Steve McCann is the right speaker for your meeting or event, if….
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your group consists of sales professionals, or contact dependent professionals |
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you want a Specialist to help your group to become ‘specialists’ in prospecting and/or goal achievement |
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you want your group to increase long term sales production, starting with a 75% increase, on average, in the first six months |
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you desire a fun-loving speaker with one of the most entertaining styles on the circuit today |
Steve has two signature presentations. Whether it be a 30 minute keynote or up to a two-day workshop, each program will be fully customized to guarantee an entertaining experience with proven approaches to sales success.
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Client-Conscious Prospecting ™ |
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The Snap Back Effect ::
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Client-Conscious Prospecting™
in a Changing Economy
How to Overcome Call Reluctance
and Reach Your Full Sales Potential
Based on Steve's New Book
During the past few years, the sales profession, as well as the economy, has changed dramatically. Cutbacks, downsizing, and a need to do more with fewer resources dominate many companies. For salespeople, this means a tougher time prospecting and a longer timeframe for converting those prospects into quality business.
As a result, many salespeople are either getting a lot more “no’s” as an answer, or they’re getting no answer at all from prospects. And the more “no’s” a salesperson hears, the more he or she develops a fear of rejection and dreads prospecting in general. That’s when prospecting procrastination sets in, and salespeople spend less and less time building their business.
So what’s the solution?
ACTIVITY!
The solution is found in developing a salesperson’s confidence in their prospecting process. Business is to be had there is no question about that. However, now more than in recent years, sales professionals have to prospect more frequently and creatively. To be great at prospecting when economic times are tough is not difficult it just takes a plan.
Client-Conscious Prospecting™ in a Changing Economy provides a proven plan for generating record production. It guides the sales professional into simplifying their activity into key result areas that stimulate activity and production.
Audiences will discover how to:
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Overcome Sales Call Reluctance Once and for All! |
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Do what successful salespeople have done to prosper in the cyclical dips in the economy |
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Isolate the 3 key benefits of their product and become a specialist in selling THAT value |
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Remove ‘negative perceptions’ of economic outlook by discovering the 5 perceptions that drive positive activity |
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Identify the things they can control and work toward capitalizing on these opportunities |
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Specialize in 3 prospecting activities that can triple sales production |
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Utilize a 3 step process for overcoming any fear-based behavior |
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Confidently prospect “High End” clients |
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Make More Money (simply put!) |
Based on Steve’s popular business book “Client-Conscious Prospecting™” this program is a no-nonsense approach to reaching your full sales potential while maintaining a high quality of life. Client-Conscious Prospecting™ in a Changing Economy will challenge you to take a hard look at what you are doing and give you the roadmap to simplify your business and achieve uncommon results!
With humor and insight this presentation shines the light on prospecting procrastination and guides the sales professional into changing the paradigm they work from. This presentation is not about ability, if we are employable then we have the ability. This presentation is about cultivating the attitude to prospect anyone, anywhere, anytime in any market segment --- That’s Power! Audiences will learn how to breakthrough fear-based behavior resulting in the freedom to play on the more valuable playing fields in life with the highest of rewards.
Program Format:
| Keynote speech | -- up to 90 minutes |
| Half day On-Site | -- up to 3 hours |
| Full day Workshop | -- up to 6 hours |
| Two Day Workshop | -- up to 12 hours |
THE SNAP BACK EFFECT
HOW TO PROPEL YOURSELF TO
RECORD GOAL ACHIEVEMENT
Based on the CD program of the same name, this motivational masterpiece illustrates the human behavior phenomenon called the snap back effect. When a salesperson sets out to improve their performance by creating new routines and increased activity, it is common that at some point they quit doing the things that will lead to the new results they seek.
They go back to old and familiar routines feeling discouraged that they couldn’t maintain the new behaviors. In essence what occurred was that their activity rose above their self-image which snapped them back to a productivity level within their comfort zone --- a level consistent with their self-image. This is the snap back effect and it is the most frustrating obstacle to new goal achievement.
The selling profession is a great example of the power of self-image performance. The #1 salesperson in an office is usually #1 year after year. The bottom half is usually the bottom half year after year. The belief they created about themselves causes them year after year to live into this image. Our self-belief is the very thing that dictates our performance.
In this entertaining presentation, Steve guides his participants into a fundamental shift in how they view goal achievement. The success truths contained in this program have accounted for some of the truly great accomplishments in science, sports and business.
In “The Snap Back Effect”, audiences will discover how to:
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specialize in a specific production goal |
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use a 3 step process for creating a ‘fire in the belly’ belief for their goal |
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tap levels of self-discipline never before reached |
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utilize the BE/DO/HAVE process for simplifying goal achievement |
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use a sound approach for improving self-esteem |
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confidently prospect ‘high self-image’ prospects |
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avoid the 2 most common mistakes when setting a goal |
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use a vision board to influence their self-image |
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create a goal that becomes an ‘inevitable’ reality |
The Snap Back Effect garners rave reviews for it’s cutting edge content delivered in easy to apply principles. It’s a dream building experience helping each attendee to expand their own possibilities.
Program Format:
| Keynote speech | -- up to 90 minutes |
| Half day On-Site | -- up to 3 hours |
| Full day Workshop | -- up to 6 hours |
| Two Day Workshop | -- up to 12 hours |