Dean Lindsay, a successful entrepreneur, business owner, and sales executive, has experienced firsthand how vitally important building priceless business relationships and cherishing customers are to becoming successful in today’s world. Dean Lindsay's unique knack for communicating and his commitment to helping people take positive steps make him a Progress Agent. His speaking and consulting style is refreshingly daring, imaginative, and a lot of fun. Dean travels all over the country to places like Chicago IL and San Francisco - book Dean as your keynote speaker at your next event in Chicago IL!
Dean’s clients range from Fortune 100 companies to budding entrepreneurs, and from national and state associations to successful small businesses on both sides of the Atlantic. Clients include Ericsson, Pacific Life & Annuity, American Express, New York Life, American Airlines, Chase Bank, Washington Mutual and Western Union.
Dean's new book Cracking the Networking CODE: 4 Steps to Priceless Business Relationships has been endorsed by a who's who of business leaders and performance experts including Ken Blanchard - author of The One Minute Manager and Brian Tracy. The book is Recommended Reading by the United Professional Sales Association and Profit magazine.
Below is an excerpt from Dean Lindsay's Business keynote speech, "ZONE Selling." If you are interested in booking Dean Lindsay for your next business keynote speaking engagement or sales training or sales networking event in Chicago IL, click here.
ZONE Selling - The Four Keys to Sales Success
Dean Lindsay, known Business keynote speaker and sales trainer, knows first hand that enjoying phenomenal success in sales takes :
- Zest
- Organizational Skills
- Networking Skills
- Empathy
Sales professionals at every level come away from the ZONE Selling talk energized with sales tips they can use immediately. ZONE Selling is designed to be easily digestible, meaningful and behavior changing. In ZONE Selling participants are inspired to:
* Master the key ingredient that drives every sale
* Combat sales stress with humor and have a more satisfying sales career
* Position themselves and their services positively in the client's mind
* Network all contacts into powerful business relationships, increased revenue and quality referrals
* Refine strategies that prevent objections, reduce price pressure and get the prospect to rule out the competition
"Your approach was not only fresh and innovative, but highly effective. You've really found your niche."
- Tom Martin, North Central Ford
Sales Manager
For more info, please fill out the FORM below.
Selling in the ZONE
Article by Dean Lindsay- Business Keynote Speaker, Sales Training expert, and Sales Networking Guru.
The old adage- People hate to be sold, but they love to buy - is truer than ever. The days of the ' Sure Fire Closing Statement' and the 'Glad Handing Slick Salesman' are thankfully things of the past. Today it is imperative for sales professionals to truly get to know prospects and help prospects get to know them.
Selling today is about relationships. It is about attraction. It is about Trust. The customer has a need- a step they need to take. They must trust we can meet that need- help them take that step. They need to trust our belief in ourselves, in our companies and in our products / services. Trust comes easy when we sell (and live) in the ZONE
ZEST – Emerson said, “ Enthusiasm is the mother of effort, without it nothing great was ever accomplished.” As sales professionals, we must have authentic enthusiasm for our work. If we want prospects to get excited about our products and services, we need to have that excitement first. We need an air of gusto. Likewise, if we want people to believe in our products and services, we must believe in our products and services first. This shows in the way we hold ourselves and in the passion we have for our jobs and our lives.
Whenever possible, people do business with people they like. Passion for our lives and our work makes us attractive. It draws people to us. We must be continually offering people our best attitude. Ask yourself: Would you want to talk to, much less do business with you?
ORGANIZATIONAL SKILLS - Structure is vital for the sales professional. Solid self-management (formally known as time management) leads to higher productivity and reduced stress. Our desks need to be workstations, not storage space or shrines to past accomplishments. We must be able to quickly find important information. Being well organized show respect for time (the prospect's and ours).
Looking sharp is also part of organization. We must always be presentable. If we can’t even get ourselves together enough to look presentable how is someone going to see us as together enough to handle their challenge. Plus, how we present ourselves shouts volumes about how we feel about ourselves and our work.
NETWORKING SKILLS - It is not just who we know, or who knows us. It is also, what we know about who we know and more importantly who TRUSTS us. Being known as a reliable (and likable) resource is the ultimate goal. The more we can present ourselves -in person- in a positive light the better. First impressions are powerful so turn someone on to you by tuning into them. When you meet a new person, show genuine interest in them and invest the majority of the time asking questions about them and their business. Powerful networking is totally linked to the other terms in the ZONE acronym. People are drawn to our enthusiasm, our respect for their time and our...
EMPATHY - Empathy is sympathy without pity. Empathy means understanding that people make decisions for their reasons not ours. Empathy is always thinking “ What that means to you, Mrs./ Mr. Prospect, is…” Empathy is focusing on benefits not features. Empathy is truly committing to doing what is best for the customer and working to help provide the right product or service to meet their needs.
The most powerful way to understand the prospect's need is to ask questions. In the medical profession, it is known that prescription without diagnosis is malpractice. The same is true in the sales profession. We must ask a variety of open and closed ended questions to diagnosis the situation, so our recommendation (prescription) will meet the need.
Solid listening goes hand in hand with asking powerful questions. We must LISTEN to prospects. I don’t mean listen. I mean LISTEN. Calvin Coolidge said “ No man ever listened himself out of a job.” We must listen as if our life(style) depended on it - because in a large way it does.
Get in the ZONE, and try to help someone.
Be Progress.
Internationally recognized business development strategist, author, and speaker Dean Lindsay is the founder of The Progress Agents LLC – an idea studio dedicated to empowering progress in sales, service, and workplace performance. Dean also travels around the country promoting sales training and sales networking in locations such as Chicago IL and San Francisco.
His latest book Cracking the Networking CODE - 4 Steps to Priceless Business Relationships is published by World Gumbo Publishing.
Dean's Other Keynote Deliveries:
- Cracking the Networking CODE: 4 Steps to Priceless Business Relationships
- Diving for Referral Pearls
- Zone Selling: The Four Keys to Sales Success
Connect with Dean via Social Media:
Twitter: http://twitter.com/deanlindsay
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LinkedIn: http://www.linkedin.com/in/deanlindsay
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