SALESPEOPLE
In today’s marketplace, it’s not enough for a company to provide excellent products and services.
The strategic difference between competitors is the quality of the customer relationship developed and maintained by Sales Professionals as well as the customer and company relationship.
Lloyd will walk your team through skills they “will” do, rather than one they “can” do.
Onsite or virtual - scroll down for programs to scale your sales team’s skills!
MANAGERS
Managers are more involved in the day-to-day challenges, this means fighting their way past the obstacles they encounter.
Sometimes the biggest obstacle to their success is themselves!
Lloyd will make sure all the moving elements come together creating a true win-win situation for all concerned.
Here’s Lloyd’s recruiting philosophy - scroll down for programs that can scale your managers/leaders training and leadership skills!
LEADERSHIP TEAM
Much of the world has its defenses up to keep out new ideas.
Your team needs to become warriors and do what’s necessary to succeed.
Lloyd will strengthen your leadership team into inspirational leaders that compel’s action, and draws a renewed vision propelling your organization into a culture of commitment.
WORKSHOPS
SEVEN STEPS SALES PRESENTATION WORKSHOP
There were 39 offices around the country, each with a manager.
Salespeople were hired and trained locally by these managers.
That meant we had 39 different training philosophies, 39 different training methods, and a huge lack of consistency.
I learned that managers train what they know, and reproduce who they are, results were disconnected across all offices.
Managers tend to train the way they sell!
I wondered how we could ensure all salespeople received training that focused on the behavior they needed to do the most, in the order, successful sales professionals did those things?
Could any training meet this goal, that managers would and could implement and was duplicatable?
I started asking questions:
What blocks salespeople from gaining commitment from prospects?
What if they could ask a couple of specific, behavioral questions and their prospect immediately told them their biggest concerns?
What if the prospect helped create their own customized solution?
What could be done to help managers distinguish their teams as top producers?
The answers to these questions resulted in my 7 Step Sales Presentation 2 ½ day workshop that answers each of these questions and more.
This training platform exploded production in 1 ½ year’s from $31m a year to $52m a year.
In this full 2 ½ -day workshop your team members will role play and perfect their skills through:
1. The Approach,
2. The Qualification,
3. The Commitment,
4. The Sales Presentation,
5. The Script design,
6. The Pre-close,
7. The Close,
7. The Introduction/Referral.
Your team will leave knowing how to compress activity, collapse timeframes while integrating their own unique personality.
What to learn more? Book a 15-minute call here
HANDLING OBJECTIONS WORKSHOP
CAPTURE LOST COMMISSIONS -USE REBUTTALS EFFECTIVELY AND CLOSE MORE SALES
We’ve all heard this; I know I’ve said it more than once as a salesperson. “I’ve got a deal tomorrow, they’ll buy for sure!”
We did a great job, the prospect ask questions, leaned in, I knew the deal was done, then the objection.
I’d heard this objection a hundred times before, shouldn’t have been a surprise, but it happened again, I didn’t CLOSE the deal!
What happened?
I didn’t understand objections discloses information while questions gather information.
How many times has your team struggled with these obstacles?
They make presentations yet their prospects don’t act.
Prospects tell them they want to “think about it”?
They’ve given the price and the prospect says they want to compare?
Their prospect told them they need to talk to someone else before they buy.
In this interactive, hands-on full 1 1/2 day workshop, your team will learn and apply
The Four basic objections
Two types of objections
Two forms of objections
Practice sample rebuttals and closes
Your team will leave this full 1 1/2 day workshop with word for word, specific rebuttals, by market, sample closes, AND Lloyd’s best-selling book “The Saleshero’s Guide to Handling Objections”.
What to learn more? Book a 15-minute call here
4 THINGS SENIORS ARE CONCERNED ABOUT
AND HOW TO ELIMINATE OBJECTIONS
Nobody knows the product better than John, he offered product tips at sales meetings and, asked or not, gives his opinion when someone said they didn’t get a sale; he knew what product they should have presented.
He told you what you should have said, he would have closed differently.
The thing is he wasn’t the top seller, he wasn’t the average producer, he was the used to be the top guy who maintained his business more than he grew it.
He had his same old script, and either would not or could not change.
If your team members are like John they learned a script “back then” and while they haven’t gotten the results they wanted, they continue to use it.
Let’s lean into a fresh look at the senior market, with a new engaging conversation backed up by applicable insights found in “Predictable Buying Behaviors” that will transform the way your team looks at selling to seniors.
In this full-day workshop your team will learn to:
Set themselves apart from the “regular” salesperson
Avoid the headache of a Senior Medicare script everyone else is using
Powerful Tie-down question where Seniors tell you “what” they want to buy
Dynamic Trial-close statement to “eliminate” the most common objections
Obvious predictable buying behavior others “don’t see”
This full-day workshop will help them move away from the “script” and start producing results they’ve never had before.
Your team will walk away with...
Specific words to use in their script
Specific, dynamic phrases to use in every presentation
Uncover dominant buying motives of everyone they “sit” with
How to stop “closing” and start writing business
What to learn more? Book a 15-minute call here
SEMINARS
HABITS OF SUCCESSFUL SALESPEOPLE
(NOT-A - SECRET)
Lyle broke his workdays into three parts, he’d been the company’s top producer for years.
His philosophy was STP (See The People – Stuff The Pockets), and it worked for him, his monthly renewals were 25k!
Did he know more about the products than others?
Did he get “better” leads from a secret vendor that others didn’t know about?
What magical script did he use to get an unlimited supply of referrals?
Salespeople don’t fail because they don’t do the right thing.
Salespeople don’t’ fail because they don’t do enough things.
Most salespeople fail because they don’t do enough of the right things, enough of the time.
Before this 2-hour interactive seminar ends your team will identify habits that cost them financial success without interfering with what works.
Your team will learn 3 secrets of habits:
1. Cues- are you doing this out of a habit that costs you appointments?
2. Routine- do you set your prospect up to get rid of you without “hearing” how they could benefit by working with you?
3. Reward- Are you rewarding your prospect’s behavior that helps them “dispose” of you?
Our craving drives all habits and must be recognized to start a new habit.
In this interactive 2-hour seminar your team will learn how to destroy old habits, create new ones that ensure they pick up more wallet share with their customers while eliminating other salespeople in their prospect’s life.
They will deep dive into these 6 behaviors that keep them from reaching that elusive income ceiling.
1. Working “a” market vs knowing what you sell
2. Pitching vs conversations
3. Owning what they really want vs managing what they are doing
4. Leads, Leads, Leads – activity, activity, activity
5. Setting goals that hurt their business
6. Ending meetings vs setting “next action”
Individuals who do not believe in what they are doing fall short of their expectations and give up.
Belief is a critical element of change.
Imagine if your team had the belief that top salespeople demonstrate……they might not have started that way, but the chain of habits is too light to be felt until they are too heavy to break.
Empower your team to BREAK HABITS THAT HURT in this 2-hour seminar.
What to learn more? Book a 15-minute call here
HOW PREDICTABLE BUYING BEHAVIORS LEAD TO RESULTS
Salespeople are unique, most of the thousands I have worked with and trained tend to sell the way they buy.
They figure the price of the product or service they market and, in their mind, if it’s more than they would pay or more than they could afford they project that issue onto the prospect.
Or they decide they know the “right” product people “should” buy and that’s what they push.
In this 2-hour seminar, your team will learn how to recognize and utilize buying behavior insights like:
What Are Predictable Buying Behaviors
Which markets are predictable?
Why buyers are predictable
How to do more of what is working and less of what isn’t to generate leads
How to match their marketing with their sales presentation to increase their production
How to rule prospects “in” instead of ruling them “out”
Your team will leave this 2-hour seminar with a clearer vision of who their idea prospect is, what market their message resonates with and understand how to sell with finesse.
What to learn more? Book a 15-minute call here
THE FORMULA TO MAKING 100K A YEAR, CONSISTENTLY
THE FORMULA TO MAKING 100K A YEAR, CONSISTENTLY
Too often salespeople chase commissions, struggle to pay bills instead of striving for a consistent, predictable income.
Frank’s wife was a pharmacist, she made around 90k a year, Frank needed to make about 40k a year (at least that’s what I think his wife expected) for them to live their same lifestyle.
The thing about Frank, like a lot of salespeople, as soon as Frank was on pace to clear his 40k his activity went down, the quality of his business declined, and his attitude got worse.
You often see it in production, as soon as the salesperson makes what they “need” to pay their immediate bills, they quit working, then they must start prospecting all over again.
In this 2 ½ -hour workshop your team will take a journey through the formula top salespeople use to build a sustainable, predictable income and the actions their business plan will depend on.
Sales professionals will identify 3 things they cannot control and the 4 things they can control, as well as the variables to hit their $100k income goal.
Participants in this 2 ½ hour seminar will walk away with:
A specific income formula that motivates and inspires them
Definition of what “product” they market
A specific activity plan to drive that income and
An objective way to track their progress
What to learn more? Book a 15-minute call here
“STUMP” LLOYD CHARITY BREAKOUT WORKSHOP
Add a unique and entertaining session to your next event:
The Stump LLoyd Charity.
Participants can challenge Lloyd on any prospecting, presentation, phone, or objection they have ever received that has hampered or prevented them from closing a sale.
Loyd will demonstrate his ability to turn every adversity into a sales opportunity!
Participants will be chosen from a lottery for a private 30 minutes session with Lloyd.
Event tickets are raffled off for $50 to participants prior to Lloyd’s program.
Proceeds of the raffle are donated to the organization’s favorite charity.
What to learn more? Book a 15-minute call here
WRITING A BUSINESS PLAN SEMINAR
A journey of a thousand miles starts with a single step.
This first step is to approach the managing and building of your sales office with a business plan that tells you where you are going and shows if what you are doing will get you where you want to be.
In this program, your managers will be guided through the process to:
Develop a business plan;
Break their business plan down into a daily/weekly plan; and
Become familiar with the same resources their team will be expected to use.
Lloyd will help them develop business plans, goals and coach them on how to train their team to do the same.
What to learn more? Book a 15-minute call here
PHONE TRAINING WORKSHOP
In this program, your team will develop the skill to train their team on phone techniques to;
get more appointments,
set more presentations and,
if selling online, close more business.
They will learn the principles that change habits in our teams, the “tell, tell, show, show” method:
“Tell” them how to make the phone call, “show” them how to set appointments - (there’s more to the formula, call to discuss).
Habits are created by the repetition of doing something.
By having your ‘phone technique training’ new people soon develop the habit of setting their week up, resulting in a successful week, month, and year.
What to learn more? Book a 15-minute call here
FIELD TRAINING WORKSHOPS
A successful principle in growing team skills is to train them on the things you want them to do the most, in the order you want them to do those things.
In this program, your managers will learn how to not make a ceremony of these discussions, and the questions to find out what the trainee thinks were the weak points and strong points in the presentation.
Your managers will leave this program knowing how to:
Limit their discussion to one idea or point at a time and making sure that the point is understood by the individual before moving on.
Why being patient and understanding but point out the correct way works.
If your managers find themselves saying the same thing over and over with nothing changing this is the program for them.
As managers, our team can only duplicate what they see us doing today.
In this program, Lloyd coaches your managers to develop the skills to learn to observe & critique individual team members.
Your team will leave this program with an action plan to get better results and growth from their sales team.
What to learn more? Book a 15-minute call here
CLIENTS:
“Lloyd is an excellent trainer and taught me the basic fundamentalsof selling in a fun and upbeat way! He’s a great leader, teacher andmotivator. His powerful personality and strong sales drive is trulyinspirational! I’m grateful for all I’ve learned from him.”
“The first time I sat in a training that Lloyd was conducting, I could see the extreme passion he had for sales. He is a very motivational and out-of-the-box kind of leader and trainer that inspires everyone he touches to reach their fullest potential in their careers. Lloyd’s high enthusiasm and high energy is a great quality that he shares with everyone.”
“Working with Lloyd was an absolute joy, his professionalism, knowledge, and training aspects were very helpful. His tactics and techniques were thought-provoking, motivating and positive for any professional looking to excel in their field. Lloyd is an excellent communicator and motivational speaker to any office or team looking to boost their sales and self-development. He is well focused, polished and adds a fresh sense of structure to old concerns that can pull any team through until the goal has been met.”
“Lloyd is able to weave his sales background and experiences into his training and communications, helping bridge the gap between awareness and application of the information. Having this ability is especially important when creating training/communications on highly-regulated topics. Lloyd is committed to achieving results and is willing to take risks”
