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Kick
Up Your Closing Ratio Using
Science!
As the
sales expert who wrote the Savvy
Selling column and recorded
the highly-rated Savvy Selling
podcast for BusinessWeek.com,
Michelle Nichols is an authority
on sales. She brings extensive
experience, insight, and critical
thinking with a generous dose
of enthusiasm to every event
where she speaks..
Experience
As a speaker, she exudes enthusiasm
and experience. And stories
– thanks to her readers
all over the world, Michelle
has stories from every industry
and for every situation. Audiences
love Michelle because she brings
fresh, new ideas with high-energy
and high content. Her love of
selling and her genuine concern
to teach, as well as entertain,
shine through when she’s
on stage.
Insight
and Critical Thinking
Her stories are original, from
her own experience. Your audience
will be sitting on the edge
of their seats - learning and
laughing.
Enthusiasm
Michelle's energy is infectious.
She has had stogy business owners
come up to her after she speaks
and tell her, "Before you
spoke, I wasn't all that interested
in sales. But you were so enthusiastic,
you got me excited about selling."
Celebrity
Image
You can also use her celebrity
image to build attendance at
your next major meeting or event.
Leverage her notoriety as a
national - and international
- sales columnist and champion.
Michelle
is as enthusiastic as her
writings. While she is a
great (fun) instructor,
she is also a good listener
so she understands the needs
of an organization before
she starts to improve it.
Don
Grogg, President, Texas
Process Equipment (Industrial
Pumps) |
To watch a 5-minute video of
Michelle in action, click
here.
To read Michelle
Nichols' bio, click
here.
Kick Up Your Closing Ratio Using
Science!
-imagine Bill Nye, the Science
Guy, meets Zig Ziglar
Target Audience: Sales Professionals
and Small Businesses Owners
Outcome:
Audience members learn how to
increase their closing ratios,
so they can sell more, close
faster and for more money -
without spending any additional
time, money or energy
Did you know that if your sales
team applies the Golden Rule
to their selling, they will
only easily close their customers
10% of the time? Without this
training, closing is difficult
90% of the time!
Learn
the science behind why this
statistic is true - and how
it directly impacts your sales
team's closing ratio. If your
team has fewer prospective customers
than you did a year ago - maybe
far fewer, this talk is for
you.
Let's
say you had 100 prospects a
year ago and today, you only
have 50. If you had a 10% closing
ratio back then, to maintain
your level of sales, you can
either sell for more hours every
day, or kick up your closing
ratio!
This
workshop shows you how to apply
the science of the respected
Myers-Briggs Type Indicator
to improve your selling. You'll
learn how to speed-read customers
- by the way they walk, talk,
dress and act - and then sell
and close them!
Learn what it means, and how
to close your customers when
they:
- Give lots of eye contact
- Ask to read the manual or
contract
- Announce the number of points
they will cover
- Tell their children to behave
- Wear a 7-piece matching outfit
Audiences consistently give
this class rave reviews. Recenly,
an experienced insurance agent
commented, "I wish I'd
heard this talk yesterday. It
would have helped me close a
sale." Other experienced
sales professionals said it
was "Shocking!," "Surprising,"
"An eye opener" -
and, " I never would have
figured this out on my own."
Deliverables
Your audience will
learn:
1.The
fascinating science behind why
90% of your clients can be difficult
to close - and how to sell them.
2. How to "speed-read"
your customers so you can successfully
sell to them
3. Some surprising truths about
the way your customers really
buy that contradict what your
mother probably taught you
4. What different buying groups
really think about you and each
other - and how to use that
to close the sale
This presentation was originally
written for appliance salespeople
who meet customers all day and
have to immediately know how
to sell them. They booked Michelle
to give it many times across
the United States. She has since
presented this talk to many
groups, including insurance
salespeople, financial analysts
and an association for women-owned
businesses.
Experienced
salespeople will benefit from
this presentation. New salespeople
can shorten their learning curve
by learning this strategy instead
of learning it the hard way
through trial and error. ROI
on this speech can be measured
in days!
General
Overview of the Class - estimated
3 hours total
Hour
1
- Why is your closing ratio
important right now?
- What
is your buying style?
- How does that compare to your
customers?
- What is the impact of buying
styles on closing ratios?
Hour
2 and 3
For each of the 4 pairs of buying
styles:
- How do you identify them by
the way they walk, talk, dress
and act?
- What assumptions do your customers
have of you if they have a different
buying style?
- How do you sell in your customer's
buying style?
- Role playing and sharing examples,
to really absorb the information
Comments
from Evaluations - Sept. 2009
What I liked best was...
...
the statistics to back up what
she was saying. Video Sales
Rep
... her ability to
maintain our interest. MIchelle
is very energetic and interactive.
Salesperson
... the constant interation
with her audience. Insurance
Professional
... Michelle's great
energy. She was really engaging.
Major Insurance Company
Recruiter
... it was short but full of
pertinent information. Michelle
has excellent communication
skills. Sales
Pro
... Michelle worked with
us, not by herself. Mortgage
Rep
It was...
... informative,
high-energy and humorous. I
wish it was longer. Insurance
Professional
...
dynamic. Michelle was
well-spoken and professional.
Salesperson
.
Learn
more. |
