Even though the price objection is the most common objection salespeople hear, it is rarely, if ever, valid. There is a process anyone can use to sell around the low-priced competition. It is the science of selling.
LARGE AND SMALL BUSINESSES BENEFIT FROM VALUE-ADDED SELLING
“Yesterday I could not write a winning proposal. Today I feel like I could sell anything.”
“Chuck’s ideas have made me a rich man. We increased our average sale from $3,600 to $145,000 in nineteen months.”
“Chuck was a fantastic speaker. I enjoyed the content and look forward to implement this info into my daily activities.”
“Chuck was meticulous in his presentation for the program and demonstrated that as well. Very professionally and well delivered content.”
“Chuck was very informative and inspiring on topic that is not only valuable in business but in life itself. Never give up! The person that asks the questions controls the conversation. Every customer we have knows a customer we could have… ask for a Referral.”
“Tons of usable context… I really enjoyed and came away with so many ideas to implement.”
“Great speaker. Presented material well.”
“I really liked Chuck, he kept my interest the entire time. A lot of good information, I would recommend to anyone that it would be worth their time to listen to him.”
“Great presentation, covered a lot of ground regarding selling. Took away a lot of notes and things to look into.”
“Best speaker we have had in awhile. Great information.”
“Chuck was very engaging and entertaining. It kept the presentation fun and kept my interest up.”
“I loved the content and think it would be valuable to have him come to our national sales meeting.”
“I do not complete these surveys on a normal basis, but I felt compelled to do so. Chuck was terrific, and in my opinion he was the best we’ve had in my time as a Vistage member since Oct. 2013. Chuck was very generous in outlining his sales strategy. He taught it in an entertaining manner with terrific stories and good humor and energy.”
“In the history of recorded time, no customer has ever said, ‘Your price is too high,’ and meant it.” ~ Chuckism #6
Before selecting a speaker – or even a type of speaker – begin with outcome. Your first decision needs to be:
“What do we want the attendees to do as a result of this meeting?
Do you need for your speaker to deliver high content or high entertainment?
For instance, when I speak to an audience of CEOs or business owners, the presentation is primarily content-focused. When I deliver a motivational talk, the presentation is primarily entertainment-driven with key, salient points included. Almost everyone likes to be entertained; so every presentation includes humor, stories and “gotcha'” moments.
Do you want your attendees to
- Do something new?
- Do something differently?
- Stop doing something?
Decide what your optimum outcome would be for your time and resource investment in your meeting and then choose your speakers.
TRAINING & CONSULTING
Sales development is a process, not an event. Sales training is never complete. Customers change, competitors change, technologies change, demographics change – so how can we continue to sell the same old way and still succeed?
“If I always do what I’ve always done, I’ll have less than I’ve ever had before.”
Sales development begins at the top with the way your sales team is organized, compensated and motivated. Chuck can help you fine-tune or even redefine your sales model. Then, he will develop a sales training program that meets your objectives and your budget.
Chuck works with CEOs, CSOs, Sales Leaders, salespeople and customer service employees. He offers Blended Learning for your training which includes:
- Classroom: Half-day to multiple days and multiple events. Can include your proprietary Sales Handbook, lecture, case studies, role play and other exercises.
- e-Learning: Chuck has been pioneering e-learning since 2004 and has just launched the brand new version which utilizes the latest in e-learning technology, psychology and delivery and includes performance reporting to your sales leader.
- Webinars: Audio and video webinars will help keep your people on track and address new issues.
- Audio: Your salespeople can benefit from using the audio tracks in their cars and while they work to reinforce their training.
The science of online learning, web-based learning – both known as “e-Learning” is growing and evolving. Different demographics prefer to learn differently. Some companies rely almost solely on e-learning now because of the many benefits it offers, which include:
- Learn any time from any where
- Training can be made available immediately
- Training can include quizzing
- Reporting options are available to managers to track how salespeople are utilizing the training
Some organizations find it beneficial to build e-learning training for their customers.
Combining e-learning with classroom, webinars and other types of learning increases retention and application.
Chuck has been a pioneer in professional e-learning for many years and continuously updates his content and the delivery technology.
VALUE ADDED SELLING – Five levels, forty hours of content
MOTIVATION FOR SEASONED SALES PROFESSIONALS – Based on Chuck’s Vietnam and corporate experiences
CUSTOMER SERVICING – Making customer service a profit center
CHANGE – There has been more change in the profession of sales in the past few months than in the past twenty years
LEADERSHIP – Primarily sales strategies, tactics, compensation
Presentations are designed to meet your desired outcomes: for the Organization, for the Attendees and for the Meeting Planner.
Are you a Sales Professional? Sales Leader? Meeting Planner?