Keynote Speeches

Powerful, informative and motivating keynote topics include:

"I’ve been in sales for 10 years! Now what?"

There is no better time than now for salespeople!

In a any economy, people are looking for an edge, a big edge. The only survivors will be the ones who find a NEW solution to how they do business. Those who live the definition of insanity-"doing the same thing over and over again and expecting different results"- will parish. Employers can only fire so many employees before they are the ones who need firing.

What this means to us salespeople is that if we can truly find a SOLUTION for our customers- to IMPACT BOTTOM LINES, our sales will skyrocket.

In "I’ve been in sales for 10 years! Now what?" Todd answers the following:

  • Why the selling profession has never been stronger....
  • Why selling has never been more in danger...
  • What this means to the consumer...
  • What this means to the salesperson...
  • What is great selling?
  • The 10-step selling process to skyrocket your sales...

Handouts: "I’ve been in sales for 10 years! Now what?" A (NEW) Playbook for Skyrocketing Your Commissions book.

Bad Economy? Sell Your Way Out of it!

Selling: Influencing others to achieve a desired result that is mutually beneficial to both parties involved

"The pessimist finds the difficulty in the opportunity. The optimist finds the opportunity in the difficulty."- Winston Churchill

Revenues are down. Unemployment is up. The stock market is it in chaos. And the nation just finished a war.

There is no better time than now for salespeople!

In a bad economy, as we have now, people are looking for an edge, a big edge. The only survivors will be the ones who find a NEW solution to how they do business. Those who live the definition of insanity-"doing the same thing over and over again and expecting different results"- will parish. Employers can only fire so many employees before they are the ones who need firing.

What this means to us salespeople is that if we can truly find a SOLUTION for our customers- to IMPACT BOTTOM LINES, our sales will skyrocket.

In "Bad Economy? Sell Your Way Out of It!" Todd answers the following:

Why the selling profession has never been stronger....
Why selling has never been more in danger...
What this means to the consumer...
What this means to the salesperson...
What is great selling?
The 10-step selling process to skyrocket your sales...

Handouts: "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions book

Why Won't They Call Me Back?

Initial Benefit Statement: An explanation of what you are offering, what it means, and why anyone should care- in the exact opposite order 

People can't be interested in what they don't know exists.

"If they would just call me back, then I know I could sell them..."

"If I could just get in front of them..."

"If they would just listen to what I have to say..."

"I don't understand it. Why won't they call me back?"...

In the world of sales, few obstacles are more critical yet more difficult than finding opportunities.

But until we have an audience to hear our message, these "opportunities" are not opportunities at all. They are nothing more than names and numbers.

In "Why Won't They Call Me Back?" Todd outlines the step-by-step of process of developing an initial benefit statement to ensure prospects call you back. He answers the following questions:

  • How do you create a sound "Initial Benefit Statement" that answers, the "No kidding?" test?
  • How do you maximize features, advantages and benefits?
  • Why do you need to know your "ideal client" (and it's NOT EVERYONE)?
  • How do you maximize referral opportunities?
  • How do ensure your message is listened to in its entirety?
  • How do you empower "gatekeepers"?

Handouts: "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions book

No More Cancellations!

Appointment:  People only meet with confident, professional consultants  at an anointed date and time who are determined to help them solve a potential problem. No one meets with a salesperson.

It's not how many appointments you scheduled today. It's how many appointments did you RUN?

"What do you mean they're not here now to meet with me? I drove 1 hour to get here. We had an appointment scheduled..."

"You're canceling the appointment, at this short notice? Why?..."

"Sorry, Boss, I just got a voice mail. The prospect had to cancel the appointment. I know our vice president of sales flew in for the meeting, but what can we do?..."

Why do prospects cancel appointments? Yes, emergencies come up, but if that were the case, then all those canceled appointments would be rescheduled on the spot. Cancelled appointments signal that prospects do not value a salesperson's time. They don't value their information, nor do they value them as business people. But why?

It begins in large part with whether salespeople value their own time. How many times have you thanked a prospect for meeting with you? Did you ever think they should be thanking you? To succeed in sales, we must recognize that we are helping customers as much as they are helping us by offering them our services.

Don't treat prospects rudely, but putting a premium on our own time - and relaying to our prospects that we have that premium- is fundamental to helping others. Because the more value we put on our own time, the more value we put on our prospects' time. And the more value we put on our prospects' time, the more serious they are of making that commitment-- the more serious they are of keeping the appointment.

So how do we prove to our prospects how serious we are about what we do?

Prior to each meeting, make prospects your P.A.L.

In "No More Cancellations!"  Todd outlines a step-by-step process on the art of "confirming all appointments" with the prospect actually being the one to confirm them. He answers the following:

  • What is a P.A.L.? (Purpose, Agenda and Limit)
  • When do you send the PAL?
  • How do you send the PAL?
  • What do you include in the PAL?
  • What are the different types of PALs? (first appointment, closing appointment, phone appointment, networking appointment)
  • Why are the "subject" and "blind cc" lines critical elements?

Handouts: "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions book

FREE e-mailed templates of PALS

"I just got a job in sales! Now what?"

There is no better time than now for salespeople!

In a bad economy, as we have now, people are looking for an edge, a big edge. The only survivors will be the ones who find a NEW solution to how they do business. Those who live the definition of insanity-"doing the same thing over and over again and expecting different results"- will parish. Employers can only fire so many employees before they are the ones who need firing.

What this means to us salespeople is that if we can truly find a SOLUTION for our customers- to IMPACT BOTTOM LINES, our sales will skyrocket.

In "I just got a job in sales! Now what?" Todd answers the following:

  • Why the selling profession has never been stronger....
  • Why selling has never been more in danger...
  • What this means to the consumer...
  • What this means to the salesperson...
  • What is great selling?
  • The 10-step selling process to skyrocket your sales...

Handouts: "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions book

The Keys to Questioning

"Customers do not care how much you know until they know how much you care. Sell how you want to buy." -- Todd B. Natenberg

In the world of sales, no step is more critical in the process than that of probing. It's the difference between being just another salesperson out to make a quick buck and being a professional consultant who is truly looking to provide a solution. But probing is about so much more than just asking questions to develop rapport to then make an effective presentation.  The key to probing is having a process within a process.

In "Slay the salesperson. Convert to a Consultant," Todd Natenberg, President, TBN Sales Solutions, and author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions outlines a step-by-step program of probing. Participants will learn:

  1. The Top 5 Questions to Ask on A Sales Appointment
  2. How do we develop equal business stature?
  3. How do you avoid meeting with the "wrong person"
  4. What is listening versus hearing?
  5. How do we "cut and gush?"

Todd also will offer individuals a FREE sales and marketing analysis of their business afterward.