the Best Get Better in Sales
Falvey has been presenting this keynote
address to the Fortune 100 at national meetings. Prior to each
engagement, he spends a day in the field calling on customers with a
meeting participant. They don't send him out with the deadwood, so he
has worked with some of the best sales professionals in the world.
presentation shares what professionals do that
makes them so successful. It challenges the audience to apply the same
strategy to their own markets and customers.
professionals build selling skills is addressed using a
brief tennis analogy. The audience is asked to participate in a
three-minute clinic! The exercise illustrates the point that an overall
strategy can apply to all levels, and that skills are developed by
being a student of the game on a daily basis.
time it takes to become a proficient professional
is normally greatly underestimated. The task becomes one of making
every sales call a "sales training" call.
- The best sales people don't always
make the best
sales presentations. But they always ask the best questions.
- The best sales people are students
customers' business and often know more about a customer's situation in
their area of expertise than the client themselves!
best sales people are students of the selling process and what works
best for them with their customers in their marketplace.
best sales people are always subject experts. They never stop learning.
Current customers provide the best source of application knowledge.
- Without a pre-call objective and a
set of closing
questions, sales people are merely well paid tourists. Sales
professionals know where they are going and how to get there.
presentation includes a couple of
summary handouts and can be recorded with reproduction rights granted
to the client organization.
means of a dialog with the audience (45 to 90 minutes, with 60-70
minutes being ideal), the running time is adjusted with full content
being delivered at all lengths.
Fees: $12,000 plus
first-class air transportation and hotel accommodations.
The advance field day
is included on an "expenses only" basis.
| Alliant Foodservice
AT & T
Babcock and Wilcox
Barclay Water Management
Blue Cross Blue Shield of Massachusetts
Boston Realty Advisors
CB Richard Ellis
Circulo Dos Profissionals de Vendas (Brazil)
Colonial Management Assoc.
Digital Equipment Corporation
Federal Home Loan Bank
Hynes Convention Center
Indiana Farm Bureau Co-Op
Internal Revenue Service
|Johnson & Johnson
MFS Financial Services
New England Telephone
Northwestern Mutual Financial Network
Public Service of New Hampshire
Purity Spring Resort
Royal Appliance, Inc.
Scheicher & Schnell
The Carlisle Collection
The Hartford Steam Boiler Inspection and Insurance Company
Tufts Associated Health Plans
United States Marine Corps
W. R. Gore
Winn Management Company
Client Associations and Non-Profits
|Ad Club of New Hampshire
Ad Club of Vermont
American Cancer Society-Florida
American Marketing Association-Boston
American Red Cross - Massachusetts Bay
American Society for Training and Development
Automotive Wholesalers Association of N.E.
B-Dry Owners Association
The Border Area Mutual Fire Aid Association
Carpet Manufacturers Association of the West
Design Management Institute
Greater Boston Convention & Visitors Bureau
International Racquet Sports Association
Muscular Dystrophy Association-Boston/Albany
|National Association of General Merchandise
National Investor Relations Institute-Boston
National Society for Sales Training Executives
Neponset Valley Health Systems
New England Fastener Distributors Association
New Hampshire Bankers Association
New Hampshire Society of CPAs
Northeast Human Resource Association
Sales and Marketing Executives of Boston
Sales and Marketing Executives of Chicago
Sales and Marketing Executives of Minneapolis
Sales and Marketing Executives of Rochester
Sales Executives Club of New York
Seacoast Communications Network
Smaller Business Association of New England
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