Tom Sant

Tom Sant: Program Outlines

The Four Ideas that Revolutionized Selling
Four core ideas revolutionized professional sales early in the twentieth century. They remain just as relevant and effective today. It's time to go back to the fundamentals so we can keep winning in the future.

Winning by a NOSE
This presentation covers the seven questions you must answer to develop a client-centered sales message every time, then shows you how to structure that message to win more business. (Hint: starting out with your company history isn't part of the winning formula.)

The Value Proposition: Show Me the Money!
People don't buy products, they buy impact. They want to know what makes you different and whether those differentiators add any value. This presentation shows the difference between a true value proposition, one that motivates the customer to buy, and a generic marketing claim. And it shows you how to use the differentiators that support your specific value propositions the best all the way from initial contact through final proposal.

What Language Do You Speak?
Get rid of the Fluff, Guff, Geek and Weasel. Those languages don't work! To sell effectively we need to communicate clearly. In this hilarious overview of the best and worst in sales messaging--both written and spoken--Tom provides you with tips for improving your win ratio by improving the way you communicate.

The Seven Deadly Sins of the Sales Proposal
Here are the worst mistakes sales people make in their sales proposals. More importantly, here's how to avoid them and what to do instead. Filled with hilarious examples of mistakes that everyone recognizes, this presentation also focuses on what really matters in delivering a persuasive message--regardless of the format.

Selling the Decision Point: Why the Inuit Hunt Whales
The moment of truth in sales occurs when the customer makes a decision. Recent research into the decision making process has revealed seven specific decision heuristics that everyone uses. Understanding these processes and how to influence them will increase your win ratio and shorten your sales cycle.