Steve Martin
Featured Keynote Programs
Sales Warfare Strategies
How salespeople spend their time ultimately determines their success. In this presentation, strategies to penetrate complex organizations and dovetail with their internal politics are discussed. Salespeople learn how to influence key decision-makers and Tactics for building winning relationships at all levels of the organization along with real-world techniques to defeat competitors (and stop wasting precious time). This presentation is perfect for companies that must build long-term customer relationships.
Persuading the C-Level to Buy
Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to winover the CEO, COO, CFO, and CIO. The strategy should enable the salesperson to differentiate himself from the competition through value—Strategic value, Operational value, Political value, and Psychological value. In this presentation, we review the following:
The Grand Strategy to Winover an Organization
The Four Different Types of Departmental Buying Types
Penetrating the Organization at Various Levels of Responsibility
Navigating to the C-Level: Identifying the Bully with Juice
Battlefield Maneuvers and Tactics to Defeat Arch-enemies
Flanking Strategies When You’re Stuck at the Wrong Level
The Human Nature of the C-Level: A Personal and Psychological Profile
Selling the Four Values of Your Solution: Strategic, Operational, Political, and Psychological
Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character
Organizing the Presentation to the C-Level: How to Gain Credibility and Consensus
Connecting with The C-Level through Neurolinguistics (Right Words at the Right Time)
How to Become a Heavy Hitter Persuader
Without language you really wouldn’t exist. You wouldn’t be able to share your ideas, display your personality, and express yourself to the world. The words we speak truly define who we are. However, since we are talking all the time, we underestimate the complexity of communication and take the process for granted. The conversations we have with customers are quite complex. They consist of verbal and nonverbal messages that are sent consciously and subconsciously. Successful customer communications is the foundation of all successful companies, and in this presentation we explain how Heavy Hitters speak in the language of customers.
Ten Natural Laws of Sales
Natural laws govern our world. The power of gravity and laws of motion are universal and inescapable. Similarly, there are natural laws that determine how products and solutions are bought and sold. Heavy Hitters intuitively incorporate these laws into their account strategies and win bigger deals more predictably. In this presentation we review the ten fundamental laws of sales cycle management.
The Psychology of Selling
Why aren’t we selling more? Everyone's got an opinion. Some may say the economy, the marketplace or lack of functionality. Others will say it's the competition. Perhaps, it's actually the customers. For a moment, put yourself in the position of your customer who is going to meet with multiple vendors, listen to their presentations, read their marketing collateral, and take a look at their web site. Given that, how will you behave with each vendor? Most companies are well versed on the logical arguments for selecting their product and we typically equate persuasion solely with satisfying the analytical mind. However, even the most well-thought-out decision is ultimately determined by emotional and subconscious influences. This presentation reveals the true decision maker --human nature-- the people, personalities, and politics of companies.
Tales From The Field
Interview Session with Your Top Salespeople
“Tales from the Field” is similar to a roundtable talk show where top salespeople are interviewed about their major wins and losses. However, this session goes far beyond discussing sales strategies and tactics. The psychological and intuitive aspects of selling are translated into common themes and models the entire sales organization can understand and emulate. The sharing of this “collective intuition” stops salespeople from chasing bad deals, helps create a more predictable forecast, and gives each participant (from novice to expert) tactics they can use immediately.