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Mastering The Marketplace Is loyalty dead or has it been murdered? Have customers stopped caring or is there little for them to care about? How can your business continue to thrive in this increasingly confused marketplace? Every corporation is asking these questions. This powerful, interactive corporate keynote gives you the answers! In this session your audience will take away:
In no time Curt will have everyone laughing, learning and passionately writing new ideas for mastering their share of the marketplace. Other Program Titles Used Attracting The Profitable Customer Capturing Customer The Best Business Presentation You Ever Slept
Through How is it that people buy $4 coffees, $50,000 cars and half million-dollar homes and yet we still think people buy based on price? Price is often the excuse we give, but rarely the real reason why. We need to look harder at what our customers are really buying! This corporate Keynote is fun, engaging and will hit home with a wide-ranging audience. Throughout the program Curt will demonstrate how the right brain has a lot to do with how people decide who or what is right for them. Be prepared to find more business, uncover more opportunities, be more creative, and have more fun! The fact that someone in the audience may jump up and quack like a duck… Well, that’s just PURE COINCIDENCE! In this session your audience will take away:
Sales Training This is a program about listening and learning. Most successful sellers, consultants and / or influencers believe the key to their success is the ability to communicate effectively with clients, and to develop and grow strong relationships with them. Very few of us are born with these skills and therefore, in order to be successful, we must learn and practice them. This program is perfect for anyone selling large complex products and services. In our Consultative Client Relationship Skills Workshop, we specifically focus on the processes, skills and tools necessary to improve your ability to effectively communicate and build relationships with your clients. We do this through a combination of interactive lecture and 'doing-it' clinics and role-plays. The Consultative Client Relationship Skills Workshop typically consists of the following modules: Consultative Relationships The key to consultative selling is the ability to learn and deeply understanding the clients 'story' (issues, problems, future, wants, concerns, fears), in other words their NEEDS, before telling your 'story'. The better you are able to see the world through the eyes of your client, the better positioned you will be to help your client with their many needs. Clients appreciate consultative selling. It helps differentiate you. You learn more non-obvious client needs. You get to provide more added value to the client. It is more fun and fulfilling and you are more successful. To do this requires an in-depth understanding of the challenges, issues, changes and priorities in your clients industry, their enterprise, their department / workgroup, and their personal life. In other words, what their 'real-to-do-list' looks like. In this module, you will acquire an understanding for 'Total Needs', 'The 3 Kinds of Needs', and participate in a clinic focusing on the clients' 'Personal Crank' and 'Real-To-Do List'. Client Call Structure and Planning We live in a very structured society and as a result, most of us are very comfortable with structure. There are many benefits to structure in our lives and yet, in one important aspect of our business lives - meeting with people, very few of us use any formal structure for these meetings. In this workshop, we talk about the benefits to both you and the client of having structure in your meetings. You will also help to develop a structure for meetings that is truly consultative. While this structure is critical for all client meetings, it can also be used to structure presentations, proposals and even entire sales initiatives. In this workshop, you will also develop a structured Meeting Plan, a tool that will force you to be consultative in all your client meetings (both face-to-face, and by telephone). The Meeting Plan is the foundation of the Consultative Client Relationship Skills Workshop, and the most critical tool you will learn to use in the three-day program. The Meeting Plan will also be used as the basis for the three main role-plays you will participate in during the workshop. Diagnosing Client Needs One of the most important skills to master is the ability to identify, understand and document client needs or requirements. The success of most sales and consulting engagements, is heavily influenced by your ability to properly diagnose client needs. This workshop is designed to help you understand, develop, and practice asking 'Open-Mind', and 'Open-Fact', questions in order to better understand your clients challenges, problems, issues, concerns, priorities, etc. This workshop also focuses on the listening and note-taking skills required to help you assimilate what the client is saying once you've asked a 'good' question. These skills help to minimize the dangerous, but common, tendencies of selective listening and wishful thinking. Finally, you will learn and practice a tool to help you clarify the meaning, reason, and significance of what the client has said, to better understand what the client's real need is. Qualifying Opportunities Your time is a valuable asset, and you can't afford to waste your time chasing opportunities you cannot or will not win. Qualifying is a skill that enables you to determine, as early as possible in the sales cycle, whether there is a reasonable chance the client will proceed with the opportunity, and whether you will win! In this workshop, you will learn the self-discipline to counter natural wishful thinking (putting a positive 'spin' on what the client says) and / or selective listening (hearing only what you want to hear) when considering opportunities. You will also learn to how to ask the right questions early in the sales cycle to help you to determine whether or not to proceed with an opportunity. You will do this through the use and practice of the 'ADD UP' tool for qualifying opportunities. The benefits of using this tool are savings in your time, energy and resources, as well as identifying the opportunities you should win. Presenting the Benefits of Your Solution Once you've qualified an opportunity and clearly understand the clients needs and requirements, it's critical that you're able to demonstrate the benefits of your solution to the client. Your benefits must 'inspire the client with desire' before they will consider your solution or service. In this workshop, you will learn how to present the benefits of your solution or service such that the client knows which of their needs you are addressing. The client also understands the feature and the advantage of your solution or service, sees the benefit of it in terms of 'what it means to me' (the client), and agrees with the benefits. In this workshop you will also learn how to leverage the benefits of your solution. Most of our solutions have intangible benefits associated with them - that is, benefits that you can't measure and present to the client. The key to leverage is the ability to convert these intangible benefits to hard numbers and dollars that will have a greater impact on your client. Handling Objections Whether you're trying to obtain a commitment from a client for a next meeting, to conduct a survey, submit a proposal, or get approval to start a project, you will probably encounter objections of some form or another. When you get an objection, do you sometimes: become nervous? defensive? address the symptom instead of the problem? answer the wrong objection? And does the client like the process by which you attempt to handle their objection? Interestingly, clients respond more positively and tend to remember over a longer term, the process by which you handled the objection, as opposed to your actual answer to an objection. In this workshop, you will learn and practice a process for handling objections through the use of the 'CAT ACT' tool. This tool will help you uncover the real issue or objection, help you get a good answer to it, confirm resolution of it, and sometimes convert the objection into a benefit - with the client actually enjoying the process! Getting Commitment and Closing Whether it be agreeing to meet with you, accepting a proposal from you, or agreeing to move ahead with a large project, getting client commitment is a skill that's critical to your success. There's a fine line between being 'consultative' in getting clients to commit versus being viewed as being pushy or too 'salesy'. In this workshop, you will learn how to identify the right time to 'trial commit' the client in a consultative, professional and simple manner. You will also learn a process to help you overcome the three most common client 'reasons' to delay making a commitment. The advantage of this approach is that clients actually like it, it saves both you and the client time, it increases your confidence, and it can help to eliminate the risk of the environment within the opportunity changing against you. The benefit of this three-day workshop and the proven methodologies, skills and tools that you will learn and practice, is increased confidence, success, and fun in all your meetings with clients. This program is licensed from Effectivation Inc. Career Mastering The Make It
Happen Mindset At the age of 15 Curt decided his home life was destroying him so he ran away and never looked back. At the age of 30, Microsoft wondered whether they should hire him. Ultimately they did and he won worldwide recognition as one of their best. At the age of 37, a senior recruiter said he may not be qualified to be President of a National company. In the end he was hired and went on to win four worldwide awards for them. In this program Curt shares his “Make it Happen Mindset.” This is a program about purpose, conviction and knowing what it is that you want in your life. Undoubtedly Curt’s claim to fame is the 7 years he spent at Microsoft Canada. In seven years he grew his business unit from $800K to over $37M. He is the worldwide founder of Skills 2000, a program that helped tens of thousands of students worldwide find career opportunities in Information Technology (IT). In 1997 Microsoft recognized him as their best Training and Certification Manager in the world. About This Program Curt delivers his message with humour, passion, audience interaction and a real commitment to effecting lifelong change. Throughout his talk, Curt offers a number of insights for your audience to consider. He will challenge the group with questions and get them thinking about their next best step. In this session your audience will take away:
Every attendee will leave with a renewed spirit and belief that the world is a place full of possibilities! |