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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.
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 […]
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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Susan Oh is a trailblazer in the realms of technology, finance, and sustainability. Currently serving as the Chief Marketing Officer of Daoverse Capital and an advisor to prominent companies like Burble Galaxy and Hangry Animals, Susan’s expertise spans across various domains. Her illustrious career includes notable positions such as the former CMO of robotics company […]
Chad Porter stands tall as one of the nation’s most esteemed and sought-after speakers. Renowned by corporate CEOs, fundraising executives, and esteemed figures within the realms of MLB, NFL, and collegiate athletics, Porter’s journey of triumph over adversity, perseverance, and navigating life’s hurdles serves as a beacon of inspiration. Through his compelling narratives, Porter delves […]
Michelle Gielan is a leading voice in the field of positive psychology and employee engagement. A former CBS News anchor turned researcher, she has dedicated her career to understanding the impact of positivity on workplace culture and productivity. As a prominent keynote speaker, Michelle blends research-backed insights with her background in broadcast journalism, making her […]
Katie Piper is a beacon of resilience, an embodiment of courage, and an inspiration to millions worldwide. A best-selling international author, motivational speaker, TV presenter, and charity campaigner, Katie’s journey from surviving a brutal sulphuric acid attack to thriving in life serves as a testament to the indomitable human spirit. Her unwavering determination to rebuild […]
Retired Lt. Col. Tammy Barlette, and seasoned military pilot, brings a fresh perspective to overcoming challenges with high-stakes mental performance strategies. Drawing on her 20 years of experience in the cockpit of some of the Air Force’s most demanding aircraft, Tammy inspires audiences to rethink their approach to handling adversity and reaching peak performance. Her […]
Joe Concha is one of the most visible faces on Fox News. In December 2021 alone, he appeared more than 70 times on Fox News and Fox Business, including on top-rated shows including Hannity, Fox & Friends, Unfiltered with Dan Bongino, Watters World, Justice with Jeanine Pirro, Outnumbered, Kudlow, Varney & Co, and Mornings with […]
Erica Baker is a Principal Group Engineering Manager at Microsoft. She is a former Senior Engineering Manager at Patreon, and Senior Engineer at Slack Technologies. She is an advocate for diversity and inclusion in tech, and expanding access to tech education. Erica’s career in tech began fifteen years ago doing domain administration for the University of Alaska Statewide […]
DJ Bella Fiasco’s musical style is simply formed upon her audience, wherever she may be or whomever she may be playing for. With a talent for spinning captivating tracks and a killer sense of style, DJ Bella Fiasco is a force. From the age of 17, when surprised with turntables, a gift from her father, […]
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