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Keynote Topics
You can’t sell a Porsche if you cycle to work – Getting the Sale
We have seen huge changes in the sales process over the years. It started with relationship selling, then moved on to solution selling. Following this was process selling…. but the internet changed all that.
Now the buyer is in control, they rarely have time for relationships, already know our product, services and costs, so don’t need us to give them a solution. They also shy away from process step by step selling as they already know what they need, when they need it and where they can find it.
If we are still using sales methods of 15 years ago, we will be missing many opportunities believes Frank Furness.
Organization’s now have three sales forces:
The traditional sales force – they need to be versed in new sales techniques, understanding the psychology of buying (rather than selling) and moving from left brain to right brain sales strategies. They also need to be well versed with the latest opportunities of finding clients, including LinkedIn, Advanced Google searches and Twilert.
The unrecognized sales force – this is everyone in your organization who believes that they are not in sales yet interact with clients daily. By developing a customer rather than operational focus and giving them the correct skills, you will have more ‘sticky’ customers that will stay with your organization because of the superior service with Frank Furness.
The unseen sales force – these are the potential clients that you don’t even know are looking for what you can offer. If you are not on the first page of Google (for a search term, not your company name), don’t feature prominently on LinkedIn and are not having conversations on the social media channels where your clients ‘hang out’, you will be missing massive opportunities. Smart companies are now using advanced online strategies like ‘remarketing’ and ‘embedded pixels’ with potential clients that have visited their website.
The keynote/workshop is based on the best-selling book ‘Walking with Tigers’ which is around Frank Furness research and ongoing consulting work with top companies around the world.
We have seen huge changes in the sales process over the years. It started with relationship selling, then moved on to solution selling. Following this was process selling…. but the internet and Covid changed all that.
Now the buyer is in control, they rarely have time for relationships, already know our product, services and costs, so don’t need us to give them a solution.
They also shy away from process step by step selling as they already know what they need, when they need it and where they can find it.
They now have the capabilities to do their research online on the product or service, costs, people and customer feedback.
If we are still using sales methods of 15 years ago, we will be missing many opportunities.
Videos
(1 reviews)
Frank Furness lively, enthusiastic and humorous style has inspired audiences all around the world. He is a specialist in sales, technology, social media and goal setting and how they work in tandem to produce great results for organizations.
Frank is the Past President of the Professional Speakers Association of Europe and past Chair of the International PEG for the National Speakers Association of USA.
In November 1997 in Ireland, Toastmasters International recognised Frank as one of the top five ‘humorous’ speakers in the UK. In August 2001 he was the only non-American listed in the USA “Meetings & Conventions” magazine as being one of the ten most sought after speakers on the professional speaking circuit.
In 2007 he was awarded ‘Top Speaker’ for Vistage (the world’s largest CEO organisation) Europe in 2011 inducted into the ‘Speaker Hall of Fame.’
In 2011 Frank Furness was inducted into the ‘Speaker Hall of Fame’ and in 2013 awarded ‘Top Overseas Speaker’ for Vistage Australia.
He has been a guest on many TV and radio talkback shows internationally, speaking on goal setting, motivation and positive mental attitude. His YouTube channel is watched by millions and he has video testimonials from leaders all over the world
He currently spends seventy percent of his time speaking internationally, working in fifty eight countries.
An accomplished presentation skills trainer, Frank coaches many top sports people on public speaking and delegates have attended his ‘Speakers Bootcamp’ on five continents..
He is a regular speaker at Entrepreneurs University and his clients include the British Olympic Team, The Professional Cricketers Association, Sporting Champions and Sport England.
Apart from speaking, Frank Furness has an Internet Marketing business with 22 websites marketing various products and services.
Frank Furness has been an avid supporter of video marketing for many years and his YouTube channel has 650 videos, 4 million views and over 6,000 subscribers.
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Clint Pulver is an award-winning keynote speaker, author, and mentor, renowned for his dynamic and impactful presentations that inspire organizations to retain, engage, and lead their people more effectively. With a message that blends storytelling, humor, and real-world research, Clint is not only a motivational speaker but a workplace advocate, addressing critical issues in employee […]
Sterling Hawkins is a transformative figure in the realm of organizational culture and business innovation. Known for his groundbreaking work on creating cultures of innovation and resilience, Hawkins has emerged as a preeminent speaker and thought leader. His signature speech, “No Matter What,” encapsulates his philosophy of overcoming challenges and fostering an environment where innovation […]
Terence Keel is more than a professor; he is a trailblazer in the realms of academia and social justice. As a Full Professor at the University of California, Los Angeles (UCLA), he holds a prestigious split appointment in the Department of African American Studies and the UCLA Institute for Society and Genetics. With an unwavering […]
Marco Tempest is a frequent keynote speaker at tech conferences around the world, a creative consultant at the NASA Jet Propulsion Laboratory, an Accenture Luminary and the Accenture Lead Consultant for Extended Reality, and a Directors Fellow at the MIT Media Lab. Marco is executive director of the NYC MagicLab, a science consortium exploring illusion […]
Winston Ma, CFA & Esq., is an esteemed figure in the global digital economy, whose multi-faceted career has made him a sought-after speaker, advisor, and thought leader in Chinese economics and global tech investment. His journey spans roles as an investor, attorney, author, and educator, giving him a broad, yet incisive, understanding of the dynamic […]
Rich Roll is a #1 best-selling author, world renown ultra-endurance athlete, popular podcast host and wellness pioneer. Rich Roll is also a highly sought-after presenter with a powerful yet grounded, highly authentic style, profound command over a room and the unique ability to not only educate and inspire, but catalyze self-actualization – leaving audiences with […]
Blind Adventurer and international Motivational Speaker Miles Hilton-Barber is one of the most widely sought-after motivational speakers on the world circuit today, having had the privilege of speaking at over 1,000 corporate events in 69 countries around the world to date. Miles Hilton-Barber, a remarkable individual who defies limitations and inspires audiences worldwide with his […]
Amy Vetter is a distinguished speaker renowned for her profound insights into the intersection of technology, accounting, and mindfulness. As a sought-after keynote speaker, she captivates audiences with her unique blend of expertise, warmth, and relatability. With a career spanning over two decades, Amy has established herself as a thought leader in the fields of […]
Stephanie Decker is a true expert in resilience, courage, and overcoming adversity. In 2012, she faced a life-altering event when a devastating tornado struck her hometown in Indiana. While protecting her two children, she sustained severe injuries that resulted in the amputation of both her legs. Despite the unimaginable loss, Stephanie demonstrated remarkable strength and […]
Very influential and effective, Cody Byrns is an internationally recognized speaker and a number one best-selling author. In May of 2013, Cody’s life was drastically changed. While stopped at a red light on the highway, Cody was rear-ended by a box-truck that failed to stop. As a result, he was considered dead until first responders […]
Jeremy Gutsche, MBA, CFA, is a renowned figure in the world of innovation and entrepreneurship, celebrated as a New York Times bestselling author and an award-winning innovation expert. With a reputation for delivering electrifying keynote presentations that inspire and ignite creativity, Jeremy has been dubbed by The Sun Newspaper as “one of the most sought-after […]
Carina Schmid is a seasoned communication trainer and speaker who has dedicated over 20 years to refining the art of mindful communication. Her unique focus on health professionals makes her an invaluable resource for improving patient care, fostering professional relationships, and enhancing workplace well-being. Carina’s passion for her work shines through in every training session […]
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