Tom Sant TOPICS: Communication Sales Training FEE CATEGORY:* 5.0k to 10.0k TRAVELS FROM: California Video Profile Program Outlines Testimonials/Client List Books & Videos Request This Speaker

Tom Sant: Program Outlines

Driving Waste Out of Sales Work faster? Work smarter? Everyone wants to be more efficient and more effective! And you know it's not simply a matter of buying a CRM system or some other software! Here are the real keys: the techniques sales people need to harness the combined power of increased efficiency and greater effectiveness. Your business will get the biggest possible ROI when your people do the right things in the right ways. The result: more wins-faster!

The Four Ideas that Revolutionized Selling Four core ideas revolutionized professional sales in the twentieth century. They remain just as relevant and effective today. In the past few years, many sales people have lost sight of the basics. It's time to go back to the fundamentals to keep winning in the future.

Winning by a NOSE The NOSE Principle is the structure of persuasion: Needs, Outcomes, Solutions, and Evidence. 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.

The Value Proposition Can your sales team articulate a clear, believable value proposition? Do they base it on differentiators that matter to the customer? 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 how to identify which differentiators best support your specific value propositions and how to use them in your sales process-from initial contact through final proposal.

What Language Do You Speak? To sell effectively we need to communicate clearly. But too often we speak languages our customers don't understand-languages like Geek, Weasel, Fluff, and Bogart. 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 your 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. Will they say "Yes" or will it be "No"? You can get more "Yeses" if you know how your customers decide. 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.

Tom will customize a message specifically for your meeting!

* Please note that while this speaker's specific fee falls within the range posted at the top of this page (for Continental U.S. based events), fees are subject to change without notice. Also note that most celebrity keynotes begin in the $25,000 and up range (most list "Contact for Fee Schedule"). For current fee information or international event fees, please contact your Speakers Platform representative.