Paul Cherry’s Available Presentations
Questions That Sell
“Questions That Sell” equips selling pros with an arsenal of engaging sales questions that help uncover your customer’s or prospect’s true motives and intentions.
By discovering what your customers truly need you will learn to become a trusted advisor and problem solver — not just another “order taker.”
Program Highlights:
- Sales questions that penetrate hard to reach prospects.
- Ask the right sales questions to position yourself as a trusted business advisor.
- Questions that get prospects to return your calls.
- Emotional sales questions that target your customers’ hot buttons – the key to keeping existing customers and getting new ones.
- Value‑added questions that eliminate competitive threats.
- Power sales questions to engage top‑level decision‑makers.
- Helping customers discover their unmet needs.
- Asking the right sales questions to create your future.
- And much, much more.
Maximizing Distributor Sales Relationships
Managing distributor sales reps or third-party sales agents requires special “care and feeding” to help them succeed. Distributor Sales Training workshops and seminars teach cost-effective strategies to help your sales representatives achieve the confidence, skills and motivation to excel. These are the drivers for outstanding performance.
Program Highlights:
- How to profile the most qualified distributors.
- Getting your distributors to maximize their selling time with your products and services.
- Motivate your distributors to see you as a partner to growing their business.
- Building positive accountability as a motivator.
- Negotiate the sales agreement so all parties are satisfied.
- Helping the distributor to think bigger picture verses just taking orders.
- Communicating roles, expectations & responsibilities.
- Getting distributors to embrace change.
Powerful Tactics to Manage Your Time & Territory
What truly separates outstanding salespeople from average performers? They focus on the quality of their efforts, instead of working countless hours, doing busy activities, and getting mediocre results. Learn proven strategies to pre-plan your sales calls, develop a laser focus to dig deep, high and wide in your sales territory. You’ll also learn how to gain access to key decision makers, qualify who is serious about doing business with you, and how to proactively manage your accounts and customers’ expectations.
Program Highlights:
- What works and what doesn’t when it comes to managing your time and territory.
- Keeping your pipeline full of opportunities.
- Three tactics to get your days booked with appointments.
- How to cross-sell and up-sell to win new business in established accounts.
- How to better manage your customers from managing you.
- How to shorten your sales cycle so you can close more business with less effort.
- Learn how to minimize service calls, and putting out fires that can eat up valuable selling time.
- How to stay motivated, upbeat and focused when you encounter these five time robbers
High Impact Leadership: How to Inspire Your Team to Action by Asking the Right Questions
Want to know what motivates your people? It’s as simple as asking. But what are the right questions to ask so you’ll get real feedback? And how to do so without prying or putting your people on the defensive? Research shows that 80% of the time people are NOT telling us what is on their minds. Perhaps some tell us what we want to hear and not necessarily what we need to know. The result? Information gets distorted. Communication channels are blocked. Productivity falters.
Program Highlights:
- Uncover what makes your people tick.
- Confront the tough stuff before it festers.
- Inspire your team to be pro-active in a reactive/cautious economy.
- Foster an environment that embraces accountability.
- Develop more top performers.
Five Assumptions That Can Destroy the Sale
It’s getting tougher to generate sales in a tumultuous economy. And if you’re like most folks, you’re witnessing sales as either down or flat from last year. Should we blame the economy? With all that’s happening around us is it true what we’re hearing?
No one has money to spend?
The competition is more aggressive with discounting to steal market share?
Better beef up your service to retain your customers?
The only way to survive is to hang in there out until things turnaround?
Customers are less loyal today and will dump you as soon as a better deal comes along?
More stuff is commoditized than ever before, therefore, price rules?
Guess what? These may not be your challenges! Could it be your assumptions are blocking your efforts to win the business you deserve?
According to research 85% of our sales success is based on our skills and attitudes and only 15% is based on our knowledge. We’re not saying knowledge is not important. It is. But in order to become a high level sales star, it means shedding the false assumptions that just don’t work.
Learn how to immediately stop selling under false pretenses which is costing you and your organization countless clients, revenues and higher profits.
Topics we’ll address include:
- The 5 assumptions that can destroy your sales success.
- What it’s going to take to outsell in this tough economy? The latest research indicates things are actually pretty good, but only for who can be pro-active.
- Why most buyers today are receptive to buying but only if you know how to get their attention
- Why relying on last year’s sales habits is getting you deeper in the hole.
- How to challenge the price bully customer and gain his respect.
- Getting in front of the real decision makers, not the wanna-be’s.
- Confronting the prospect who you know is lying in order to get a sweeter deal
- Why you can’t afford to drop your pricing. It’s what kills margins.
- Understanding what really motivates your customers – If you think its price, wrong.
- Great closers rarely have to ask for the sale.
Power Prospecting In a Tough Economy
Let’s face it, customers today are more cautious, savvier, price sensitive, with plenty of choices and yet they will their good old time until they’re ready to buy. The last thing a prospect wants is to be interrupted by a sales person when so many prospects would rather stay put or hang on until the economy improves. They’ve heard all the pitches on how they can save money, time, headaches, improve their bottom line, be more productive and more.
Prospecting is still the most powerful strategy to win in a tight economy. But only if you have a powerful persuasive value proposition that will command attention. So how do you create one that will truly differentiate you from the hordes of competitors spewing similar sales pitches?
Learn the latest strategies to create new business, target your most lucrative markets, sell at higher margins and outpace your competitors. Sharpen your competitive edge and close more business with the latest prospecting strategies that will get you powerful results. You can’t change the economy but you sure can change your prospecting strategy to win more sales.
Program Highlights:
- Create Powerful Value Propositions that Get Prospects to Say “Tell Me More”
- Differentiate Yourself from the Hordes of Competitors
- Manage Price Objections and Think It Overs
- Overcome Call Reluctance
- Secure quality appointments
- Craft customer Emails that Get Responses
- Create Powerful Voicemails Messages that Prompt Callbacks
- Build Instant Rapport with Gatekeepers
- Gain Access to the Right People
- Uncover Hard-to-Find Contacts
- Create a Potent Pipeline of Highly Qualified Leads
- Instill Instant Credibility and Trust that Differentiates you from your Competitors