Thank you for your interest in Doug Dvorak’s “Selling Up in Tough Times”.

Services Description:

Keynote Address or Workshop

Program Description:

“Selling Up in Tough Times” is not just a workshop or seminar, it is an attitude adjustment! Approaching the marketplace with your product or service in these uncertain economic times can be a daunting task…. less than 50% of today’s business-to-business salespersons have ever sold during an economic downturn. One of the great penalties of the longest business expansion in U.S. history (the Nifty ‘90s) is that an entire generation of sales professionals have worked all of their professional lives knowing nothing about selling in hard times and how to deal with them. Even if you do remember downturns in the ‘70s or ‘80s, selling in a recession is likely but a distant memory.So what’s the plan? What are the selling strategies and tactics for a reeling economy? This workshop will discuss the skills, the strategies, and several solutions to respond positively and creatively in these potentially stressful times.

“When someone says that the free market isn’t working, what he means is that he doesn’t like the way the free market is working.” – Nicolas Martin “The road to positive thinking is strewn with the abandoned vehicles of the faint-hearted. “ -Peter McWilliams

Who Needs a Selling Up in Tough Times Workshop?

• Individuals or organizations that are customer oriented
• Individuals or organizations whose job it is to produce sales results regardless of economic conditions
• Individuals or organizations experiencing confusion as to how to proceed and formulate a successful sales strategy/process in today’s conditions
• Individuals or organizations who need a sales skills adjustment to prepare for the ‘new game out there
• Individuals or organizations that want to remain positive in a seemingly negative business environment

What you will learn:

• Recognize the realities of Consultative Selling.
• Understand what Consultative Selling is and is not
• Learn the key steps in adjusting attitudes toward customers and conditions, while adding value and maintaining margin integrity
• Begin to look at also adjusting selling skills in these uncertain times
• How to leverage and harness the powers of good-will and ‘care-man-ship’ into renewed customer relationships and new customers
• How to leverage and harness the powers of the internet and search engines such as Google, Yahoo, and MSN to build and enhance your sales pipeline

Understanding the nature of Selling Up in Tough Times:

• Techniques for managing your existing customer relationships
• Recognize techniques that will enhance those most valuable relationships
• Avoid personal factors that will limit your willingness to change with the times

Understanding the Selling Up in Tough Times Process:

• How to discover the changes needed
• How to create new strategies and tactics
• How to understand what is in the customer’s world these days
• How to differentiate yourself from the competition
• How to create value propositions that offer lasting value
• How to beef up your basics in a pessimistic business climate
• How to develop and write Unique Value Propositions (UVP) with ROI focus
• How to achieve your goals and objectives

Workshop Deliverables:

• How to develop a plan that will work
• How to clarify the murky for your customers and add value
• How to maintain your best customers
• How to develop a plan for finding and selling new customers
• How to develop a positive approach that adapts but doesn’t waffle

Duration:

• One-hour keynote
• Half-day abridged version is delivered in a 3-4 hour format
• Complete version may be delivered in a 6-8 hour format

Equipment Required:

• Overhead / LCD projector and screen
• Wireless lavaliere microphone

The program can be customized for any event including:

• Breakout Sessions
• Breakfast / Lunch / Dinner Events
• Association and Corporate Meetings
• Sales Meetings
• Management Conferences
• Corporate Retreats
• Special Events

We look forward to working and laughing with you and your organization.

Thank you for your interest in Doug Dvorak’s B.Y.O.B. “Build Your Own Brand” – How to Harness the Secret Powers of Personal Branding!

Services Description:

Keynote Address or Workshop

Program Description:

What is Personal Branding? Your personal brand is the values that your friends, family, co-workers, and the marketplace associate with your name. What values do you stand for? How do you make that clear to the world around you? How do you achieve your goals by being clearer and more visible? By developing your Personal Branding.Personal Branding describes the process by which individuals differentiate themselves through identifying and articulating their unique value proposition (UVP) to achieve a specific goal. Many other people bring the same products, services, and skills to the marketplace that you do. So why is it that some people just seem to stand out? Chances are, consciously or unconsciously, they have created their own unique personal brand.

Personal Branding is not about applying a thin layer of veneer. It’s about getting in touch with your authentic self – what’s true and real and genuine about you. It’s about harnessing the values you live by and the passions that drive you and presenting the real you to others. “Regardless of age, regardless of position, regardless of the business we happen to be in, all of us need to understand the importance of personal branding.

“We are the CEO’s of our own companies: Me Inc. To be in business today, our most important job is to be the head marketer for the brand called YOU!” –

Tom Peters

Management Guru

Who Needs a Personal Branding Workshop?

• Individuals or organizations that are interested in developing or revitalizing their brands
• Individuals or organizations just starting out that need to create a strong personal brand
• Individuals or organizations experiencing confusion among employees about their brand
• Individuals or organizations not quite sure how to explain to people what they do
• Individuals or organizations that want to motivate themselves and build momentum and excitement around their own unique personal brand

What you will learn:

• Recognize the importance of a personal branding
• Understand what a brand is and is not
• Learn the key steps in building a personal brand
• Begin your personal branding journey
• How to leverage and harness the powers of the internet and search engines such as Google, Yahoo and MSN to build and enhance your personal brand

Understanding the nature of Personal Branding:

• Techniques for managing your personal brand
• Recognize techniques that will enhance your personal brand
• Avoid personal factors that inhibit you from being authentic

Understanding the Personal Branding Process:

• How to discover your brand
• How to create your brand
• How to maintain your brand
• How to differentiate yourself from the competition
• How to gain confidence in your abilities
• How to increase your visibility and presence in the marketplace
• How to achieve your goals and objectives

Workshop Deliverables:

• How to develop a clear brand direction and focus
• How to develop a clear brand message
• How to develop and maintain a motivated and reinvigorated team
• How to develop a clear foundation for strategic brand decisions
• How to develop a key brand visuals
• A foundation for applying the brand across all customer touch points

Duration:

• One-hour keynote
• Half-day abridged version is delivered in a 3-4 hour format
• Complete version may be delivered in a 6-8 hour format.

Equipment Required:

• Overhead / LCD projector and screen
• Wireless lavaliere microphone

The program can be customized for any event including:

• Breakout Sessions
• Breakfast / Lunch / Dinner Events
• Association and Corporate Meetings
• Management Conferences
• Corporate Retreats
• Special Events

We look forward to working and laughing with you and your organization.

Thank you for your interest in Doug Dvorak’s “Sales Excellence Workshop – Managing for Sales Success”

Services Description: Keynote Address or Workshop.

Program Description:

Doug Dvorak offers an interactive process for sales professionals to discover their natural talents and how to overcome potential roadblocks to sales success. Every individual has a unique selling style that sets them apart. This interactive process allows the individual to focus on and develop their strengths, while identifying potential weaknesses through Doug’s sales self-development plan. Immediately, sales professionals can complete the process and start implementation for sales success.

Doug’s customized program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, “Treat others how THEY want to be treated.”In order to adapt to a client’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which one is a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.

Doug’s customized program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, “Treat others how THEY want to be treated.”In order to adapt to a client’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which one is a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.

Doug’s customized program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, “Treat others how THEY want to be treated.”In order to adapt to a client’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which one is a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.

Immediately, sales professionals can complete the process and start implementation for sales success.Doug’s customized program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, “Treat others how THEY want to be treated.”In order to adapt to a client’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which one is a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique.

Doug’s customized program focuses on selling techniques that are used throughout the sales process, from creative prospecting, to developing customized value propositions, to first impressions, to demonstration, to closing. In prospecting, it is imperative to understand the different types of clients you will encounter and what selling techniques will work best for them. Some clients are going to want all of the facts and supporting data and may take a long time to make a decision to move forward. Other clients will want to know how the product or service will benefit the organization and may even make a decision without hearing the entire presentation. When dealing with demanding situations, sales professionals need to be able to adapt their selling techniques and style to match the client’s needs. After all, the golden rule has changed to, “Treat others how THEY want to be treated.”In order to adapt to a client’s needs, a sales person must first understand his or her own selling style. Which selling techniques come naturally, and which one is a challenge? How does he or she naturally tend to handle objections, make decisions, pay attention to details, and how fast does he or she move through a presentation? If a client does not handle these items in the same manner, a communication breakdown is likely to occur. To avoid the breakdown, you will want to choose a different selling technique. In addition to selling styles, properly managing an organization’s sales talent can be a key competitive advantage in today’s workforce. It will lead to higher productivity, job satisfaction, increased morale and decreased turnover. All of these factors can contribute to a healthy increase in the organization’s return on investment and are addressed in this customized sales training program. Sales professionals tend to be goal oriented and results driven. Through sales coaching and the use of Doug’s sales assessments, individuals learn how to satisfy their natural motivators and to behaviorally adapt their sales style to target the communication needs of their clients. As a result, sales will increase and job satisfaction rises. The Managing For Success Sales report (MFS) is designed to help sales people attain a greater knowledge of themselves as well as others. The ability to interact effectively with people may be the difference between success and failure in our work and personal life. Effective interaction starts with an accurate perception of oneself. The MFS Sales™ report quantifies information on how we see ourselves and presents this self-perception in a detailed computer report.

Results and Benefits of the MFS Sales Report:

• Helps spot winners and establish a reliable method of choosing sales people.
• Evaluates the performance of both new and existing sales people.
• Shows the sales manager how to get the most out of the sales team.
• Provides coaching for the sales team for maximum results.

The assessment also looks at six areas of the sales process and helps select the salesperson that best fits the present needs of the company:

• Prospecting
• First Impressions
• Qualifying
• Demonstration
• Influence
• Closing

Once the results are received, sales skills development can be tailored to the different needs of each sales person and organization. When sales people understand themselves and their prospects, communication becomes more effective. Therefore, sales productivity and performance increase. The information given in these assessments will enhance the sales development process for any organization.

Duration:

• Half-day abridged version is delivered in a 3-4 hour format.
• Complete version may be delivered in a 6-8 hour format.

Equipment Required:

• Overhead / LCD projector and screen
• Wireless lavaliere microphone

The program can be customized for any event including:

• Breakout Sessions
• Breakfast / Lunch / Dinner Events
• Sales Meetings
• Management Conferences
• Corporate Retreats
• Special Events

We look forward to working and laughing with you and your organization.