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 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.
View All Speakers and follow us on Twitter
Speaker fees can vary depending on factors such as expertise, demand, and event specifics. While some speakers may charge a flat fee for their services, others may have hourly rates. It’s best to discuss fee structures directly with the speaker or their representative to understand the pricing model.
Keynote speeches typically range from 30 to 90 minutes, with the duration determined by the speaker’s expertise, the event’s agenda, and audience preferences. Keynote speeches often include a combination of inspirational stories, practical insights, and actionable advice tailored to the event’s theme or objectives.
The scale of the event and audience size can indeed impact a speaker’s fee. Larger events with a broader reach or higher attendance may command higher fees due to increased exposure and demand. Conversely, smaller events or niche audiences may offer opportunities for more flexible pricing arrangements.
Travel expenses such as transportation, accommodation, and meals are typically negotiated separately from the speaker’s fee. These costs vary depending on the speaker’s location, travel distance, and event duration. It’s important to clarify travel arrangements and expenses during the booking process to avoid misunderstandings.
Many speakers require a deposit to secure a booking, with the remaining balance due closer to the event date. Deposits are often non-refundable and serve as a commitment from both parties. It’s advisable to discuss deposit requirements and payment terms with the speaker or their representative when finalizing the booking.
Ready to find the perfect speaker for your event? Use our advanced search feature or contact us to get started today!
In order to view the below you must be logged in.
For over 25 years, Kristin Arnold has helped over a hundred different organizations, facilitated over four hundred executives and their teams, and presented to over a half a million people around the world around the topics of team leadership, team work, collaboration, culture, and critical thinking. Whether your meeting is completely online or a “hybrid” […]
Tristan Harris is a globally recognized thought leader and advocate for ethical technology design. As the co-founder and executive director of the Center for Humane Technology, he has dedicated his career to addressing the pervasive influence of technology on human behavior and society. Frequently referred to as the “closest thing Silicon Valley has to a […]
Zainab Salbi is a world-renowned humanitarian, social entrepreneur, and author whose life’s work has been dedicated to advocating for women’s rights and global peace. As the founder of Women for Women International, Salbi has directly impacted the lives of hundreds of thousands of women survivors of war, providing them with the resources and support needed […]
Bridget Hilton doesn’t just share stories; she lives them. Raised in Flint, Michigan, she navigated her path from humble beginnings to boardrooms of global corporations, transforming every challenge into an opportunity for growth. Her journey is a testament to resilience, perseverance, and an unyielding drive to make a meaningful impact on others. As a motivational […]
Bethany Hamilton, a name synonymous with resilience and triumph, has captivated the world with her incredible journey of overcoming adversity. Best known for her remarkable story of survival and perseverance following a shark attack that left her with one arm, Bethany has transformed her personal challenges into a platform for motivating and inspiring others. As […]
Josh Linkner is not your typical speaker. With over two decades of experience in igniting creativity and innovation, he stands as a beacon for leaders seeking to unlock their full potential. As an entrepreneur and CEO, Josh has left an indelible mark on the business world, having founded and led multiple tech companies that collectively […]
Nouriel Roubini is CEO of Roubini Macro Associates, LLC, a global macroeconomic consultancy firm in New York. He is also Chief Economist for Atlas Capital Team LP, as well as Co-Founder of Rosa & Roubini Associates. At a 2006 address to the International Monetary Fund, Roubini warned of the impending recession due to the credit […]
Jack Uldrich is a well recognized global futurist, speaker, and author of eleven books, including a number of award winning best sellers. He is a frequent speaker on technology, change management and leadership and has addressed hundreds of corporations, associations and not-for-profit organizations on five continents. He regularly makes television appearances on the Science Channel’s […]
These remain the property of its owner and are not affiliated with or endorsed by Speakers Inc.
All talent fees exclude VAT, travel and accommodation where required.
Our Mission:
© All rights reserved 2025. Designed using Voxel
