Stu has spent over 25 years in sales management, sales and sales training with world class companies like Digital Equipment Corporation, Cap Gemini and EDS. His focus is on “the application” of the skills and techniques he shares.
Stu works internationally to help companies involved in long-term relationship selling achieve greater results. In particular, Stu focuses on the insurance and financial services industries and is a member and Gold Resource Partner of GAMA. He is a member of the Richardson Chamber Board of Directors and a past member of the board for Prevent Blindness Texas. Stu is also President for Leadership Richardson Alumni Association and President for the National Speakers Association of North Texas for the 2011-2012 year. In the past he has taught business classes at Dallas Christian College and developed an online sales management course at the University of Texas, Dallas.
Selling with Emotional IntelligenceThis program adds a new dimension into the sales process which is understanding the buying behavior of your prospect or client based on their personality style. How they prefer to communicate, what they value, how they make decisions is critical to the selling process and understanding their motivation to buy from you.
Learning Objectives: Being able to identify the buyer’s personality style. Understand and apply the strategies that work for each personality style. Understand the key components of emotional intelligence and the impact on the buyer.
The Simple Truth of Relationship SellingThis program focuses on the key elements in building a strong long term customer relationship. Understanding how to build trust, commitment and win-win relationship is critical for a successful sales career. Understand what you customer values first and foremost by understanding their personality style.
Learning Objectives: Be able to identify the customer’s criteria for building trust. Setting the right expectations with the customer for building a long term relationship. Understanding how to address objections the customer has and how to properly address them.
Sales Strategies that Shorten the Sales CycleSetting the right sales strategy can make all the difference in winning new business. Aligning your objectives with your strategy is critical. Competing for business today is tougher than ever before. Differentiating you solution is a must to win over new customers.
Learning Objectives: Knowing when to apply the right sales strategy. What key objectives and action items need to be developed.
Leveraging Sales and Talent for Outrageous ResultsSales is a game of momentum. Having the right players in the right position is critical to your sales teams success. Who should be hunters, farmers, partner managers and business consultants. Maximizing the individuals’ strengths is more impactful than minimizing their weaknesses.
Learning Objectives: Being able to assess the sales person’s best role in the organization. Learning how to complement the strengths of each team member to maximize performance.
Negotiating with PowerIf we want better answers from our customer or prospect, we need to ask better questions. Learn which questions need to be asked to uncover the real needs of the customer, both business and personal. Asking better questions will gain credibility and trust giving you the edge over you competition.
Learning Objectives: Assessing who has the power going into the negotiation by understanding the key elements involved. Understanding buyer and seller tactics and how to properly apply them. Moving through the steps of demand and creation to create the win-win.
Critical Questions for Closing the SaleThis program adds a new dimension into the sales process which is understanding the buying behavior of your prospect or client based on their personality style. How they prefer to communicate, what they value, how they make decisions is critical to the selling process and understanding their motivation to buy from you.
Learning Objectives: Knowing what type of questions to ask is the foundation of questioning skills. Understanding how to heighten the sense of urgency in the customer’s mind is important to driving the sale to closure. Learning how to focus on benefits more than features is always a safety net for sales people.
The Hard Facts of ProspectingWhat is the best way to prospect for your business? Is it cold calling, networking or a marketing campaign? Learn which method is best for your company. What client is the best fit for your business? How powerful are your referrals?
Learning Objectives: Understand how the prospect views an initial call from a sales person. Learn what approaches work and get them to open up and gain commitment to the first meeting. What are the characteristics of a good prospect and which ones you should stay away from?
Presenting with PassionEvery sale person needs to be able to articulate their company’s message. Whether it’s their products and services or the company’s strategic direction conveying a message with conviction, belief and enthusiasm is critical in conveying your message.
Learning Objectives: Learn how to develop your presentation’s clear message for highest impact. Understand which method of delivery complements your style- PowerPoint or notes. Learn the difference between informing, persuading or inspiring. Learn how to manage you audience, time and questions and answers. Each participant will be videoed for delivery skills which include eye contact, voice inflection, pace and strategic pauses and avoiding fillers