of the need to defend against competition and compete for scarce capital resources and operational budgets.

It is imperative for organizations to find ways to streamline the sales process, shorten sales cycles and increase close rates. With Re$ult$ Selling you'll learn innovative techniques which combine high touch relationship building, digital communication, and a consulting selling approach. Re$ult$ Selling shows how to define and communicate compelling results providing the value necessary to motivate positive action on your sales offer. It will show how you can overcome the real competitors for corporate and personal resources, beyond your traditional competition.

• Entrepreneurs and Business Owners
• Marketing Executives
• Sales Executives
• Sales Managers
• Salespeople

This program provides those who want to boost sales and increase margins in a tough economy, a better understanding of prospects' real needs. It shows how to create a customized, unique, value proposition, "UVP" that communicates the return prospects require to make a positive buying decision. It also enables the salesperson to compete against all competitors, even hidden ones, within the organization.

The combination of traditional consultive selling, innovative digital techniques, high sales activity levels, and strong sales skills produce results even in the most difficult markets. Even if fewer sales are being made in the marketplace, the Re$ult$ Selling professional will achieve a greater share of the buying decisions for capital purchases or on-going partner relationships.

This program provides innovative techniques and ways to succeed in today's highly competitive, cost sensitive environments where significant sales resistance must be overcome. Specific principles and practices that can be applied to any sales assignment, sales team, or even to the entire organization, will be provided.

This program is adapted to the specific industry, marketplace, and needs of the company so the participant gets "real world" strategies that can be easily adapted to his or her situation and used the day they return.

• Learn how to identify and overcome barriers to closing sales in tough times
• Discover ways to shorten your sales cycle
• Identify the hidden competitors that can derail your sale
• Learn innovative ways to sell in today's tough times and competitive markets
• Translate your product or service into concrete, tangible results that provide real value
• Discover ways to communicate the value of doing business with you and your company to motivate the prospect to buy now
• Learn strategies for building a relationship of mutual value with prospects that create a wealth of long-term customers
  

• Call on the "C" level officers for approvals at the highest level
• Learn what motivates prospects at Executive, Middle Management, and Supervisory levels
• Discover who your real competitors are
• Determine what customers really want from a purchase decision
• Identify both the "apparent" and the "true" decision maker
• Uncover the return required to motivate a decision maker
• Learn probing skills that can open up difficult prospects
• Recognize hidden competition for the organization's funds and resources
• Know the decision-making criteria, structure, and process necessary to close accounts
• Why seemingly qualified prospects procrastinate or fail to make decisions
• Ways to overcome "stalls" that stretch the sales cycle
• Create selling partners and advocates in accounts
• Build a broad base of support needed due to frequent organizational changes
• Learn ways to get your project, or product, higher on the "Priority List" of scarce funds
• Uncover the "real" reason prospects aren't buying
• Define the sales activity levels necessary for sustaining success
• Create compelling logic in the prospect's mind to motivate a close
• Avoid the "give me a proposal" or "RFP Trap" / How to prepare and present if you must
• Construct an internal account selling team in the prospect's organization
• How to avoid internal competition, within the account, that can sabotage your sale
  

This program uses entertaining stories, real world examples from Wayne's experience as a marketing consultant for Xerox in the 1970s, case studies with clients, audience involvement, current industry research, and high impact PowerPoint graphics. In a keynote program the style is very descriptive, motivational, and compelling. In longer formats, such as the full day workshop, the style is more participatory with the focus on helping the participant discover specific insights into his or her situation and develop techniques and skills to significantly improve bottom-line sales results.

• Any industry group experiencing strong competition and sales resistance
• Associations that want to provide the opportunity for members to learn new skills, develop techniques to improve their sales, and strengthen the stability of their organization
• A company that wants to increase margins, energize sales, boost revenue, and improve bottom-line profits
• Any individual who wants to increase his or her sales success