Bob Beck

Bob Beck: Program Outlines

The Success in a Tough Market™ workshop is a 1-day boot camp that will give you the training you need to develop the strategies and tactics to thrive in this market. Did you know more people became millionaires during the “Great Depression” vs. any other time period in our country’s history? Do you also know there are people doing very well in this tough market, right now? You should be succeeding, having fun, achieving all of your goals, and living the lifestyle you have always envisioned.

Unlike so many other workshops that just offer motivation or theory, the Success in a Tough Market™ workshop offers a practical approach with tactics you will be able to apply immediately. YES, this 1-day workshop can and has changed people’s lives. In the past, this workshop has been offered in 7 countries and only to large corporations. Now, for the first time, it is available to YOU! The Success in a Tough Market™ workshop is broken into five different parts, each utilizing facts, principles, techniques, and exercises that address the most important areas that you need to excel in to succeed in this tough market.

Changing in a Tough Market
The world we live in has changed. All markets have changed too. It only makes sense that we explore what in your approach and thinking about how business is done should be changed to make an impact. We will inspire confidence by pointing out the changes you will need to make and then how to apply these changes to every business situation you encounter.

• We discuss changes in how business is done today.
• Discover changes in your sales approach or what you need to change.
• We learn why “Good” is the evil to “Great.”
• We talk about “Out of the box thinking,” what it is means and how it applies to you.
• Are you falling right into the classic definition of insanity?
• What is a “Change mentality?”
• What are Fortune Magazine and other periodicals telling us about the importance of change?
• Do you know the classic rules of engagement for selling and how they need to change?
• We discuss how you can commit to change.

Selling in a Tough Market
Too many times sales people allow themselves to be put in a subservient position with decision makers. They tend to “Sell scared” in a tough market. The buyer dictates every aspect of the sales cycle and then tells the sales person at the end if they won or lost! You will learn Bob Beck’s successful Quid Pro Quo sales approach and how to establish relationships on mutual respect. There are many case studies and exercises to understand how to be professionally assertive and to take back control of your sales pursuits. Selling is about relationships. Good relationships have a “Two way street” aspect to them. Many sales professionals do not know how to create this type of relationship with prospects during a competitive sales cycle. There is no reason to sell scared, even in a tight market, if you understand the Quid Pro Quo sales approach. Here we relate the details behind the Quid Pro Quo sales approach.

• We teach you prospect control techniques.
• We learn the 4 measurable phases of Quid Pro Quo Selling.
• Real life examples and exercises of the application of QPQ.
• “You make the call” case study that reinforces the QPQ approach.
• Learn how to develop relationships based on mutual respect with buyers.
• Learn how to get buyers to sell you!
• Learn how to effectively handle objections.
• You learn how to get better access, information, and partnerships with prospects.
• Learn the 6 most powerful buying motives and how to leverage them for success.

Gaining Mutual Respect with Prospects and Clients
Unfortunately, too many sales professionals set themselves up for a subservient relationship with buyers. They base their fundamental sales approach around the notion that people buy from people they like. They buy much more from people they respect and perceive as equals! The question is how can we gain this status and develop relationships with prospects and clients based on Mutual Respect? This compelling 60-90 minute speech will answer this question and change the behavior of how you interact with prospects and clients.

Success in the 5th Quarter
This is an inspiring and thought provoking look at what it takes to enjoy success on a consistent basis. It will challenge you to get out of your comfort zone and extend your reach to try new things. This 60-90- minute talk describes how football lays the foundation for success for all whoever played the game, parents of young players, and the fans.

Successful Business Planning
Most have a goal in mind of what they would like to achieve. The issue is, how do we get there? Many sales professionals have territory plan, account plans, etc. Few people take the time nor understand how to build a plan at the level required to achieve their objectives. In this 60-90 minute talk Beck explores the benefits and suggests how you can develop a repeatable and measurable plan that will provide the results you need and want.