How the Best Get Better in Sales
Jack Speaks
Since 1977, Jack 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.

This 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.

Content: How 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. 

The 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 of their customers' business and often know more about a customer's situation in their area of expertise than the client themselves!
  • The best sales people are students of the selling process and what works best for them with their customers in their marketplace.
  • The 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.
The presentation includes a couple of summary handouts and can be recorded with reproduction rights granted to the client organization.

By 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.

Client Companies
Alliant Foodservice
American Cyanamid
American Mutual
Amsco
Anixter
Astra
AT & T
Auto-Trol Technology
B.S.P. Transportation
Babcock and Wilcox
Balzers (Liechtenstein)
Barclay Water Management
Baritzan Corporation
Barry Wright
Bassett Furniture
Bellcore
Bell Sports
Blue Cross Blue Shield of Massachusetts
BMC Strategies
Boston Realty Advisors
CB Richard Ellis
Circulo Dos Profissionals de Vendas (Brazil)
Colonial Management Assoc.
Compugraphics
Computervision
Data General
Del Labs
Digital Equipment Corporation
Enco Hoechst
EnergyNorth
Federal Home Loan Bank
Foster Grant
Freedom Data
General Electric
Hewlett Packard
Hynes Convention Center
IBM
Indiana Farm Bureau Co-Op
Ingersoll Rand
Internal Revenue Service
Johnson & Johnson
Kaman Technologies
Lawyers Weekly
MCI
MFS Financial Services
Micro Fridge
Morton Thiokol
New England Telephone
Northwestern Mutual Financial Network
NYNEX
Polaroid
Primary Bank
Public Service of New Hampshire
Puritan Bennett
Purity Spring Resort
Ray-O-Vac
Royal Appliance, Inc.
Salem Five
Sarnafil (Swiss)
Scheicher & Schnell
Service Star
Shareholder.com
Simmons
Sotheby's
Southwest Bank
Spalding
Stepic Medical
The Carlisle Collection
The Hartford Steam Boiler Inspection and Insurance Company
Tri-Wall
Tufts Associated Health Plans
United States Marine Corps
Velcro USA
W. R. Gore
Wang
WBVF-FM
Winn Management Company
WOKQ-FM
WZID-FM

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
Marketing Mecca-Maine
McIntosh College
Muscular Dystrophy Association-Boston/Albany
National Association of General Merchandise Mfg. Reps
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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